Commercial Agents – Prove Yourself and Market Yourself Better Today

In today’s property market, not enough salespeople really do prove themselves or sell themselves strongly enough. They hope that the office or boss that they work for will do that. It’s time for a reality check.

The only reason people will use you as an agent or salesperson is if you have convinced them that you and your office are relevant to them; that you really do know how to handle their property situation in the best possible way.

It is a personal thing; if you do not have enough listings or enough deals on the go right now, then you have not sold yourself enough. It’s time to take more of the right action.

So let’s look at some points of relevance that you must have:

  • A great database of up to date contact and prospects that you can quote your listings to even before you advertise the listings in the internet or local newspaper
  • A signage presence in the local area that shows the market that you are a dominant specialist commercial agency
  • Marketing systems and skills that really do reach the right markets in the best ways for the right levels of enquiry
  • A website that attracts enquiry in the local area and does so in a way that is better than the other agents
  • Search engine optimization that takes you to the top of the website rankings for your local area and property specialty
  • A social media strategy that keeps you in contact with your prospects and clients
  • The ability to prospect, inspect, negotiate, and close listings and deals in the most efficient and productive way
  • Knowledge of the local area, the properties, and the deals that have been done

Why not prove yourself to your company before you ask them to prove to you that they want you. It takes a bit of time to build a footprint of experience and relevance in this industry, however after about 12 to 24 months of hard work you can get there.

You will note that the items above are including some very individual issues and facts relating to the web and the internet. Over the last couple of years, the social media process has taken over the way in which we will be communicating in the future. It is not just the real estate office that has to be web savvy, but now also the salesperson. It is time to build your online presence as a property expert in your town or location.

Take the time to prove yourself and market yourself to the stakeholders in your life and career. Understand how to do that and start taking more daily action. The really successful people in the commercial or retail property industry are those that are known and respected by many.

Commercial Agents – Key Sales Pitch Tips and Objectives

Before you as a commercial property agent do a sales pitch to a client to potentially list their commercial property, it pays to understand and set the strategy you will adopt. You need to define your targets of the process. Clarity is important.

Given that each property is different, the strategy and your sales pitch should also be distinctly different and unique given the elements of the property and the circumstances of the market. You are the expert agent and you need to show exactly what is going on out there today.

Here are some ideas and processes to feed into the presentation:

  1. Firstly get to the real facts of the client and their needs today. They will have special concerns about taking their property to the market today. They will also have certain criteria that must be satisfied for the marketing and negotiation to be successful. Ask the right questions until you really know what they want to do and why.
  2. Given the previous point above, develop a clear understanding of just what the target market is for the property today. As the local agent you should have a database that gives you a typical profile of the enquiry coming in to your office at the moment and how it can be converted to the property.
  3. The defining of the target market will give you specific ideas as to how you can reach the target audience through direct marketing and consistent effort.
  4. Take plenty of photographs around the property before you see the client. You can then put the images on a rolling slide show on your laptop computer to supplement your discussions with the client. Given that the photographs are only of their property, it tends to attract their attention far better than any other laptop use or presentation material.
  5. Have some market evidence and comparable property detail to show the client and to support your discussions. Real numbers and facts from the local area are hard for them to refute.
  6. Carry a variety of marketing examples of similar local properties today. Show the client just how you would use the material to the best of its advantage in attracting more enquiry and better inspections to their property.
  7. Tell the client exactly what the market is looking for today and how you will use that to your advantage in marketing their property.

Far too many agents approach the pitch process generically without much planning. Given that you only spend a small amount of time with the client in the presentation and that the other agents in the local area will be pitching for the same listing, you really do need to think about the sales pitch process before you see the client. Preparation is the key.

Commercial Agents – How to Manage More Commercial Property To Build Your Business

Managing commercial property is a specialised service provided by some real estate agents. The commercial property management process is totally different than residential property management and rightfully so.

Agents seeking to move into this type of specialised management service should take the time to develop the right people with the right skills. Without this plan of attack to provide the right skills, property performance will be impacted and unhappy landlords will be the result. Property performance is paramount and that focus should override all others.

So the main attributes needed included the job are these:

  • Financial skills to analyse income and expenditure
  • Budget awareness and spread sheet capability to design property budgets
  • Lease documentation interpretation for rent and occupancy terms and conditions
  • Negotiation skills to handle tenants at time of lease events and expirees
  • Contractor negotiation and instruction skills
  • Tendering and implementing maintenance contracts in all levels of building maintenance
  • Ability to see and understand threats and danger in the operation of a commercial property
  • Knowledge in how to optimise the income for the property whilst preserving the functionality for the tenants
  • Ability to manage lease events across a broad variety of situations and circumstances and in doing so, keep clear and precise records of events and instructions.
  • Ability to take and give instructions to and from a wide variety of people associated with the running of the property
  • Know how to optimise tenancy occupation and minimise vacancy potential
  • Ability to negotiate leases with new and sitting tenants with due regard for the landlords plan for the property
  • Maintenance awareness and ability to understand maintenance needs and repair processes
  • Good attention to detail when it comes to recording instructions, events, tasks, and daily events.
  • Ability to understand and write detailed and accurate reports for landlords covering financial matters, documentation, lease matters, tenancy mix and strategy, maintenance planning and budgets, contractors and building works, income analysis and targets, expenditure analysis and targets, risk management, energy management, and legal events.
  • Property business planning of critical issues such as energy, tenants, customers, environment, net income, and property lifecycle.

It is an extraordinary person that can provide all of these skills from the first day in the job; however they should develop these skills quickly and accurately. A quality commercial or retail property will require these base skills plus others depending on the nature of the property.

To manage more commercial property, the property manager should be well in control of all of these events and disciplines. Without these skills the property will likely underperform and threaten the landlords investment.

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