Commercial Agents – Referral Opportunity for New Business and Listings

It is no secret that the commercial property market is a challenge at the moment for real estate agents as property owners struggle with high vacancy levels and unsold listings. This then says that we need to be proactive and productive when it comes to building relationships and opportunities for our clients. The referral process should be a formal part of your marketing strategy and used in your real estate business.

So many referrals can come from people that you know or have had something to do with as a specialist commercial agent. They people to provide you with leads would normally be:

  • Previous property owners that you have acted for in the sale of a property
  • Property Investors and portfolio owners that own other property in and about the local area
  • Previous landlord clients that you have supported in property leasing and or property management
  • The maintenance contractors that look after your managed properties for the landlord clients within your agency
  • Tenants that you have successfully placed into other commercial or retail properties locally
  • Tenants in your managed properties will always know a lot about the local business activity and other businesses nearby
  • Engineers, architects, solicitors, and accountants, that have something to do with property activity in the local area
  • Local councilors or members of the municipal level of government
  • Previous people that have enquired about other listings that were on your books for sale or for lease

This list can be expanded given your local property precinct. Who do you know that can be a source of leads?

Property developers that you know and have served with regard to other transactions locally will be prepared to share information with you providing you have established a good foundation of trust with them.

When you have listed a property locally for sale or lease, the other businesses nearby will be a significant source of local market intelligence and potential referral. The listing on your books gives you an advantage to network and a reason to talk to all adjacent property owners and occupiers. Ask them about the local property market any changes that they are aware of.

Property planning consultants that have been involved with property changes or challenges in some of your listings are another source of opportunity. These people understand the changes that are active in the local area and they can give you significant leads.

The local planning committee or planning authority is constantly dealing with property changes and property zoning issues. Keep close to the activities of the planning committee to check on any pending approvals or current issues under discussion. Normally there are publicly available minutes from the Planning Committee of current matters of consideration.

So this is a significant group of people to network and seek referrals from. They will all know other people that have links to property activity. The referral opportunity that exists within this list is significant. To tap into this opportunity is just a matter of asking the right questions wherever and whenever possible.

Business conversions from a referral are much higher in success than that which you get in a cold call contact. Referral opportunity is based on relationships and those relationships can help you open doors with new people. To convert more referral business, you simply need the mindset and the ability to ask the right questions in every meeting.

Top 7 Stock Market Tips Unveiled

Saving money is something we all do to a certain extent. But, are we investing in the right place to serve us in the future? Stock Market is one such destination to invest your money that is of course the safest and the perfect places if and only if you know what you are up to.

Are you a beginner and looking out for some great tips on stock market? If so, here are a few tips which are simple and easy for anyone to understand and work accordingly.

1. Set your Goal – The first step is to understand what you like to do with your money in hand, either invest for some extra income or wait for it to grow to be used in your later years. Once the goal is set up, the next step will surely be to achieve it sincerely.

2. Learn more about the Stock Market – Stock Market is of course the perfect and the only reliable choice for your hard earned and saved money. Compare it with the performances that can be achieved with other options available like mutual funds, equity funds etc. With a small research done, you will certainly come to the conclusion that there is nothing better than the stock market to invest your cash.

3. Understand different trading strategies – You will have to understand and accept that never ever will the trading strategies be the same from the time you invest till the time you get returns. Therefore, it is very important to understand the three major trading tactics – when the market is up, when the market is moving sideways and also when the market is falling.

4. Do not go for Short Selling – One of the risky parts of Stock Market is short selling which most of them, even the intermediate analysts do when the stocks are falling. Wait for the status to recover or at least wait until you find any kind of results. Never be in a hurry. There is a lot of patience and confidence needed while trading with the Stock Market.

5. Select the broker wisely – Never fall for high cost brokers as they will charge a lot for the services done and therefore, it is always wise to do the investing process on your own rather than depending on one.

6. Paper Trading – Start with paper trading where you pretend to invest and make money trading stocks virtually. Once you start earning something from this and become confident enough to start the real trade, you can commence with the real money trading option.

7. Learn from the mistakes – You can refer to the trade details every year about what happened and how you lost or how others lost in the trade. This will certainly help you learn from the mistakes and never ever let you repeat the same. With more practises and thus becoming an expert you can make enough by just sitting right at home.

By following the above well- researched seven easy steps, any beginner can become an expert soon in Stock Market to reap more profits than you ever dreamt off! Stock Market is just the right place and nothing can ever be so smart, easy and authentic place to invest your savings!

Commercial Agents – How to Capture and Convert Enquiries for Property Today

In this property market it is very important to generate the appropriate levels of enquiry for each and every property you have listed. Given that the commercial and retail property market is generally tougher to achieve a sale or lease, the levels of enquiry become more selective and restricted. Every marketing campaign has to be carefully planned.

It can be said that a quality property will always create enquiry. The assumption is generally correct although the volume of enquiry has lessened given the tightening of finance and loan activity.

A good database program is today more important than ever before, and it is the tool of choice for expert commercial real estate salespeople. Your attention to detail in any database maintenance will help you build significant market share in this challenging property market.

Here are some strategies for capturing and converting enquiries in every property marketing campaign.

  1. In most locations you will find that property enquiry is higher towards the end of each week. That is the period between Wednesday and Saturday each week. On that basis you should focus most of your advertising for each property into this window of time.
  2. Internet advertising of commercial and retail property remains one of the most effective and cost efficient ways of communicating property availability. To optimise the process there are some strategies and feature placements that can be applied to internet website advertising to place a feature of the property above others in the same location or suburb. This is sometimes called premium marketing or elite marketing, and is highly effective to gain a better position in the search engines when a person is looking for a property to buy or lease in a particular location. It should be said that there is a cost for this placement above that which applies to ordinary property listings on the internet.
  3. As a general rule, you should not give out any property information to a person enquiring over the telephone until such time as they have given you the appropriate personal contact details. It is not uncommon for other agents to masquerade as a property purchaser or tenant seeking listing information for their own purpose. If real doubts exist, arrange to meet with the enquiring part at your office.
  4. All inspections of commercial and retail property should be undertaken personally. In that way you can really understand what the property offers to the potential buyer or tenant from their perspective. You can also identify any other properties that are worthwhile bringing into the inspection process. Relationships are really important in property marketing today.
  5. Every property enquiry should be carefully collated into the database for any future opportunity or reference. As part of that process, details of mobile telephone numbers, email detail, and websites allow you to comprehensively contact and review the needs of the prospective purchaser or tenant. Asking the right questions and having a checklist for the process will improve your connection here.

Sometimes a busy and buoyant property market will influence us to forget the good business practices and prospecting models that should be occurring each and every day.

The agents and salespeople that keep their prospecting model running through all market conditions achieve long-term success and commission stability.

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