Improving Sales Team Performance in Commercial Real Estate Agency

In commercial real estate, and most particularly with the property agents and brokers, sales team performance should be optimised throughout the year to adjust for the changes in property activity and regional demographics.  In any period of 12 months, the market will change and on that basis similar changes will need to occur with prospecting, listing, negotiating, and marketing.

It is wise to have a process of tracking the key indicators in your property market.  When you consider an average period of 12 months, most property markets have only 10 months of real activity in sales, leasing, and property management.  Seasonal changes and market conditions will take up the other two months of downtime.  Team performance needs to be suitably handled and adjusted within the agency to get the best results from 10 months of hard work.

Here are some ideas to help you improve your agency sales team performance:

  1. Top agents and brokers specialise in particular market segments.  The segments may be geographical, or set by property type.  Either way, specialisation is recommended.  Specialisation process helps you cover the quality properties, key clients, and pockets of high level activity.
  2. Establish a prospecting model within the agency that can be tracked on an agent by agent basis.  That will help you identify any weak links within the team.  Some agents need help when it comes to prospecting, presenting, or negotiating.  The tracking process will help you see those weaknesses and implement the necessary training and education programmes.
  3. Establish budgets that can apply to each agent or broker.  The budget should be split into key indicators.  Those indicators will normally be cold calling, meetings, door knocking, presentations, listings, exclusive listings, inspections, and closed transactions.
  4. Track the results that you get from every marketing campaign.  The results that you get from an exclusive listing will be very relevant to your business activity.  Open listings are not easily assessed in the same way given that the marketing of an open listing is random at best.
  5. At the end of each week, have the agency team provide a summary of activity including call numbers, meetings, listings, and inspections.  You will soon see the differences between the members of the team and how effective they are when it comes to building their business.

When you track all of these numbers, you can see where the priorities lie when it comes to each agent and each broker in the team.  Given that the property market changes throughout the year, adjustments will always be necessary at an individual level to ensure that quality listing stock is attracted to your business.

So what type of listings should you chase and attract?  Quality listings create better levels of enquiry and will sell or lease faster.  Over time that will improve your agency market share and commission opportunity.

Should you walk away from a low quality property listing?  The answer is yes, if it will take you away from the other good properties in your area and sales or leasing territory.  Commercial real estate marketing is a specific process needing effort and focus.  Don’t waste your time.