Commercial Real Estate – Prospecting Systems Get Real Territory Domination
When the property market gets tough, the simple rule and solution for real estate agent success is talk to more people every day; help them as only a professional real estate agent can with real market knowledge. Your success is up to you in this market; not the boss and not your agency.
In commercial real estate today there is a significant amount of churn and adjustment to be captured in this market. In this tough real estate market, your database of qualified contacts and prospects is worth money and is the goodwill that you bring to the clients and prospects that you serve. In simple terms they need you.
There are a lot of people to know and connect with today. So just how many people do you know in these categories?
Landlords Tenants Business owners Solicitors Accountants Developers
So the golden rule in this market is to talk to more people and track their property pain and needs. A full 40% of your business day in this property market should be in talking to new prospects and established qualified contacts. It is remarkable how most agents do not action their day in this way; random and generic are the main descriptions of activity I see with many salespeople.
Today there is a great opportunity for those agents that can get active and focused. I like to call it a clear vision approach to the property market. The things that you see are now more important than ever before. Look for the signs of pressure or change and then tap into them. What are you seeing around your market today? Try these for starters:
Vacant tenancies Businesses that are under occupancy pressure Businesses that are successful Unsold properties Unlet properties Rezoning of land Movement of businesses around the area Change in community growth or access
All of these are triggers to be investigated. The more that you can ask about these things, the better your listing and sale or lease opportunity will be.
When the property market slows down from a sale point of view, there is usually a spike in leasing opportunity and enquiry. That is the case today. Leases are still being done as businesses adjust to opportunity and change.
Somewhere there is always a property owner, tenant, or business that is in the process of change. It just comes down to the number of people that you are talking to in this market as the local real estate agent that will convert more business your way.