Commercial Agents – 3 Ways to Bring Buyers to Your Commercial Property

The time on market for your commercial property can be lengthy today unless you understand exactly who you are marketing the property to and what that target audience is actually looking for by way of property type, age, improvements, location, and price.

In simple terms, you need to attract more enquiry from every marketing campaign. That’s what good real estate agents do; it is not a matter of list a property and hope today. Every property today has to be correctly listed and comprehensively promoted. The experience of the agent or salesperson is now more important than ever before.

So, attracting buyers today can be a bit tricky. Defining the target market will help you when it comes to selling every commercial or retail property. When you as the agent set the target market, you then know what needs to be said in the advertisements and on the internet.

The 3 best ways to bring in more buyers to your commercial property are:

  1. Internet listing is the best way to get the message of the property to many people. It is also highly cost effective. When you draft the advertisements, have due regard to the keywords that people use when searching properties on the internet. You can get these keywords from a keyword search on the larger search engines. Every property advert should feature a mixture of dot points of features, and narrative of explanation. A photo of the property will attract more enquiry, so ensure that the images you use are of high quality and have been taken at the right angles.
  2. Signage on the property will be high on the priority of every property promotion. Given that most properties are purchased by local investors or business owners, the signboard gets the message out quickly and effectively. Ensure that the signboard is placed on the property in a position that everyone passing the property can see. Get a special signboard on the property that lists the detail of the improvements and the methods of sale. Make it easy for people to contact you from the signboard by including a mobile phone number for afterhours contact. Always put your name on the sign so that people see you as the local property expert.
  3. Face to face meetings and direct calling of people on your database will be of high value to the quality of the enquiry you create. Today the database of agents is fast becoming the source of the best deals and the quickest property inspections. When you list a property, go straight to the database and find the people that are looking for that property type. To maintain the database, every property campaign and all the enquiries made should be tracked and captured in the database for later use or creation of inspections.

Even though most agents will say that the property market is tough and slow today, the reality is that many agents do not do enough work on their listings to find the buyers and get the inspections under way. When you have just listed a property to sell or lease, that should be the start of the hard work, and not the end of the matter.

Commercial Agents – What If You Have No Prospects?

Many people start off their career in commercial real estate with little or no list of prospects to call and establish business relationships from. As a first priority new salespeople should start to focus their efforts around prospecting and cold calling. The sooner the process starts, the faster they will move ahead in the industry with quality listings and better commissions.

The reality of the commercial property market is that you should have some form of market share within three or four months; that means some listings. Over time the market share can grow and you can even reach the levels of a top agent through persistent and accurate prospecting activities.

So to kick start your career or perhaps to resolve current problems that you may be having with your market share, the following model of prospecting and contact will be useful.

  1. Devote 2 or 3 hours per day to making cold calls from your office using the telephone. This is a distinct discipline and will be initially difficult until such time as you create that habit in your diary. It should be said that this prospecting process is likely to radically change your levels of opportunity quite quickly. Establish a habit for the task and then keep it under way into the future. Regardless of how much business you have currently, keep the levels of prospecting up and accurate.
  2. Find some form of database software to assist you with the collation of market and prospect information. This is a personal process on a daily basis and will allow you to take ownership of your market share. Look at a database each evening so that you can track and plan your telephone calls for the next day.
  3. As mentioned earlier, when you first start your career in the industry, you will likely have no clients to ring. Every call you make will be to someone new that you have not spoken to before. Practicing the call process and your dialogue will help you convert more calls to meetings where there is a genuine need or interest in your offering. Exactly what do you have to offer? Make sure you know that before you start prospecting.
  4. Check out your competitors and most particularly the top agents in the local area. Find out what they’re doing on a daily basis and see what prospecting efforts they are implementing.

Your habits are the key factors that will drive your personal business forward. New habits have to be developed and that takes intense focus and consistent process. Many people enter the industry without understanding this requirement and believe that they will be successful with little or no change to their actions and activities.

Commercial real estate is totally different than any other sales industry, in that you are working with some very experienced and challenging property investors and business proprietors. Some of those people connect to a number of agencies at the same time. Any listing opportunity or potential transaction could be competitive and pressured from the activities and actions of other agents.

Top agents refine their knowledge relating to the property market and the best methods of sale or lease that work currently. Clients like to work with top agents understanding that success is more possible and real. If you aspire to this high level of performance, take time each and every day to practice your processes.

Commercial Agents – Prove Yourself and Market Yourself Better Today

In today’s property market, not enough salespeople really do prove themselves or sell themselves strongly enough. They hope that the office or boss that they work for will do that. It’s time for a reality check.

The only reason people will use you as an agent or salesperson is if you have convinced them that you and your office are relevant to them; that you really do know how to handle their property situation in the best possible way.

It is a personal thing; if you do not have enough listings or enough deals on the go right now, then you have not sold yourself enough. It’s time to take more of the right action.

So let’s look at some points of relevance that you must have:

  • A great database of up to date contact and prospects that you can quote your listings to even before you advertise the listings in the internet or local newspaper
  • A signage presence in the local area that shows the market that you are a dominant specialist commercial agency
  • Marketing systems and skills that really do reach the right markets in the best ways for the right levels of enquiry
  • A website that attracts enquiry in the local area and does so in a way that is better than the other agents
  • Search engine optimization that takes you to the top of the website rankings for your local area and property specialty
  • A social media strategy that keeps you in contact with your prospects and clients
  • The ability to prospect, inspect, negotiate, and close listings and deals in the most efficient and productive way
  • Knowledge of the local area, the properties, and the deals that have been done

Why not prove yourself to your company before you ask them to prove to you that they want you. It takes a bit of time to build a footprint of experience and relevance in this industry, however after about 12 to 24 months of hard work you can get there.

You will note that the items above are including some very individual issues and facts relating to the web and the internet. Over the last couple of years, the social media process has taken over the way in which we will be communicating in the future. It is not just the real estate office that has to be web savvy, but now also the salesperson. It is time to build your online presence as a property expert in your town or location.

Take the time to prove yourself and market yourself to the stakeholders in your life and career. Understand how to do that and start taking more daily action. The really successful people in the commercial or retail property industry are those that are known and respected by many.

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