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Commercial Real Estate Agents – Focus Your System for Sales Success

Systems in commercial real estate agency set you free and help you build your career.  Without systems you will struggle as an agent.  So you cannot be ‘out of control’ if you want to improve as an agent.

It is the regular things that you do every day that build habits and those habits help you build market share.  Top agents are those that work in a controlled and focused way.  You can do the same.

If you believe you are out of control in your career today, take a look at the things you should be doing and what you are actually doing now.  Therein lies the answers that you need to resolve market share and productivity problems.

Here are some facts and systems that you can merge into your business model.

  1. Researching new prospects should be done every day; you need fresh people to talk to.  The best time to do that research is in the evening when the pressure is off.  We can all use the internet and use it as a prospecting and research tool.  It is likely that you can access your database from home as well.  Use remote technology to your advantage.
  2. Prospecting should happen at the same time each day.  Given that most people get distracted as the day progresses, prospecting is best done in the morning first thing.  Avoid morning meetings for this very purpose (I know this will upset some agency principals).  Long morning meetings are a terrible waste of time.
  3. Presentations for listings should be practiced.  Hopefully you are a specialist agent in a local area and property type.  This will make your presentations a bit easier and you can refine them accordingly.
  4. Marketing campaigns should be focused on the needs of the property and the client.  Given that there are so many unsold and vacant properties on the market today, it is critical that you make every marketing campaign a good one.  Be specific in the way you are reaching your target audience.  Get personally involved in your marketing efforts.
  5. Property inspections should occur only after the prospect has been qualified.  Make sure that they are the right people for the property before you take them to it.  Develop a system of property inspection that features the listing correctly and comprehensively.  Make every property inspection great with the right preparation.
  6. Negotiations and client connection go hand in hand.  Keep the client up to date with all property events, marketing, inspections and negotiations.  An informed client is much better to work with.  It is notable that top clients should be served by exclusive listings.
  7. Database systems should support your ongoing growth of market share.  You cannot delegate that process. It is a personal one that you should take ownership of.

So now you can see how important systems are to a commercial real estate agent.  If you want to succeed in this industry, take a look at your systems (or lack of them) and make them better.

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Gain the Edge in Commercial Real Estate Agency – Start Strong

When you work in commercial real estate agency, you should start your day strongly and with focus.  Get as much done as you can before other disruptions start to take over (and they will).

It is a fact that things in commercial real estate agency will happen daily that you do not expect.  That being said, there are still key things that you need to do every day to improve your market share and client connections.  If you overlook these things, you will soon have less commission coming in and you will also be missing on the quality listing stock.

So to start strong every day, you need a plan and a process.  Action is everything in our industry and directed action can allow you to form habits.  It is the habits that will take you forward as a professional in our industry.

Here are some ideas to help you with effectiveness and focus as a commercial real estate agent.

  1. It is easier to control the start of the day than it is to control the whole day.  If you can control 1/3 your day, you can be quite successful and effective as an agent.  Plan your activities so that your working day can and will be under your control from 7 am. to 11 am.  Don’t let others change or modify your diary before 11 am.
  2. Prospect every morning from 8 am to 10 am.  Get your outbound cold calls done then. That one single process will be critical to your market share.  It is interesting to note that most top agents do this.  Struggling agents overlook the process or avoid it.
  3. Talk to your clients from 10 am to 11 am.  After 11 am the pressures of the day can take over so get to your important clients on key issues early.  You can do the same thing at the end of the day and in the evening.
  4. Look after your database yourself.  Only you have the information that should go into it, and only you are going to benefit from it being correctly used.  If you go into your database every day you can shape the information and use it to your advantage.  Ongoing contact and trust in our industry is a really big thing.
  5. As you move through the day and the week, track your numbers and ratios relating to calls out, meetings, presentations, listings, inspections, and deals closed.  You should also track your exclusive listings as they will do more for your market share than open listings.

So you can see that the key thing here is control.  When you are in control you can get more of the right things done.  That is how you move up in the industry.