Commercial Agents – Market Intelligence Tips to Win New Business

The commercial property market today is changing frequently. Prices and rentals are shifting based on the supply and demand for commercial and retail premises. Whilst every city and town may have different pressures, it is essential to understand and track trends of the property market.

A commercial real estate agent can provide an exceptional service in property markets like this. They have the information from recent enquiry, and they can analyse the trends so that any property that is taken to the market for lease or for sale can be directed at the right target opportunity.

So the tracking of property trends becomes a point of difference in the agency marketing itself to property owners and landlords. Comprehensively understanding the following issues will help any agency attract new business. Here are some ideas to help with that:

Understand the supply and demand for property locally. As part of that process, you should identify where any new property developments are likely to be built and when they will occur. Keep in touch with the local building approvals office on a regular basis to identify this activity.

  • The zoning of property locally will offer opportunities of development and redevelopment. Understand where the changes to zoning will next occur. It is wise to carry a copy of the local development plan with you or within your computer for quick and easy access.
  • There is usually a lot of difference between the asking prices for properties vs. the achieved final prices or rentals. Having access to the final prices is really quite important when it comes to monitoring market trends. Given that commercial and retail property is rather specialized, the sharing of this information between agencies and Property Valuer’s is quite common.
  • In most locations, the amount of enquiry coming off of each advertisement or Internet listing is limited; you may have only a few genuine enquiries from each property marketing campaign. On that basis you need to track the sources of enquiry so you can optimise the marketing campaigns for each particular property as part of the listing process. Any old enquiry on a property that has now been sold or leased, can now be reactivated through networking and contact.
  • Even in today’s property market we still find that the majority of enquiry comes from local property investors and business proprietors. On this basis, it pays to target market every property comprehensively into the local area using direct mail, direct flyers, and a well-designed signboard. Each single listing has to be taken into the local market on a personalised basis. This is why the salespeople that know the local area are of high value to the clients that come to the agency.

So the key advantage that the local agency brings to the clients that they act for is centred on local property knowledge. Comprehensively understanding the local area and tapping into the opportunity that it presents will help you win new business and become the real estate agency of choice.

Business Development Requires a Multitude of Skills

Business development is one of the functions that every company, from inception to exit, performs at one time or another. It’s also one of the most “unbounded” roles within a company. For some companies, business development means acquiring new customers. Others, it means raising capital. And, for yet another set of people, it means to build alliances and partnerships.

Whatever the term ultimately means to anyone, it is a function that clearly requires a multitude of skills. Let’s take for example, raising money. A business development person in a small startup company would be responsible for building relationships to raise venture capital and/or general financing for startup operations. Oftentimes, the reason this function falls under business development is because the business developer is building strategic partner relationships. Some of these strategic partners deem the relationship critical to grow new business opportunities. In that respect, the strategic partner will then invest money in return for an equity stake in the startup company.

In the case of building and managing partnerships, the business development team is often called Alliances. In this example, business development or Alliance is responsible for recruiting, managing, and supporting partner companies. In addition to this, the Alliances organization would also have a responsibility for driving a certain amount of revenue through the partners, as well. This alliance function essentially builds a core ecosystem around the host company. The ecosystem effectively allows the host company to be in more markets, capture certain geographic territories, or even drive more revenue than it could on its own.

Building joint ventures is also a form of business development activity. There are times when a company needs to work together on a specific business opportunity. The opportunity could be related to driving new business in a specific country or perhaps in a particular industry. The two companies would develop an operating agreement under which they will work together. Shared revenue and expenses, team alignment and sales targets are examples of agreements created as part of this joint venture relationship.

Driving sales is another function where business development is often categorized. This is especially true when a company is first starting off in business. Many small companies categorize their sales efforts as business development rather than sales. One of the reasons for this is because the territory is new or perhaps the product line is untested with customers. The business development group is responsible then for selling new business in an uncharted environment.

Corporate development is another function often interrelated with business development. In general, though, a corporate development function handles aspects of mergers and acquisitions for a company. Their role is to identify companies that have synergistic business models and would complement the host company. In many aspects, a corporate development officer for a company has similar skill sets and experience as all of the above organizational roles.

As one can ascertain, business development is a “catch-all” term that can encompass many different roles within an organization. That said, the skill set and experience for a business development executive is fairly broad. He/she must be versed in areas, such as building partnerships, strategy, technology, geographic markets, sales, and, of course, finance. In addition, understanding the specific industry in which the company operates is icing on the proverbial cake.

The business development executive is a key contributor to the success of a company. This individual, if used properly, can help create the very foundation on which a company operates.

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.

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