Saturday, April 19, 2014

A Must Read for Market Domination in Commercial Real Estate Brokerage

men standing outside office buildings
Dominate your commercial real estate market by systematization and focus.

To be known as a top agent in the local real estate market, it is really a ‘numbers game’.  Your clients and prospects must know and see that you are the dominant agent in so many respects.  Building your ‘brand’ above that of your competitors takes significant time and a deliberate strategy.

Here are some tips from our online coaching program.

Given that most real estate markets are very competitive, it stands to reason that ‘market domination’ is a good thing to strive for.  The top agents get most of the quality listings and the better clients.

How are you positioned in the property market, compared to your competitors?  Are there factors in your ‘positioning’ that help you win more listings and clients?   If not, it is time to look at some strategies.

Here are some tips to help you with creating that ‘top of mind’ presence in your local area as a commercial real estate specialist:

  1. A constant contact approach – Connecting with the right people regularly will help them remember you at the right time.  In saying that you just can’t keep calling or meeting a person with no ‘value’ to the contact.  You will need some tools or marketing information that is of interest to the person that you are talking to.  The best way to do that is with an ‘information brochure’ about recent property activity locally including prices, rents, new developments, and vacancy factors.  You can add to that the ‘supply and demand’ factors that you see as relevant to the local area.
  2. Signboards – The traditional signboard provides valuable personal branding in the local area.  In saying that, the signboards should be on all your exclusive listings as a priority.  Open listings with lots of signboards are a waste of time.   Focus on getting exclusive listings and then placing your signboard prominently on the property.  Your name should appear on all your signboards together with your telephone number to help people connect with you at any time (yes that includes weekends).
  3. Marketing – High quality marketing campaigns provide lots of image for you as a quality broker or agent.  You can only achieve a high quality campaign using vendor paid marketing funds; that process should be integral with the exclusive listing process.
  4. Inspections – When you take a person or ‘qualified prospect’ around a property that is the start of the ‘relationship’ and over time you can keep in contact with more property information and detail from the local area.  A high quality property listing will create lots of inspections and that is exactly what you want.  Feed your database with people and contacts from all your inspections and marketing efforts.

Simple things such as these will help you build that ‘valuable’ top of mind presence as a top agent in your local area.  It is a strategy and a deliberate process.

You can get more tips like this in our online coaching program.