Commercial Agents – The Importance of Prospecting and Cold Calling to Your Business Today

It really does not matter how successful you have been this year in commercial real estate sales and leasing. You still need listings for the future and prospecting is part of that process.

Many agents or salespeople tend to neglect the prospecting process when they get busy. This is counterproductive and frustrates the pipeline of opportunity for your business. In most real estate markets, there is a time lag of about 90 days between prospecting and lifting your conversions to listings. This says that the prospecting of today will turn into opportunity in about three or four months.

Prospecting is therefore one of the most important things you do each and every day. It needs to feature in your diary as a priority one activity. Prospecting will give you a number of outcomes such as the following:

  1. It will get your face and identity into the local business community so that you can be the agent of choice to help them when sales or leasing issues arise. Commercial real estate is built around networking and contacts. Your database is critical to your future sales opportunity and listing conversions.
  2. The people that you talk to in most cases will not need property assistance today, however they will be needing something in the future. You will need of constant contact process to build the right connections with these people. It pays to talk to them every 90 days as part of an ongoing networking and prospecting process. Remarkably you find that many salespeople fail in this regard. This becomes a significant source of opportunity if you build the correct personal system of contact.
  3. Many properties are sold off market. When you know enough people and keep a register of contact in your database, it is easy for you to introduce new and fresh properties directly to the right people at the right time. You can achieve a sale even before the property is advertised and other agents hear of it.
  4. Use the signboards placed on properties by competing agents as reasons to talk to the neighbouring properties. This has proven to be a serious source of opportunity. Most neighbouring properties prefer to choose an agent in competition, and the catalyst of the sale next door tends to motivate the neighbours to sale.
  5. Most of the business owners in the local area know more about the street they are located in than you do. On that basis you can tap into the observations and knowledge that they have of the local area. Asking questions will open the doors to important information that could be a sale or lease opportunity.

If you really want a good future in the property business, do not waste time on any working day. Start prospecting and make it a passionate part of your business process.

Commercial Agents – Strategies to Handle Clients With Overpriced Listings

When it comes to selling, and leasing commercial real estate you don’t want an overpriced listing unless there is some potential to adjust the price and attract enquiry. The fact of the matter is an overpriced listing wastes your time as the agent, but perhaps more importantly it also wastes the time of the seller.

Some clients and property owners think that the agent’s job is to sell or lease the property at the price that they are looking for. Nothing could be further from the truth. It is the agent’s job to convey the facts of the market to the client so they can understand how to resolve their property challenge at the best price or rental given the current market circumstances.

Many clients will not listen to the agents assessment of the current property market; or they will choose to selectively accept only some of the issues that they are told. If you believe that the client is reasonably motivated to sell or lease the property then an overpriced listing (within reason) can be acceptable.

So the message here is that you can accept an overpriced listing within reason and if you see a way through the challenge. That being the case here are some strategies to adopt as you move through the agency period.

  1. Always show the client clear market evidence regards comparable properties nearby. That should include the asking price, the asking rental, the achieved price, the achieved rental, and the time on market. You should also include details of property improvements as they apply to each particular property. There may be differences and enhancements which distinguish that property above those in the local area.
  2. If the client wants you to market their property at the inflated price, then seek vendor paid marketing funds to support the process. If they really believe in the price, they will or should believe in payment of funds to support the marketing campaign.
  3. Alert the client to the types of enquiry that’s out there at the moment. Explain to the client that the levels of enquiry today are limited and perhaps are just 1/3 of what they used to be. This then says that each enquiry has to be captured and converted. Waiting for the special person that will pay a top price or a top rental can be counterproductive and over saturate the market with the relative listing. A listing becomes stale within about six weeks; it simply dies as a listed property. If you cannot get genuine enquiry to the property during that time and undertake a few inspections then you have wasted the critical marketing window of time. The client has to adjust their price.
  4. After every property inspection give feedback to the client of the comments made by the inspecting party. This becomes third party evidence and is quite relevant to helping you convert the client to more realistic terms of sale or lease. When the opportunity presents itself, seek approval to reduce the asking price or rental. This should be done at least every two or three weeks. If the property is being offered for sale by auction, tender, or expressions of interest, then the pricing process is dictated by the market. In that case it is essential that you give feedback to the client from every inspection and every enquiry.
  5. The history of sales or rentals in the local area can be trended on a graphing display or process. It is best to focus on the pricing and rental activity over the last two years and most particularly the current 12 months. This is evidence that the client would find hard to refute.

As a general rule you should not always take overpriced listings into your books. That being said, you should not always walk away from them either. It is a matter of strategy and belief in the client’s ability to be flexible and realistic with their property challenges.

How Much Sales Is Involved With Business Development?

If you ask a group of people what they think business development is, you would most likely get a few different answers. There is even a chance that your own view of business development and sales may be used interchangeably.

Business development involves more of a strategic approach such as strategy, marketing, customer management, and partnerships; these activities encompass about 75%-80% of the approach, and sales about 20%-25%.

When I get asked the question, does business development have something to do with sales? Yes, it does. Is it related to business growth? Most definitely it does. Does it have anything to do with business strategy? There is a good chance it does.

Business development is a culmination of these different activities but most importantly, it’s all about shifting to the point of view of the client. This will provide you with that new perspective and will have you balance your efforts across these key activities that you and your client will both need and address. Whenever you conduct your business development efforts make sure to take the perspective from the client’s point of view and try to develop a deeper understanding of what their problem is. Realize that the client only cares about one thing and that’s their own group or company’s survival and the problem that they are facing. The client is only interested in you if they identify a need/problem or pain point that you can solve and provide a solution for it. It’s the kind of value that you can provide them that will enable them to consider your firm for the project.

If your firm’s approach is strictly from a sales perspective, generally, the economy of scale is to grow as large as you can. The strategy is to sell your product or service with a clear price and value directly to an identifiable individual client.

From a Business development perspective, the economy of scale is much smaller because the approach to your service is more strategic with the intent to create a partnership. It entails cultivating a relationship with the client and provide a service that could be more cyclical by working through existing partner infrastructures.

In my 14+ years of professional experience in management consulting, business development has been stretched to encompass a wider variety of activities with the intent to stay smaller in size. In its most traditional definition it is all about developing partnerships, which often includes some sales. Whereas, strictly sales are more transaction oriented where scalability is the differentiator.

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