Gain the Edge in Commercial Real Estate Agency – Start Strong

When you work in commercial real estate agency, you should start your day strongly and with focus.  Get as much done as you can before other disruptions start to take over (and they will).

It is a fact that things in commercial real estate agency will happen daily that you do not expect.  That being said, there are still key things that you need to do every day to improve your market share and client connections.  If you overlook these things, you will soon have less commission coming in and you will also be missing on the quality listing stock.

So to start strong every day, you need a plan and a process.  Action is everything in our industry and directed action can allow you to form habits.  It is the habits that will take you forward as a professional in our industry.

Here are some ideas to help you with effectiveness and focus as a commercial real estate agent.

  1. It is easier to control the start of the day than it is to control the whole day.  If you can control 1/3 your day, you can be quite successful and effective as an agent.  Plan your activities so that your working day can and will be under your control from 7 am. to 11 am.  Don’t let others change or modify your diary before 11 am.
  2. Prospect every morning from 8 am to 10 am.  Get your outbound cold calls done then. That one single process will be critical to your market share.  It is interesting to note that most top agents do this.  Struggling agents overlook the process or avoid it.
  3. Talk to your clients from 10 am to 11 am.  After 11 am the pressures of the day can take over so get to your important clients on key issues early.  You can do the same thing at the end of the day and in the evening.
  4. Look after your database yourself.  Only you have the information that should go into it, and only you are going to benefit from it being correctly used.  If you go into your database every day you can shape the information and use it to your advantage.  Ongoing contact and trust in our industry is a really big thing.
  5. As you move through the day and the week, track your numbers and ratios relating to calls out, meetings, presentations, listings, inspections, and deals closed.  You should also track your exclusive listings as they will do more for your market share than open listings.

So you can see that the key thing here is control.  When you are in control you can get more of the right things done.  That is how you move up in the industry.