Commercial Agents – What If You Have No Prospects?

Many people start off their career in commercial real estate with little or no list of prospects to call and establish business relationships from. As a first priority new salespeople should start to focus their efforts around prospecting and cold calling. The sooner the process starts, the faster they will move ahead in the industry with quality listings and better commissions.

The reality of the commercial property market is that you should have some form of market share within three or four months; that means some listings. Over time the market share can grow and you can even reach the levels of a top agent through persistent and accurate prospecting activities.

So to kick start your career or perhaps to resolve current problems that you may be having with your market share, the following model of prospecting and contact will be useful.

  1. Devote 2 or 3 hours per day to making cold calls from your office using the telephone. This is a distinct discipline and will be initially difficult until such time as you create that habit in your diary. It should be said that this prospecting process is likely to radically change your levels of opportunity quite quickly. Establish a habit for the task and then keep it under way into the future. Regardless of how much business you have currently, keep the levels of prospecting up and accurate.
  2. Find some form of database software to assist you with the collation of market and prospect information. This is a personal process on a daily basis and will allow you to take ownership of your market share. Look at a database each evening so that you can track and plan your telephone calls for the next day.
  3. As mentioned earlier, when you first start your career in the industry, you will likely have no clients to ring. Every call you make will be to someone new that you have not spoken to before. Practicing the call process and your dialogue will help you convert more calls to meetings where there is a genuine need or interest in your offering. Exactly what do you have to offer? Make sure you know that before you start prospecting.
  4. Check out your competitors and most particularly the top agents in the local area. Find out what they’re doing on a daily basis and see what prospecting efforts they are implementing.

Your habits are the key factors that will drive your personal business forward. New habits have to be developed and that takes intense focus and consistent process. Many people enter the industry without understanding this requirement and believe that they will be successful with little or no change to their actions and activities.

Commercial real estate is totally different than any other sales industry, in that you are working with some very experienced and challenging property investors and business proprietors. Some of those people connect to a number of agencies at the same time. Any listing opportunity or potential transaction could be competitive and pressured from the activities and actions of other agents.

Top agents refine their knowledge relating to the property market and the best methods of sale or lease that work currently. Clients like to work with top agents understanding that success is more possible and real. If you aspire to this high level of performance, take time each and every day to practice your processes.

5 Must Have Shopping Apps

There’s no excuse for ever giving the wrong gift again with so much technology at your fingertips. Apps abound with information on a plethora of items from all over the internet and wether it’s for friends or family… or just a gift for yourself, you needn’t get lost again. We’ve come up with a selection of five organisation, time saving and big ideas shopping apps that may also go easy on the pocket.

1. Wanelo Shopping by Wanelo, Inc

Named from the abbreviated ‘Want, Need, Love’ Wanelo is a good-looking app that helps you find all that is beautiful in the world. One of the greatest features of this app is the ability to follow stores and other people so you can gain inspiration from their likes and posts presented in a customised feed. This is a great way of uncovering unique and wonderful items posted from the millions of users across the globe.

Check out some of the new features on this app including the ability to filter search results by price and category and also see if anything you’ve been watching has dropped in price. Beware as it’s addictive.

2. The Hunt – Style & Shopping Advice by ShopTAP Inc

Ever see something online but can’t find the store where you buy it or maybe there’s a look that you like and you want to know where to buy the pieces? This app offers the solution through style advice and help from users through photo sharing. Simply ‘start the hunt’ by posting a photo of the look or item you are after and users will reply with pictures of items that follow the same theme.

Rated No 1 Best New Lifestyle App by Apple this app allows users to find lots of different styles of fashion and follow trend setters for the most fashion forward seasonal looks.

3. Etsy by Etsy, Inc

The coolest thing about Etsy is accessibility to hand crafted items from around the world. If you like to avoid buying mainstream items that everybody has then Etsy is the place for you. From homewares to jewellery to pet wear, Etsy has it all and often in a uniquely fashioned way that you just won’t see anywhere else.

With 800,000 sellers around the world you’re sure to find that perfect gift here and can be rest assured that there will be no double ups when you give it!

4. Scoopon by Scoopon Pty Ltd

Australia’s most popular group buying site offers massive savings on services that are all local to where you live. The unique experiences on offer include pamper packages and luxurious dinners out at restaurants at heavily discounted prices.

Every day at noon, you’ll be sent exclusive deals directly to your phone. Pick up an exciting adventure experience for a great gift to be shared with someone special. And with super reasonable prices you can look like you’ve spent a fortune when you’ve actually saved one instead.

5. Gift Plan by Airsource

There’s nothing worse than forgetting a birthday and really not having a clue what to get. With an app like Gift Plan you can get organised by importing occasions like birthdays from Facebook and your own contacts. One of the highlights of this app is making profiles of the people on your gift list. With a profile you can add photos of family and friends you buy for as well as their clothing size and personal taste.

Ever have one of those moments when you’re with someone and they mention something they would just love to have? This app allows you to add this to their profile page or jot it down as an idea. You can add ideas to different occasions under their profile like Christmas and birthday’s as well as prices and brands.

Commercial Agents – 3 Ways to Bring Buyers to Your Commercial Property

The time on market for your commercial property can be lengthy today unless you understand exactly who you are marketing the property to and what that target audience is actually looking for by way of property type, age, improvements, location, and price.

In simple terms, you need to attract more enquiry from every marketing campaign. That’s what good real estate agents do; it is not a matter of list a property and hope today. Every property today has to be correctly listed and comprehensively promoted. The experience of the agent or salesperson is now more important than ever before.

So, attracting buyers today can be a bit tricky. Defining the target market will help you when it comes to selling every commercial or retail property. When you as the agent set the target market, you then know what needs to be said in the advertisements and on the internet.

The 3 best ways to bring in more buyers to your commercial property are:

  1. Internet listing is the best way to get the message of the property to many people. It is also highly cost effective. When you draft the advertisements, have due regard to the keywords that people use when searching properties on the internet. You can get these keywords from a keyword search on the larger search engines. Every property advert should feature a mixture of dot points of features, and narrative of explanation. A photo of the property will attract more enquiry, so ensure that the images you use are of high quality and have been taken at the right angles.
  2. Signage on the property will be high on the priority of every property promotion. Given that most properties are purchased by local investors or business owners, the signboard gets the message out quickly and effectively. Ensure that the signboard is placed on the property in a position that everyone passing the property can see. Get a special signboard on the property that lists the detail of the improvements and the methods of sale. Make it easy for people to contact you from the signboard by including a mobile phone number for afterhours contact. Always put your name on the sign so that people see you as the local property expert.
  3. Face to face meetings and direct calling of people on your database will be of high value to the quality of the enquiry you create. Today the database of agents is fast becoming the source of the best deals and the quickest property inspections. When you list a property, go straight to the database and find the people that are looking for that property type. To maintain the database, every property campaign and all the enquiries made should be tracked and captured in the database for later use or creation of inspections.

Even though most agents will say that the property market is tough and slow today, the reality is that many agents do not do enough work on their listings to find the buyers and get the inspections under way. When you have just listed a property to sell or lease, that should be the start of the hard work, and not the end of the matter.