In a busy commercial real estate agency, it is very common to hear that the salespeople are running out of time to get the key issues under control and the daily tasks undertaken. In most cases, the reality of the situation is that some salespeople lack the organisation and focus to stay on track.
Your time is a valuable resource. It is in fact the most important resource that you apply to your business day as a commercial real estate agent. Utilising time efficiently and effectively is a key personal skill that will help you attract more business, negotiate more effectively, and close more deals.
That being said, far too many agents and salespeople let the unimportant things derail their focus and daily activity. Quite soon they will see that they are losing market share and listing opportunity. Beyond that point, things become a bit desperate.
The reality of this situation and problem is quite simple. Every salesperson should determine the key things that are important to their business. Those three or four key things should occur every day
regardless of anything else that tends to derail the time management process. When you set your priorities on the right things, the results start to happen. That is how you get to the position of top agent in your local area.
The degree to which you believe you are in control as a real estate salesperson, is the degree to which you will be successful in the industry. Control brings confidence and that in turn helps you find the business, present the properties, and negotiate the deals. So, I then go back to the factor that you must be under control to build your market share. It is a personal process.
Here are some tips to help your focus and results, on a daily basis. Over time these simple things can improve your business profile and elevate you to the position of top agent.
- Devote two or three hours each day to deliberate and direct prospecting. Use the telephone for the process, given that you can contact many business people inside that two or three hour period. Use the business telephone book for this purpose; it is easy to access.
- When you have finished your prospecting processes, get out into your market and observe the competing listings. Talk to the local business people personally. You should be dropping your business card into at least five businesses per day each day.
- In most circumstances, commercial and retail property works to a cycle. On average, it is very common for a property to go through a sale or lease cycle every 5 to 7 years. That can mean a new tenancy, or a new property. It is simply a matter of finding those properties that were purchased approximately 4 years ago, and to then start contacting the property owners and businesses on an individual basis.
When you open the door of contact, remain in contact with those people for the ongoing future months and years. Build your contact cycle on a period of 90 days repeating. Consistent contact builds relevance and reliability. That is exactly what business owners and property investors are looking for in a commercial agent.
These three simple things above will help you build market share quickly and effectively. That being said, there is a lot of hard work in the process, however the rewards are great. Isn’t that why you entered the industry?