In commercial real estate sales and leasing, the salesperson needs to be motivated and focused each and every day to generate the number Property Survey Records of listings and the amount of commission that they require. Whilst this sounds simple, the process is quite special and unique.
Building your career success as a salesperson in the industry, is best achieved by the following:
An everyday focus on the main things that drive the business forward personally for the salesperson; that means getting more of the right listings. Prospecting for new business is an essential daily task.
The ability to target market each property listing to specific types of qualified purchasers and tenants.
Creating a database of the right people who are involved or interested in commercial property. Keeping in constant contact with them is critical.
Building your own personal brand in the market so you are known as the best salesperson to help landlords and sellers with property related problems.
Real knowledge of the local area that helps the sale or lease process
All of this underpins the required amount of enquiry that a good salesperson needs to maintain momentum and success. The more of the right people that you know, the greater the opportunity there is to create a listing, or sale, or a rental.
Many salespeople will say that other issues are also involved in the job such as negotiating, presenting, and closing. Whilst that is the case, those three skills are not as highly ranked as the three items above. Here is why.
The main things that drive a commercial real estate career forward are based around opportunity and how you are feeding your pipeline of qualified prospects and suspects that want to sell or lease property. Listings are everything even in a quiet market. Every salesperson should be focused on creating the best listings from the local property market.
The right listings will drive more opportunity at any time; sure these listings may take a longer to sell or lease at the moment, but they still will create the right enquiry. It is the right enquiry that underpins the success of salespeople in the industry.
When listings are created in this market, be they for selling or leasing, those listings have to be well researched, target marketed, and comprehensively promoted on a one on one basis to the qualified buyers or tenants that you have on your books. The days of just listing a property and then hoping that it will sell or lease are over.
This brings me to the final point. Every sale and lease at the moment is built around the strength of your database. The bigger and better the database with its qualified enquiry, the more chance of making the sale or lease sooner. Take Realtor Vs Real Estate Agent Salary control of your career this year by building your database and working it to the fullest each and every day. Talk to more people, send out more material, followup on old connections, and build your personal brand in the process.