Tips to Improve the Sales Process in Commercial Real Estate Agency

of the process can be improved so that the overall package can be regarded as highly relevant to the clients that we work with.

This strategy of process optimization will allow you to get traction and momentum in your market.  It is interesting to note that many of your fellow competing agents will be rather ordinary when it comes to the various parts of the agency process.  That is an advantage in itself.

Here are some other factors that can be structured into your professional services and improved to give you the competitive edge as a commercial real estate agent:

  1. When it comes to listing a property, the right information has to be gathered and checked.  As you specialize within the industry, your value as an expert becomes real and relevant.  Complex properties require top agents that understand the intricacies of the property package.  Promote yourself as the expert relative to a particular property type; get to know all of the variables and factors that make a property attractive.  Make sure that there are sufficient listings in the local area within the property type to allow you to gain market share.
  2. The listing of a property can take many hours if not days.  The size of the property, the tenancy mix, the lease details, and the financial performance will all require investigation.  The property improvements will require description and qualification.  The legal identity and function of the property will need to be checked prior to any marketing commencing.  I go back to the point that property specialization will help you with the experience and the profile of a top agent.  The clients that we serve like to work with top agents that understand the property and the area comprehensively.  Property marketing is not an experiment.
  3. Given the pressures of today’s property market, you cannot and should not take a generic marketing approach when it comes to a quality listing.  A quality property should be exclusively listed.  The exclusive listing should be matched to the market and the best method of sale or lease as the case may be.  When those decisions have been made, the marketing package can be designed to reach into the property owners and business proprietors that may have an interest.  Get personally involved with all of your marketing campaigns.  Use each quality listing to talk to other property investors and business owners.
  4. Understand the local property market when it comes to the seasonal activity in both sales and leasing.  Some properties are best released to the market at certain times of the year.  The larger and more complex the asset, the greater the amount of care that needs to be taken when it comes to the structuring of the marketing campaign and its release to the local area.  Track all of your marketing efforts so that you can understand the things that are working when it comes to attracting enquiries.  Repeat the things that work so that every property enquiry is optimized on every exclusive listing.

These four things will give you the best traction when it comes to attracting buyers and tenants.  If you are advertising or marketing the property today and simply cannot get the enquiries in the door, then something is wrong.  Review your marketing campaign and adjust it to build momentum.

Keep a database relative to all the contacts and people that you talk to.  Over time the database will build more momentum and opportunity for you.  Keep talking to the people in the market.  That is how you find the opportunities and clients to work with.