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.

What Does A Business Development Consulting Firm Do?

A business development consulting firm helps new business owners create a business and a business identity before it goes public. In addition to creating the brand and the business plan, these firms may also help the business with day-to-day operations when the company is young and in the process of expansion. Business development consultants are experienced in a wide range of different core areas of business. They are experts in marketing strategy development, brand development, brand marketing, writing marketing messages, editing press releases, and creating and managing start-up budgets. Here are just some of the many activities a consulting firm can help a start-up business with:

Logo Design and Logo Development

A logo is a symbol with a combination of words that is used to portray a company. While some business owners take time early on in the development process to design their own logos, these logos may be very similar to others in the industry. One of the keys to designing an effective logo in any industry is making it unique. Business owners who are having trouble with their logo designs can work with business development consultants to further develop their designs and make the necessary changes. In some cases, changing the design of the logo is an effective way to create a business identity that people can identify and will remember.

Developing Content of All Types for All Platforms

Content is very important for start-ups and veterans in the industry. Today, prospective customers want to do business with a company that has values and values them. The only way to communicate value is to have detailed content that people want to read. A business development consulting firm has a team full of marketers and professional writers who can write anything from website content, to content for printed marketing materials. The benefits of allowing a firm to write and edit copy is that everything will be written in the same voice. The writers will focus on unique topics but make sure all of the content blends together in a cohesive way. All of the copy written will be in an appropriate tone based on the demographic of the reader and the niche that the company is trying to target.

Generating Leads to Grow the Business

Business development consultants also help develop your book-of-business. Once you have a brand strategy and a marketing strategy in place, you need to find clients if you want to be profitable in the future. It is difficult to launch a marketing campaign when companies do not have an audience to market to. Consultants will help businesses generate leads and will also teach the company the fundamentals in lead generation for the future. By learning how to target markets, reach these markets, and gather contact information, business owners can expand their reach and grow their businesses.

Entrepreneurs do not have to have a college degree in business management. They do, however, need to be goal-oriented, professional, hardworking, and resourceful. One of the most effective ways to be resourceful is to use experts in business development to your advantage. By hiring the right consultant firm, new business owners can learn the ropes, develop an identity, and grow their book-of-business in the process. For some, the difference between failure and success weighs heavily on the consultants the company chooses.

Commercial Agents – How to Turn Your Listing Processes Into a Cash Cow

When you work in commercial real estate sales or leasing, your listings and commissions are the keys to success as a salesperson. You need plenty of both. Your listings can be your cash cow if you set the right rules and implement them.

To make the most of your time in the real estate business you want your listings to convert to closed contracts and leases as effectively as possible. Here are some ideas to help you do that:

  1. Dominate your territory on a location by location basis. For this means that street by street you should penetrate the market with your property signage and property promotions. Street by street marketing is far more effective in territory domination; over a period of time you can be seen as the property specialist over a larger area.
  2. Every property enquiry that comes to you should be qualified given the property type and the attributes of the local area. One key question to add to the process in all conversations is that of the property referral, or the person’s awareness of property needs with the other people that they know. The simple question will open many doors of future listing opportunity.
  3. Get to know the local businesses within each area or precinct, and the proprietors of those businesses. They will have property needs from time to time and on that basis you should be well known to them. The way to achieve this is through constant ongoing contact with relevant property and territory information.
  4. Every property that has been successfully sold or leased by your office should be subjected to a successful letter campaign through the adjacent and nearby businesses. This type of letter is more inclined to reach the right people and decision makers related to property locally.
  5. Every property that is released for sale or lease in the local area should be directly promoted to the local businesses and property owners. The best way to do this is via direct telephone calls, property flyers, and direct letters.
  6. When a particular property is put on the market and the signboard is placed on the property, take a few hours to walk around the area and meet with the property owners and business proprietors immediately surrounding the listing. This becomes a source of local property market intelligence.
  7. Given the high value process in item five above, you can adopt the same strategy with the listings of other agents in your area. It is remarkable how other agents do not canvass the local area comprehensively around their own listings. You can use their signage as the opportunity to find nearby listings and compete with their activity.
  8. The most successful real estate agents and salespeople develop a high profile for the office and themselves through well-structured quality marketing campaigns. Local property owners and business proprietors observe the quality of the marketing that you adopt on all your listings, and are therefore more likely to return to you when they have a property need in the future.

All of these factors are aligned to the listing opportunity in your local area. They are stages and points of focus that produce momentum and future leads; they can make your listing process a ‘cash cow’.

The best way to tap into this ‘cash cow’ market intelligence is through the use of a comprehensive database that is exclusively yours and totally up to date.

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