In commercial real estate sales and leasing, it pays to have a specific connection strategy when it comes to key accounts and those large clients that own significant property in the local area. Many agents will be seeking to connect with the same clients and on that basis your networking process needs to be unique and special.
So every salesperson and every agency should have a list of key clients within commercial, Real Estate Marketing Course retail, and industrial property. Here are some ideas to get this process going:
First and foremost you should have a defined territory within which these clients will be located. The defined territory allows you to focus your efforts and establish the attributes of these clients.
Within each property type you will need to delineate exactly what the key client criteria will be. This can be by property size, location, type of property, vacant land, Real Estate Agent Duties To Buyer or portfolio size. You can also add to this further criteria relating to referral or repeat business, as well as potential commission earnings across the agency.
From the first two points, it directly follows that you will now have a list of clients or properties on the key account list. These groups should and will be distinctly different when it comes to the contact process and networking strategies over time. They will also have certain relationships to property leasing, sales, and property management. It is wise to involve your senior people within each discipline with those clients given their specific needs or interests. Essentially there is a lot of difference between leasing, sales, and property management activity in major specialized property assets.
From these groups of key clients, you can ascertain the interests and focus points that will be merged into your networking programme. These clients are to be contacted with relevant information relating to their property type and location. The contact process is quite specific and will involve the experienced agents or salespeople within your team.
In some respects, it pays to appoint only one agent or salesperson to each particular key client. In that way the communication can be correctly channeled and optimized. Given that this client is a key relationship, regular feedback to the team leader and other members of the sales team will be important.
Given these previous factors, you can now create a contact strategy and timetable relating to the key property client. You are establishing a marketing strategy relating to the client, and that strategy is matched closely to their property type and expected needs over the coming few years. It may take you that long to attract the business from these key people and groups however the contact process should start as soon as possible. The long term benefits with each particular client should be well known to you.
When it comes to commercial real estate in a large town or city, it is not unusual for each salesperson to have approximately 5 to 10 key accounts or clients of this nature. The contact process with these groups and with these people is quite specific and special given the levels of business that you can achieve over time.