In the commercial property market today we as agents should have a distinctive and efficient strategy when it comes to networking and prospecting. In only this way can we build market share with the right people that can act in this property market.
In every calendar or financial year, there will be shifts and changes that apply to property enquiries, sales and marketing strategies, leasing processes, and property development. The supply and demand of local property will also have an impact on the market sentiment. To work through all of these challenges, you need a significant and focused networking process that captures the right people into your database.
Here are three distinct strategies to apply when it comes to making contact with new prospects and potential clients. They put the ‘professionalism’ into your relationship over time. Here they are:
Seek to understand the contact and their property requirements first before you push for any potential business relationship. Many of the clients and prospects that we work with are quite business savvy and will not be pressured into any transaction. Build the relationship with your prospects and clients at each and every opportunity. Send out information that is noteworthy and relevant to their property challenges and interests. Show that you are the expert when it comes to that particular property type and the local area.
Find out what’s going on in the clients world. They will have issues related to property occupancy, usage, tenancy mix, operating costs, and financing. Through all of these things there will be challenges and changes. Many of our clients will be under pressure from time to time where specialized information and services will be of great help. Your knowledge of prices, rentals, methods of sale, methods of lease, and local market trends will help you significantly when it comes to servicing those clients.
As a general priority, you should be seeing all of your prospects and clients at least once every 90 days. That personal contact approach will go well towards building the relationship when any sale or lease transaction is ready to occur. Even though we have many contact technologies and tools to support us in real estate agency today, the personal approach and the personal relationship still sits at the foundation of any sales or leasing transaction. The client really does need to know you and trust you.
Never assume that you know everything about the client and their current property challenges. When you assume something, you are likely to close off the perceptions and the opportunities that really do exist. An outside agent will soon get inside your client or prospect relationship, and take that high value client or person from you for the long term.
The best agents have a significant and strong and networking and lead generation process. Prospecting will be part of the model; however you do need to have relevance and commitment to the ongoing contact. That’s how leads are created and encouraged.
It should also be said that a successful transaction will leave open the door way for referral business. Asking the right questions at the right time will help you grow your market share in so many different ways. That’s what top agents do.