Commercial Agents – Build Your Commercial Property Business on Cold Call Prospecting

In commercial and retail real estate, the cold calling process is quite important to building your market share. Many agents and salespeople struggle with the cold calling process and the necessary mindset to make it work. In the end they will avoid making cold calls at every opportunity. That then produces a slower growth of market share and territory development.

You have a choice to consider and a process to develop. Consider the following ideas.

  • If you want to build your market share and achieve a greater number of quality listings, then the best way to do it is through a defined prospecting process including a daily cold calling effort. Over time these processes will build new leads and opportunities. The system really does work, however it does require specific focus and diligence on a personal basis.
  • When you start off in the industry, you really have no prospects to talk to other than the people and businesses you find in the telephone book. That is a good place to start; contact all the local businesses in a systematic way. From that point you can then contact specific property owners and large local businesses.

You will need some form of simple database to record your findings and activities when you get prospecting up and going for you. Initially you can use a simple contact address book system that allows you to take sufficient notes with the people that you speak to. When you are ready, you can export this information to a more comprehensive database that you purchase at a later time.

Only purchase the database software that you know will work for you; study the alternatives that are available and test them out.

So when it comes to this prospecting model, you can make excuses or you can take definitive action. You cannot do both in prospecting. Here are some tips to make the system work for you.

  1. Develop the mindset to support the process. When you make the calls, you are simply seeking to understand if the person has a need or an interest in commercial real estate. The initial call is a questioning process and not a pitch. Create a conversation with the people that you call.
  2. Build prospecting and calling time into your diary on a daily basis. Consider the best time of day you to reach the segments of prospects that you would normally talk to. Your choice of time really comes down to the property type, the local area, and the way in which you do business.
  3. Practice your telephone approach. Given that most of the people you call will not have heard from you before, the initial telephone call should be a simple introduction and questioning process surrounding their interest and activities in commercial property. There is no point in having a pitch based around your services, as that can come later when and if you meet with the qualified prospects. Further to that concept, pitching over the telephone is really difficult and a special skill. You really do not know if they have a need or an interest in commercial property so ask questions first.
  4. Not everyone wants to talk to you when you make the first call. So don’t get offended if they push you away or will not talk to you. Forcing a conversation where it is not required or warranted is unnecessary. It is far easier to move on to the next telephone call and the next opportunity with someone else.
  5. Keep the process moving on in a positive way, and track your ratios. You will find over time that your ratios of call conversions to meetings will improve. As you track your ratios, you will see this change and hence you can develop further confidence in the process.

Success and call confidence takes about one month of persistence in making calls. Every day you will find simple examples of better conversions. Your confidence will build and your meetings will start to occur. If you want to fast track the results you are achieving, start practicing your telephone conversations in a role playing effort with a friend.

Commercial Agents – Maintain Your Exclusive Listings for Better Results

When you work in commercial real estate sales or leasing, there is a lot of difference between listing a property and working your listing. Far too many real estate agents fail to recognise the process of working a real estate listing and how they can be bringing it to successful finality.

Your clients would be quite concerned if they knew that they were only achieving random focus and action from the agency marketing their property.

If you work your listing well, you will create reasonable enquiry from the local property market. This can be done in and around any economic circumstances and conditions. The quality of your database will be the factor that underpins your progress in the industry. Every quality listing will give you leads and opportunities that can be entered into your database. Keeping in constant contact with the qualified prospects is a factor of database dynamics.

When you list a property, there is a real difference between open listings and exclusive listings. Essentially you should be encouraging and taking the majority of exclusive listings. Open listings fail to give you a quality market share. Certainly a few of these open listings will sell or lease, however you have no real control over the client or the marketing of the property. Open listings are simply a factor of luck.

So let’s go back to the exclusive listing process and the focus that you can adopt. Here are some ideas to implement in your listing and marketing process.

  1. Take a look around the local area to understand the numbers of competition properties you are up against. Inspect those properties and identify their prices and marketing processes.
  2. The prices and rentals that have been achieved in local property transactions over the last two years should be tracked. In that way you can prove your pricing process and method of sale. It is very difficult for the client to overlook true market evidence.
  3. Take plenty of photographs to take with you on a laptop computer. You never know when you can show a property to a prospective buyer or tenant.
  4. Choose the right method of sale for the local area. Make sure that buyers would respond to that method of sale. If are you are using timed sale methods such as auction, or expressions of interest, or tenders, allow sufficient time to encourage enquiry from the target market.
  5. Develop an inspection strategy for each and every property. Talk to the client about that strategy and how you intend to sell the features of the property to prospective buyers. An inspection strategy involves the route that you will take in and around the building improvements.
  6. The marketing process in and for an exclusive listing should be dedicated and direct. Constant feedback to the client from each and every stage of marketing will be essential. As part of that process you should adjust and resolve any challenges or problems that you come across. The early stages of your marketing plan must create enquiry, otherwise you are losing time and wasting money. The critical period of marketing will usually be the first two or three weeks of advertising and promotion.

Exclusive listings are your road to success and market domination as a real estate agent. Experience and time will allow you to sell your services around exclusive listings; practice your sales pitch and presentation process to help in this regard. Any client that chooses not to market their property in this way has not completely committed to you as the agent of choice in resolving their property problem. That in itself is a worry and you may see the listing disappear when you least expect it.

Commercial Agents – How to Deal With Difficult Landlord Clients

When you work in a commercial or retail real estate agency, it is easy to get frustrated with demanding landlords and difficult property situations. When the property market is under pressure, landlords are seeking greater assistance from the agents that they use (that’s us). Frustration and pressure will arise in many an agency and landlord relationship as the property market goes through change.

Comprehensive Service

In a tough property market, the commercial real estate agents that comprehensively service all property needs are those that are in demand. A well leased and managed property will eventually be sold. Every stage of the client relationship today requires special skills in the agency across leasing, sales, and property management.

Understanding the factors of change in the property market today and how to adjust for them is critical to helping clients with property pressures. The reality of the current property market is that control, strategy, results, and information are really the main factors that the landlord is looking for in moving ahead. The fact is they need our help. We are the best providers of strategic solutions when it comes to property occupancy, returns on investment, and disposal strategies.

Here are some further strategies to use with landlords in this tougher property market.

  1. Keep them up to date with property and lease issues with all tenants in the tenancy mix and the adjacent properties. Work well in advance when it comes to lease documentation and critical dates. Every lease in the subject property should be reviewed for future events and pressures on cash flow.
  2. Market information will change from time to time. Competing properties will also put some pressure on surrounding property sales and property leases. Keeping clients and landlords briefed on the pressures of the competition properties is quite important.
  3. Lease negotiations will occur with sitting tenants and new tenants from time to time. Importantly the negotiation should occur with due regard to the prevailing market conditions. That will include terms of rental, terms of lease, and incentives. The landlord can be positioned for a competitive lease transaction when all elements of the property market are clearly assessed and provided.
  4. The quality of tenants within the tenancy mix, and the threats of vacancy are two highly important issues to be managed and optimized. Both will have impact on the property income profile and tenancy mix. What threats emanate from the property tenant mix now?
  5. Stay in touch with all tenants within the tenancy mix on a regular basis. They are likely to need lease adjustments or changes of occupancy from time to time. If they are good tenants and considered worthwhile for the future of the property, then negotiations should be open and encouraged. It is better to have a stable occupancy than the volatility of increasing vacancies.
  6. Good lease management processes can be incorporated into a business plan for the property. Each year the property can be reviewed in a number of ways with the results being incorporated into the business plan. The plan would include lease reviews, tenancy mix, income profiles, expenditure budgets, and renovation strategies.

Difficult landlords are really just looking for further help and specialized assistance. It is quite likely that they and their property are under some pressures. Improve your services as a specialized commercial agent so that you can help these landlords achieve better levels of property performance in difficult times.

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