Commercial Agents – Referral Opportunity for New Business and Listings

It is no secret that the commercial property market is a challenge at the moment for real estate agents as property owners struggle with high vacancy levels and unsold listings. This then says that we need to be proactive and productive when it comes to building relationships and opportunities for our clients. The referral process should be a formal part of your marketing strategy and used in your real estate business.

So many referrals can come from people that you know or have had something to do with as a specialist commercial agent. They people to provide you with leads would normally be:

  • Previous property owners that you have acted for in the sale of a property
  • Property Investors and portfolio owners that own other property in and about the local area
  • Previous landlord clients that you have supported in property leasing and or property management
  • The maintenance contractors that look after your managed properties for the landlord clients within your agency
  • Tenants that you have successfully placed into other commercial or retail properties locally
  • Tenants in your managed properties will always know a lot about the local business activity and other businesses nearby
  • Engineers, architects, solicitors, and accountants, that have something to do with property activity in the local area
  • Local councilors or members of the municipal level of government
  • Previous people that have enquired about other listings that were on your books for sale or for lease

This list can be expanded given your local property precinct. Who do you know that can be a source of leads?

Property developers that you know and have served with regard to other transactions locally will be prepared to share information with you providing you have established a good foundation of trust with them.

When you have listed a property locally for sale or lease, the other businesses nearby will be a significant source of local market intelligence and potential referral. The listing on your books gives you an advantage to network and a reason to talk to all adjacent property owners and occupiers. Ask them about the local property market any changes that they are aware of.

Property planning consultants that have been involved with property changes or challenges in some of your listings are another source of opportunity. These people understand the changes that are active in the local area and they can give you significant leads.

The local planning committee or planning authority is constantly dealing with property changes and property zoning issues. Keep close to the activities of the planning committee to check on any pending approvals or current issues under discussion. Normally there are publicly available minutes from the Planning Committee of current matters of consideration.

So this is a significant group of people to network and seek referrals from. They will all know other people that have links to property activity. The referral opportunity that exists within this list is significant. To tap into this opportunity is just a matter of asking the right questions wherever and whenever possible.

Business conversions from a referral are much higher in success than that which you get in a cold call contact. Referral opportunity is based on relationships and those relationships can help you open doors with new people. To convert more referral business, you simply need the mindset and the ability to ask the right questions in every meeting.

Commercial Agents – Build Your Commercial Property Business on Cold Call Prospecting

In commercial and retail real estate, the cold calling process is quite important to building your market share. Many agents and salespeople struggle with the cold calling process and the necessary mindset to make it work. In the end they will avoid making cold calls at every opportunity. That then produces a slower growth of market share and territory development.

You have a choice to consider and a process to develop. Consider the following ideas.

  • If you want to build your market share and achieve a greater number of quality listings, then the best way to do it is through a defined prospecting process including a daily cold calling effort. Over time these processes will build new leads and opportunities. The system really does work, however it does require specific focus and diligence on a personal basis.
  • When you start off in the industry, you really have no prospects to talk to other than the people and businesses you find in the telephone book. That is a good place to start; contact all the local businesses in a systematic way. From that point you can then contact specific property owners and large local businesses.

You will need some form of simple database to record your findings and activities when you get prospecting up and going for you. Initially you can use a simple contact address book system that allows you to take sufficient notes with the people that you speak to. When you are ready, you can export this information to a more comprehensive database that you purchase at a later time.

Only purchase the database software that you know will work for you; study the alternatives that are available and test them out.

So when it comes to this prospecting model, you can make excuses or you can take definitive action. You cannot do both in prospecting. Here are some tips to make the system work for you.

  1. Develop the mindset to support the process. When you make the calls, you are simply seeking to understand if the person has a need or an interest in commercial real estate. The initial call is a questioning process and not a pitch. Create a conversation with the people that you call.
  2. Build prospecting and calling time into your diary on a daily basis. Consider the best time of day you to reach the segments of prospects that you would normally talk to. Your choice of time really comes down to the property type, the local area, and the way in which you do business.
  3. Practice your telephone approach. Given that most of the people you call will not have heard from you before, the initial telephone call should be a simple introduction and questioning process surrounding their interest and activities in commercial property. There is no point in having a pitch based around your services, as that can come later when and if you meet with the qualified prospects. Further to that concept, pitching over the telephone is really difficult and a special skill. You really do not know if they have a need or an interest in commercial property so ask questions first.
  4. Not everyone wants to talk to you when you make the first call. So don’t get offended if they push you away or will not talk to you. Forcing a conversation where it is not required or warranted is unnecessary. It is far easier to move on to the next telephone call and the next opportunity with someone else.
  5. Keep the process moving on in a positive way, and track your ratios. You will find over time that your ratios of call conversions to meetings will improve. As you track your ratios, you will see this change and hence you can develop further confidence in the process.

Success and call confidence takes about one month of persistence in making calls. Every day you will find simple examples of better conversions. Your confidence will build and your meetings will start to occur. If you want to fast track the results you are achieving, start practicing your telephone conversations in a role playing effort with a friend.

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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