Commercial Agents – How to Turn Your Listing Processes Into a Cash Cow

When you work in commercial real estate sales or leasing, your listings and commissions are the keys to success as a salesperson. You need plenty of both. Your listings can be your cash cow if you set the right rules and implement them.

To make the most of your time in the real estate business you want your listings to convert to closed contracts and leases as effectively as possible. Here are some ideas to help you do that:

  1. Dominate your territory on a location by location basis. For this means that street by street you should penetrate the market with your property signage and property promotions. Street by street marketing is far more effective in territory domination; over a period of time you can be seen as the property specialist over a larger area.
  2. Every property enquiry that comes to you should be qualified given the property type and the attributes of the local area. One key question to add to the process in all conversations is that of the property referral, or the person’s awareness of property needs with the other people that they know. The simple question will open many doors of future listing opportunity.
  3. Get to know the local businesses within each area or precinct, and the proprietors of those businesses. They will have property needs from time to time and on that basis you should be well known to them. The way to achieve this is through constant ongoing contact with relevant property and territory information.
  4. Every property that has been successfully sold or leased by your office should be subjected to a successful letter campaign through the adjacent and nearby businesses. This type of letter is more inclined to reach the right people and decision makers related to property locally.
  5. Every property that is released for sale or lease in the local area should be directly promoted to the local businesses and property owners. The best way to do this is via direct telephone calls, property flyers, and direct letters.
  6. When a particular property is put on the market and the signboard is placed on the property, take a few hours to walk around the area and meet with the property owners and business proprietors immediately surrounding the listing. This becomes a source of local property market intelligence.
  7. Given the high value process in item five above, you can adopt the same strategy with the listings of other agents in your area. It is remarkable how other agents do not canvass the local area comprehensively around their own listings. You can use their signage as the opportunity to find nearby listings and compete with their activity.
  8. The most successful real estate agents and salespeople develop a high profile for the office and themselves through well-structured quality marketing campaigns. Local property owners and business proprietors observe the quality of the marketing that you adopt on all your listings, and are therefore more likely to return to you when they have a property need in the future.

All of these factors are aligned to the listing opportunity in your local area. They are stages and points of focus that produce momentum and future leads; they can make your listing process a ‘cash cow’.

The best way to tap into this ‘cash cow’ market intelligence is through the use of a comprehensive database that is exclusively yours and totally up to date.

Cold Calling – Why So Many Commercial Agents Hate the Process

Lots of commercial property agents and other salespeople will tell you that cold calling doesn’t work or that they have tried it and it didn’t work for them. The fact is that all of those negative people are really not much good at the process, so they have decided to do something else to build their market share. They have taken the easy way out. So why listen to them?

The facts of the cold calling process are that it really works if you put in the effort every day and that you seek to improve your skills. There is really no point in even trying this special prospecting process unless you are prepared to keep it going and improve personally as you do. Success awaits those that have the discipline.

So the calling for new business process is really hard for some agents and salespeople because of the following:

  1. It takes too much time out of their day and that upsets everything else that they think that they have to do.
  2. They have to get really organised to find the right people to call each and every business day. This is hard for some to get sorted and solved.
  3. Many salespeople do not know what to say in the call and give the impression to the other person on the end of the line that they really hate the process.
  4. Some salespeople lack a good database to record their efforts, or even worse, they fail to track their results in a database.
  5. They have not defined exactly who or what type of prospect they should be calling. They simply make too many calls and many of them are to the wrong people.
  6. They fail to track their numbers in making the calls so they really have no idea when they are improving.
  7. Many salespeople do not like the rejection process that comes with 80% of the calls that you make.
  8. When the business gets busier, some salespeople simply drop the call contact process and go back to the ‘order taking’ system.

So you have a choice here; you can either take the ‘easy road’ with only a few new calls each day to new people, or you can drive your business ahead by finding lots of the right people to talk to and making a habit of doing it each and every day regardless of other pressures and issues.

The people that cold call prospect each day in commercial real estate really do drive faster business growth for themselves in commercial real estate. Expect the process to be hard, but your consistent effort will get you through. The process of consistency takes about 3 months and then you will know that you are doing the right thing and in the right way.

Commercial Agents – Rental and Leasing Strategies for Commercial or Retail Property Today

When it comes to renting and leasing commercial property today, the ultimate target should be to establish a stable and professionally prepared lease that encourages cash flow on the property over future years. Every landlord will have a different focus points and ideas relating to their investment. It is important that the lease matches the intentions of the landlord. The commercial agent needs to understand what the landlord wants to do and how the plan should work.

So when you find a tenant today, it is critical to know the lease terms and conditions that will be presented to the tenant. Hopefully you will have advised the landlord at an earlier stage so that the critical decisions here are well understood and have been set.

The different types of rental strategies to consider in commercial property include the following:

  1. The outgoings for the property should be identified and quantified. It is possible that the landlord will want to recover some of those outgoings from the tenants within the premises. This matter becomes more complex when it comes to multiple tenant occupancy in large premises such as shopping centres.
  2. The property type will have set trends and averages in the local area when it comes to lease procedures and rental levels. Ensure that you understand the factors here so that any advice that you give to the property owner will be accurate and correct as it relates to the property market at the moment. Market rentals change frequently, so speak to a number of other property agents and property valuers who can advise you of the recent benchmarks and new property deals locally.
  3. There is a significant difference between gross and net rental. The main difference is the recovery of outgoings and how it will occur. When it comes to a gross rental, the tenant is only paying one amount of money so the landlord has to gross up the rental to include the outgoings component that they would have normally recovered in a net rent situation. When it comes to net rental, the landlord will set a base rental above which the tenant will contribute towards particular outgoings relating to the tenancy and or the property. Clearly some decisions need to be made here before a tenant is located.
  4. When a lease is under negotiation, the factors of lease option come into discussion in cases where the tenant wants to remain in occupancy for an extended period of time after the first lease term. Options are useful property investment strategies although they do have limitations and frustrations from a landlord point of view. One option may be acceptable to the landlord after the initial term, but numerous options of three or four years for multiple renewals are to be discouraged. Multiple options remove the control of the property from the landlord and this can be a negative factor at the time of renovation or relocation. Options of this type also impact the property at time of sale.
  5. The rent reviews to be set for the growth of rental over the lease term should be discussed with the landlord prior to the location of the tenant. It is preferable for the landlord to set their own rules regards rent review processes rather than let the tenant dictate lower levels of rental escalation.

The rental strategies in commercial property are complex and critical to the future of the property. Take time to carefully consider the rental strategies with your client the landlord, prior to undertaking any special marketing campaign relating to leasing and tenant location.

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