Most years in commercial real estate will dish up a variety of market conditions. You have to be versatile and driven as an agent or broker. If something is not working for you, look for the signs and then implement change. There are plenty of people to watch and use as role models.
What are the signs?
Top agents leave a trail of skills and information that you can replicate. Watch what they are doing with their listings and marketing, and then pick the best activities for your own implementation. Apply your own twists to a property initiative; there is no point in being ordinary in commercial real estate today. Learn how to stand out as the person that commands the market and the enquiry.
If you are struggling in the market place, then create some major changes in your business and marketing efforts. So how do you do that? Try some of these for starters:
- When you take a property type and specialize in it. You can monitor key performance indicators and weave those indicators into your client presentations and marketing recommendations. Real facts will help you connect with the client. Show that you are a critical part of the marketing process. Tell the client exactly what you will do if the client appoints you as the agent to resolve their property issue.
- Look deeply into your client relationships. Some of those clients will be well placed to take action on a quality listing. Keep your VIP clients fully briefed on the best listings as they come to market. There is nothing wrong with holding an inspection early in the campaign with your preferred and qualified clients.
- The email marketing process today is something that is part of the business. That being said, you can do it generically, or you can do it with relevance. Why not send your campaigns with some focus or property type in mind? Don’t send out too many properties of different types to everyone that you know. Be more specific in segmenting your Email marketing efforts to business owners, tenants, landlords, and investors.
- Don’t just market your listings online; market yourself. In saying that I mean creating some valuable online property based information in a regular way that can help people. The best way to do that is through a blog and a series of resources and articles shared on that blog. You can then link your social media back to the blog, in that way showing your clients that you are significantly better than the other agents locally.
So there are some good things that you can do here in creating major change in your property and marketing efforts. Don’t be ordinary in commercial real estate brokerage; strive to be different and relevant.