Commercial Real Estate Agents – Beware of Listing Panic

When it comes to your career in commercial real estate agency, you will sometimes feel the pressure of the market and the industry.  It is very easy to panic when you have no listings and or commission coming in.  Here are some tips from our Newsletter.

There is no point in panicking when it comes to your job and your market share.  If you feel the pressure of listings and commissions, it is simply a matter of developing a prospecting system and actioning it every day.  Over about three or four weeks, you will soon see the market turn more favorably back towards you.

One of the biggest problems in our industry is consistency on the part of the salesperson to build market share.  Each and every day top agents work towards consistency and systemized prospecting; you should do the same.

Success in our industry is largely created through ongoing personal contact with the correct people that matter in our industry.  Over time those relationships build listing opportunity and better market share.

If you feel some degree of panic when it comes to your market share, listings, and commissions, it is time to establish a system to take yourself forward and out of the difficulty.  Momentum and action taken immediately will help you lessen the frustration and panic you currently feel.

When you start moving towards a plan, and you stick to the process, you will soon see that the magnitude of the original problem was not as great as originally thought.  You are in control, and you can resolve any pressures that you currently have.  It is simply a matter of modifying your choices and habits.  Systemize your day; that is the secret to progress.

Here are some ideas to help you move forward with this and build a better market share over the next 12 months.

  1. It is extremely important that you control your time on a daily basis.  You are the only person that can do this.  There will be demands on you from business colleagues, clients, the agency principal, and others that can destabilize your focus on a daily basis.  Keep things simple.  Understand what you must do every day, and do it regardless of any pressure from others.  Take control of your time.  Set aside the time that is required to do the key things to take you forward.  Most particularly that will be prospecting and you should do that for approximately 2 or 3 hours per day.
  2. Start building relationships with the right people in your industry.  Have a look around the local area so you can make contact with business leaders, property owners, and property investors.  In the right market you can also add property developers to the list.
  3. It is a well-known fact that the degree, to which you believe you are in control, is the degree to which you will be successful.  Successful people are in control each and every day.  They make the right choices and take the right actions.  They will not waste time with the wrong people or wrong circumstances.

The commercial real estate industry is one of the most rewarding and challenging of sales careers.  You can meet some great people and earn a lot of money in the process.  All of that being said, you really do need to selectively choose your actions and your key tasks each and every day.  This is part of an ongoing personal marketing process.

You can get more tips like this in our Newsletter.