Commercial Agents – Resolve Your Weakest Links

In commercial real estate sales and leasing, many salespeople struggle for one reason or another in the early stages of their career. Over time the struggle can be frustrating and slow the progress that you need as an agent in creating listings and generating commission. When the property market is slow or challenging this can magnify the problem at a personal level.

To make personal progress in the industry, the fast track process involves identifying your weakest links or skills and then the solving them. As to how you solve these things, you have a variety of methods including, hiring an assistant, training yourself, practice, and directed focus.

Perfect Does Not Exist

None of us are perfect when it comes to sales and business, but over time we can improve things and resolve weaknesses. That is how ‘top agents’ achieve great success. They are great at self improvement.

Your weakest links are the things that hold you back in the industry. Lots of salespeople have one or more issues to deal with, so don’t feel that you are alone. However, the sooner that you understand the problems and deal with them, the better your career will be.

Common Weaknesses

In many cases with most salespeople those things of ‘weakness’ are typically one or more of the following:

  • Prospecting for new business
  • Database creation
  • Use of technology
  • Communication with clients
  • Presenting and Pitching for new business
  • Listing properties professionally and confidently
  • Market knowledge to use in your sales pitch and presentations
  • Negotiation skills with sellers, buyers or tenants as the case requires
  • Marketing systems and processes to promote property to the right target audiences

Some things on this list will drag your career backwards faster than you want or need. For example, the matter of prospecting is a big problem for many, and perhaps even avoided. Presenting and pitching for new business is also a big issue for some agents.

To improve your market share and your personal listings and commissions, it is best to have a serious look at your weakest links that are holding you back.

When you have defined your weakest links you can prioritise them to high and low level issues. If prospecting for new business, or presenting for listings are weakness issues for you, then they will do the most damage to your career, when left unaddressed.

So to move things ahead here, you should identify your weaknesses, be grateful that you understand them, and start to work on the methods of improvement and resolve. If you have a close friend that you can confide in, get them to help you with the process of identifying weakness and creating change.

Commercial Agents – Strategies to Handle Clients With Overpriced Listings

When it comes to selling, and leasing commercial real estate you don’t want an overpriced listing unless there is some potential to adjust the price and attract enquiry. The fact of the matter is an overpriced listing wastes your time as the agent, but perhaps more importantly it also wastes the time of the seller.

Some clients and property owners think that the agent’s job is to sell or lease the property at the price that they are looking for. Nothing could be further from the truth. It is the agent’s job to convey the facts of the market to the client so they can understand how to resolve their property challenge at the best price or rental given the current market circumstances.

Many clients will not listen to the agents assessment of the current property market; or they will choose to selectively accept only some of the issues that they are told. If you believe that the client is reasonably motivated to sell or lease the property then an overpriced listing (within reason) can be acceptable.

So the message here is that you can accept an overpriced listing within reason and if you see a way through the challenge. That being the case here are some strategies to adopt as you move through the agency period.

  1. Always show the client clear market evidence regards comparable properties nearby. That should include the asking price, the asking rental, the achieved price, the achieved rental, and the time on market. You should also include details of property improvements as they apply to each particular property. There may be differences and enhancements which distinguish that property above those in the local area.
  2. If the client wants you to market their property at the inflated price, then seek vendor paid marketing funds to support the process. If they really believe in the price, they will or should believe in payment of funds to support the marketing campaign.
  3. Alert the client to the types of enquiry that’s out there at the moment. Explain to the client that the levels of enquiry today are limited and perhaps are just 1/3 of what they used to be. This then says that each enquiry has to be captured and converted. Waiting for the special person that will pay a top price or a top rental can be counterproductive and over saturate the market with the relative listing. A listing becomes stale within about six weeks; it simply dies as a listed property. If you cannot get genuine enquiry to the property during that time and undertake a few inspections then you have wasted the critical marketing window of time. The client has to adjust their price.
  4. After every property inspection give feedback to the client of the comments made by the inspecting party. This becomes third party evidence and is quite relevant to helping you convert the client to more realistic terms of sale or lease. When the opportunity presents itself, seek approval to reduce the asking price or rental. This should be done at least every two or three weeks. If the property is being offered for sale by auction, tender, or expressions of interest, then the pricing process is dictated by the market. In that case it is essential that you give feedback to the client from every inspection and every enquiry.
  5. The history of sales or rentals in the local area can be trended on a graphing display or process. It is best to focus on the pricing and rental activity over the last two years and most particularly the current 12 months. This is evidence that the client would find hard to refute.

As a general rule you should not always take overpriced listings into your books. That being said, you should not always walk away from them either. It is a matter of strategy and belief in the client’s ability to be flexible and realistic with their property challenges.

The Value Of The Service Business Development For Professional Services Firms

One of the basic requirements for business development is to assess the current market value, as is more related to the growth and maintenance of the company. To do this, providers of development services called business development specialist who will work with sales and marketing professionals to develop an effective strategy. This business strategy is based on the popular that the company already has in other areas of the clients.

Specialist business development will be sought for customer feedback frameworks customer care. These leaders will help the manufacturer of the strategy for collecting data from existing customers for their opinion on the company and its services. This type of action can often develop specialists to learn more effective ways to promote the company, which can replace the current marketing strategy and objectives more number of customers in the market where the company is already present. In addition, the acquisition of client statements by executives of the channel for customer care specialists assist business development to identify areas of the series of new products and develop a marketing strategy adapted to them. This strategy will lead to the rapid commercialization of new products and services later.

The role of business services development is not limited to an increase in sales and customer satisfaction. Even if these things come naturally in the development of the service, development strategy Maker is to ensure the best use of company funds, management and improve the functioning of various departments, and resolve legal problems that may arise to continue to grow. Many companies offer professional development of creative business strategy, the right to charge business information relating to all levels of corporate structure and use it to attract more customers.

Every little to the organization of large companies may choose to develop the company. It brings success guaranteed for all types of legal entity. Many companies have little time to have tried and achieved a solid record in their own sector. In most cases, companies were able to capture the targeted area and achieve growth due to the efforts of specialist business development. Thus, companies must focus more on development and leasing for professional development, if it seems impossible for them.

Corporate retain their own wing of business growth and development that will deal with all development activities. But small businesses can not afford to do so. Then they can apply to a development consultant to work for them. The consultant will help assess the current situation and develop strategies to bring business growth in the future.

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