Commercial Agents – Tips for Qualifying Prospects Today

When a prospective tenant or buyer of commercial property comes to you as the property agent to ask about listed properties on your books, the qualification process today is really important to the end result.

To qualify a prospect you need to ask the right questions and drill down on the details of the person you are speaking to. Without doing this you can waste a lot of your time and effort.

Here are some key ideas that you can use in the qualification process before you take anyone to a listed property:

  1. Who are they and what are their contact details? Get this information up front before you give out property detail. If the person will not be open and honest with you regards their information, then you should not give out too much information about the property.
  2. How did they find you and get the details of the property? This information will help you understand just what type of enquiry and advertising works in this market today.
  3. You are likely to notice that the majority of property enquiry comes from certain sources and on certain days of the week. This information will help you drill down on optimising your adverts for every listing.
  4. Have they looked at other local property with other agents? Clearly this will have an impact on how you work with their enquiry. Make sure you notify the client of the prospect as a formal introduction before you take them to the property. There is nothing worse than finding later that another agent takes the same people to the owner and negotiates a deal.
  5. What do they need in a property today? Create a short list of factors that they want satisfied in a property purchase or rent. As part of the process, prioritise the list so you really know the things that must be satisfied.
  6. When do they need to find the property? Some areas are impacted by seasonal selling. The buyers of the property may be coming from another location and that move could be impacted by a cut-off date or time.
  7. Why do they want a property in your area? There must be a key reason for the prospect looking around for something to buy or rent. Find out what that is. Work around the point to get the real facts.
  8. Are they investors or are they owner occupiers? This will have impact on the properties that you show them.
  9. What do they know about the local area? They may already have a good idea about price or rent, and therefore any upcoming negotiation could be based on their information of the local area. It pays to know this before you go too far into the inspection and negotiation process.
  10. What improvements do they want in a property and why is that? As part of this process identify the ‘must haves’ that they need before they change property or make a purchase.
  11. If they are a business, what factors do the market and customers play in their property selection and decision?
  12. How many staff do they have in their business and what services and amenities will be needed to accommodate those staff in the selected property?

You can probably add to this list based on your local property market and experiences. One good strategy is to formulate a checklist that you can use in all situations and property types.

Commercial Agents – Keys to Dominating Market Share and Sales Territory

As a commercial or retail property agent today, you have to dominate your local property market. The levels of enquiries and the types of enquiries coming from each and every listing need to be optimised. Any genuine enquiry should be converted clearly and effectively into the correct property.

So why is all this pressure applying today? The simple fact of the matter is that there are fewer enquiries around for every property that you take to market. The buyers of commercial property are still frustrated by the availability of finance. Any genuine enquiry you receive should be qualified and then converted as quickly as possible into the correct listing.

This also says that any overpriced listings are generally a waste of time unless the owner of the property is somewhat flexible to a price reduction down to the levels of current market activity. It should also be said that any price reduction should occur quickly at the commencement of the campaign as most enquiries only come in within the first three or four weeks of marketing commencement. After that time the property progressively becomes less interesting and attractive to the existing buyers.

So the marketing of commercial property today is more important than ever before. The experienced commercial agent has a high value in that process.

For the agent to dominate the commercial property market today, there are some rules to be followed and implemented. Here are some other main ones:

  1. Every listed property should have a signboard placed on it. Perception of market share is highly important in your local area. The more signboards you can have in your area, the better for your agency in market perception. Signboards still generate a lot of enquiry and have real impact in your local area.
  2. Quality marketing campaigns are the rule and not the exception today. Every exclusively listed property should be taken to the market through a comprehensive and selectively targeted process. This would normally involve the Internet, local businesses, local Property Investors, newspaper advertising, e-mail marketing, and direct contact or direct calls. This type of marketing campaign takes a serious amount of effort. On that basis, the campaign should only apply to exclusive listings over which you have full control for a reasonable amount of time.
  3. A vendor paid marketing campaign is essential. Every exclusive listing should have some form of vendor marketing. To assist you in selling this process to the client, you can have three marketing alternatives for the client to consider. Invariably most clients choose the middle level cost and recommendation.
  4. Keeping in contact with all the business owners locally is just so important today. Business owners and proprietors are the backbone of commercial property activity. Knowing their intentions to move, sell, buy, or rent are some critical parts of your market intelligence gathering.
  5. Identifying, locating, and contacting the owners of quality property in the local area will always be important. This process can take time given that the ownership identity and structure for a property is sometimes conveniently hidden inside a Property Trust or a Company ownership. Nevertheless, you still need to be implementing a process of contact with all the local property owners and investors.

The best agents know their market and constantly tap into it in a variety of ways and then record their findings. The agent with the largest database that is accurately maintained and up to date is usually the agent doing the deals today. They are the agent of choice. Is that you?

Commercial Agents – Assertive Prospecting and Presenting Works Every Time

When you work in commercial real estate sales or leasing, you are frequently contacting some highly focused business leaders and property owners. In many situations those people may know more about the local area or property than you do. On that basis you must be assertive and decisive.

Let’s make one thing quite clear; assertiveness is not ego. Ego can and will destroy an agent, especially with all the knowledgeable people in the industry that will challenge you and your thinking. Your credibility is on the table so do not speak as an authority if you are not one.

To be assertive you really need accurate information from the market, and some personal knowledge to support your recommendations. Here are some things that will help with that assertive process:

  1. Keep abreast of properties that are listed for sale in the local area. The price or rent being sought, the time on market, and the improvements that make those properties unique should be understood.
  2. When a property does eventually sell or lease through any other agency, then seek out the final details of the deal. In most cases the final deal will be very different than the price that was originally sought.
  3. The factors of time on market will tell you just how listings are going and why things are not selling or leasing. The time on market can also be impacted by the seasons of selling and business (with due regard for disruptions to the market from holidays such as Christmas, and Easter)
  4. Methods of sale or rent in every region will be variable to what is successful and how the buyers or tenants are prepared to act. There is no point auctioning a property unless the auction process works. Don’t forget that you can also put a property up for tender, expressions of interest, private negotiation, sale at a price, or sale by exchange.
  5. Enquiries for properties will come in from differing sources. When an enquiry reaches you, take the time to find out how they have come to you or what started the enquiry. Throughout the year the sources of enquiry will change; ideally your marketing should be centred on the things that produce the results.
  6. Keep on top of the figures that apply to prices, rents, returns on investment, yields, capitalisation, comparable properties, outgoings, marketing costs, and construction costs.

These things will help with your market confidence and intelligence; in this way you can be assertive, and you will be seen as an authority. Prospects and clients will listen to you and your offering.

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