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Leasing

Leasing Strategies and Preparations in Commercial Real Estate

In commercial real estate leasing, take the time to organize your day well in advance and stick to the nominated activities.  You will not be able to control everything on your real estate day, but you should be able to handle at least half of your day with success.  Consistency is essential in commercial real estate brokerage leasing.  Talking to new people each day is a big part of getting anywhere.

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A Typical Leasing Agent Day

So, what does a leasing agents day look like?  Talking to tenants, business owners, and landlords would be the big focus most of the day.  Finding those people can initially be a challenge, so list research is a large part of growing market share. 

You must build lists of people in categories and locations.  They are the ‘raw lists’ of people that you can grow conversations and ongoing contact from.

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Doing the Research

There is a reasonable degree of research and organization required to build your lists.  Where can you get your ‘raw data’ for contacting tenants, landlords, and business owners?  Try these for starters:

  1. The business telephone book and the yellow pages is an excellent place to start
  2. Walking the streets in your allocated territory and making a note of the businesses by building and street
  3. Leaving your business card on business premises as part of a ‘door knocking’ strategy
  4. Researching property owners from property ownership records
  5. Looking for referral and repeat business from the people that you know now

New business research does not need to be more complex than these strategies and items.  As you locate names and people, keep them for later study and connection.  A conversation today can be a property lead or transaction in the future.

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The Average Working Day

So, let’s look at the ‘average agent’ and their typical working day.  How many agents do you know that would do all or a variation of these things in regular frequency and good volume?  The number is low, which then becomes a great opportunity for those agents who can get organized and stay on task to their real estate day.

If you want to get anywhere in commercial real estate leasing as an agent serving landlords and tenants, it is time to look at how you spend your ‘connection time’ with new people across new conversations

As the property market shifts and changes, new people and property situations are evolving.  It is time to tap into the new people whilst staying connected to those you already know.  New business in commercial real estate comes from conversation frequency and relevance.

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By John Highman

International Commercial Real Estate Author, Conference Speaker, Broadcaster.