In commercial real estate agency, you can gain the edge when it comes to market share and listings if you build systems and procedures into your working day. Consistency is the key to progressing in the industry.
It is a fact that things will happen to upset your day and distract you. The systems that you have built around you can get things back on track. Habits are really important when it comes to progressing with prospecting, client services, marketing, and listing. That’s what top agents do.
If you feel out of control now, and find that the listings or business leads are not coming to you, have a look at your systems or lack of them. Get back to the basics of the things that matter. Start to build some control back into your diary.
Here are some ideas to help you with this concept:
- At the very top of the action list should be your prospecting every day. Without that you will be struggling. Don’t let the business of the day take you away from connecting with new people and properties.
- Within prospecting you should have systems. That will be in the number of calls made, number of meetings generated, ratios of meetings to listings, and new contacts. Track these things because they will help you move upward with progress.
- Create a procedure that relates to a pre-listing inspection with the client. A good system will let you show the client just how professional and relevant you are in taking the property forward. A good system also streamlines the follow-up issues such as property details, tenancy checks, leases, financial checking of income and expenditure results, and any encumbrances or orders that could impact the property marketing.
- The marketing of a property should be directed at a target audience, and to a large degree the marketing effort on exclusive listings should be personally controlled. This says that you should take your good properties to the market personally and talk to lots of local people. That is how you get the leads that you need for other things. Make it a practice to market you and your brand off each quality listing.
When you look at the issues that come with listing, marketing, client follow up, inspections, and negotiations every one of these things should have a controlled procedure.
A check-list will help you move things forward and hence not overlook any important things. A check-list removes the stress of the market and the people that you work with. If you work under stress for too long you can make mistakes, and in our industry that can mean big problems with clients, properties, and commissions.Immobilienmakler Heidelberg Makler Heidelberg