The marketing process in commercial real estate brokerage should never be ‘generic’ with perhaps one exception and that is in the promotion of ‘open’ listings. ‘Open’ listings generally waste everyone’s time, and will usually only sell or lease through some factor of ‘luck’. You can’t base your commercial real estate brokerage business on ‘luck’.
How Are Listings for You?
Some agents and brokers will claim that they must list ‘openly’ because ‘that is the way the market is for them’ and the only way they can get new listings. Whilst I accept that fact initially for those agents that are very new to the industry, I will say that the best agents avoid ‘open listings’. They grow their profile and market share consistently over time so that the new clients and prospects locally will come to them to list properties for sale and lease. That is when it is really easy to demand ‘exclusivity’.
If the client really wants the best agent then they must accept the terms of engagement that the agent is offering. They are then your terms! Are you ready to package your professionalism and sell it?
Are You the Expert?
If you have a comprehensive and specialised personal brand as a local property ‘expert’, then it stands to reason that people will want to list their property with you rather than some other ‘random’ agent or groups of agents. Take a serious look at your personal marketing processes.
Taking this point further, your market share and listing conversions of an exclusive nature will largely depend on your ability to establish your brand as the ‘go to agent’ for your location and property speciality. You can and should invest more time in building your real estate image and speciality.
Here are some rules to help you do that:
- Your Listings – Understanding the point that I made earlier about ‘exclusivity’, make the marketing process very special and deep with all of those high quality listings that you are bringing in. It is difficult for other property owners and investors to ignore the activities of any agent with the best properties and the best marketing ideas.
- Other Agent Listings – If you are stuck for current listing stock, use other agent’s listings in a location to talk to local property owners and tenants nearby to any listing. Some simple questions and conversations will help you find the next listing in the same street or perhaps a business owner looking to relocate.
- High end marketing campaigns – Get some traction with your marketing by seeking and converting vendor paid funds. If your advertising efforts on any quality property are of a higher professional level than that of your competitors, you should be attracting the new business leads and enquiries very easily.
- The personal approach – You are the marketer of your business. You sell your services well then people will choose the agent that they trust and believe has the better business and market coverage. Is that you?
Simple marketing rules like these help you consolidate market share and listings as an agent or broker in commercial real estate. Follow the rules and grow your real estate business.
You can get more commercial real estate brokerage marketing tips in our ‘Snapshot’ eCourse right here.
In this commercial property market, you really do need to market yourself comprehensively and consistently to the clients and prospects that you deal with. Your competitors will be doing everything possible to undermine your listings, attract your clients, and interfere with your leads and opportunities. It’s a tough industry, but it is also very rewarding for those agents that can systemize their actions and keep up their focus.
There is nothing new here of course when I say that it’s a tough business world today; our industry is competitive. Before everything else in commercial real estate, you must be a good marketer of your skills and services. Every day you should be reaching into your database of contacts to consolidate your brand even further.
Here are some tips to help you consolidate your personal marketing plan as a top commercial real estate agent.
- From a marketing perspective, you will always get more leads and opportunities from quality listings. This then says that most of your listing efforts should be directed towards properties of quality and desirability. If you list low grade properties, you will attract low grade enquiry. Get to know the right people with the best properties locally, and network them regularly.
- Each listing that you take on should be a controlled listing. This means that your listings should be ‘exclusive’ by nature. You should have control of those listings for a reasonable period of time. Avoid open listings unless you really believe you can find the right person to take the property on. Open listings are generally a waste of time given that you have no control over the stock. In the open listing scenario, the clients are always listening to many agents at the same time and are therefore quite untrustworthy.
- Every quality controlled listing should be supported by a dedicated marketing program and vendor paid marketing funds. This then goes back to the point and the importance of exclusive listings. The equation is quite simple. When you control the stock, you control the enquiry, and therefore you can close on more successful transactions.
- A successful sales or lease transaction should be communicated into the local business community and the surrounding property owners. Any success that you have with a listed property is an excuse to spread the word of the positive result. Be known as the local real estate agent of success and results. Spread the message of your success locally. Most of your leads and opportunities will come from the local property market exclusively.
- Every quality listing and exclusive listing should be personally marketed into the surrounding property owners and business community. This means lifting the telephone to talk to the right people, and door knocking the streets surrounding the listed property. Use every listing as an excuse to talk to more people.
In this property market today, there is an abundance of stock and a shortfall of qualified enquiries. Some buyers and tenants cannot act in a market like this today. For this very reason, every listing that you bring into your books should be optimized for maximum enquiry and market penetration. Use that quality listing to get the message to the market.
You can get more tips like this in our Newsletter right here.
In today’s property market, we have marketing systems to support our personal branding and our property listings. These are two distinctly different challenges when it comes to marketing. The properties will come and go from the market, however your personal brand needs to consolidate and grow.
So let’s look at some different aspects of marketing and the challenges to be handled.
When it comes to property marketing, you will be competing against other properties, the market trends, and other agents. Through all of this, you need to attract the right level of enquiry and then qualify that enquiry for potential conversion. Given that the property market currently is rather challenging, every marketing effort must be specific, direct, and effective.
The ultimate goal of every marketing campaign should be to establish enquiry from the target market. When you get enquiry, you can create inspections. Over time the enquiry that you create will allow you to improve your database of qualified prospects; those qualified prospects can go into your database for regular ongoing contact. That is exactly what top agents do and how they create better transactions from the market over time.
To correctly market a property today, you need sufficient funds and a dedicated marketing campaign. Vendor paid marketing should be the rule and not the exception. That being said, you should also ask for an exclusive listing to allow you to spend the necessary time in marketing the property for the clients that you serve.
The property market today requires real effort on the part of the agent. That effort can only come through exclusive listings. Those exclusive listings also allow us to build our market share and database of qualified prospects.
Here are some factors to incorporate into a property marketing plan:
- Determine the features relative to the subject listing. Those features and improvements will dictate the target audience. The advertising that you create should be directed at the target audience with a consistent message relative to the property.
- You will need to determine those three or four factors that create the interest relative to the property today. Those three or four factors will need to feature in each and every advertising or media channel used. Consistency is the key when it comes to property marketing. Every advertisement should send the right message consistently, given that the same person may see the property in a number of different media channels. Eventually the right message could very well encourage the person to lift the telephone and make an enquiry.
- Understand the differences between the different types of marketing today, and use the ones that are most successful for your property type and local area. In most cases, newspaper advertising is becoming less relevant to the commercial property industry. Direct marketing and internet marketing are taking over as the tools of choice when it comes to creating property enquiry.
- Research the keywords that are used on the search engines relative to your property location and property type. Those keywords can be easily researched and then incorporated into your property advertising and marketing. That will therefore allow each advertisement to be tuned to the requirements of property enquiry today.
- As part of the property marketing effort, use plenty of professionally taken photographs in the advertising and in the brochures. You can always see when those professional photographs are used. The placement of the property on the Internet will also be enhanced by quality professional photographs. Most commercial salespeople and agents do not have the knowledge and experience to take photographs from the right angle or the time of day. You only have one chance to market the property, and on that basis the photographs need to help you in every way possible. The cost of getting the photography done is minimal when you consider the value of the property and the potential sale price or rental.
When it comes to marketing any commercial property today, create a plan relative to the client, the area, and the property. Drive that plan in a way that encourages enquiry. It is the enquiry that you want and that will help you with conversions.