When you work in commercial or retail property leasing, you need a rich source of tenants and business leads. There are a number of resources that you can use for that purpose, and on that basis it is simply a matter of selecting the ones that work for you and your property market. Develop your leasing strategies.
Here are some of the best leasing sources of business names and tenant identities:
- Check out all of the major buildings in your leasing territory. When it comes to buildings that contain multiple tenants, it is a matter of taking down or capturing the details from the directory board that is located in the property. The easiest way to do that is to take a photograph of the directory board on your mobile telephone. You can process and review the photograph later.
- From the details that you get in the previous ‘directory board’ step, it is a matter of telephoning down all the businesses in the particular buildings to discuss future leasing and occupation needs. Leases come to an end at some stage for all types of reasons. Some tenants prefer to move when that occurs, and on that basis you can be the source of market information and relocation opportunity.
- Get a copy of the local business telephone book as it applies to your location, town and city. It is preferable to use the telephone book in hardcopy rather than online. That is simply because the telephone book can be logically processed and marked off with a colored pen or highlighters as you proceed through it. Starting at the beginning of the telephone book work through every business name to find those businesses that are located in your priority suburbs and leasing territory. Whilst this process may seem tedious, it is simply a matter of reviewing one or two pages of telephone numbers each night in preparation for your prospecting processes the next day. One telephone book can take you an entire year to move through. You will however see that the system is quite easy to implement and soon you will be covering 5 to 10 pages a day as part of that process. One page of the telephone book should give you two or three numbers to call; cold calls lead to information and potential meetings with the right tenants. You may wish to choose a greater number of businesses given the filtering process and the criteria of targeted tenants locally.
- You can also get some good leads and opportunities from using the Internet methodically and specifically. In your town or city, there will be a business ‘Yellow Pages’ telephone book online that you can use for this very purpose. In most cases you can search the ‘Yellow pages’ based on targeted business types and by suburbs. From that search process you can get specific names of businesses and tenants to put into your prospecting activities and cold calling systems.
So these four strategies are quite simple. You can see why things need to be methodical and systemized.
When you create a large list of local businesses and tenants, and then take the time to understand their occupation needs from a leasing perspective, you are of high value to the landlords that you serve. Use your database as leverage in this way when it comes to winning a property leasing appointment. Tell the landlord about your database and how accurate and up to date it is. They will find it difficult to ignore an agent with a comprehensive and up to date database of tenants.