Essential Client Contact Systems for Commercial Real Estate Agents

In commercial real estate today, you can develop some real and relevant contact strategies when it comes to new clients and current contacts. When you do this correctly and proficiently, your market share will grow and your listing opportunity will significantly increase. Many agents simply do not prospect or network enough. They also overlook the…

In commercial real estate today, you can develop some real and relevant contact strategies when it comes to new clients and current contacts. When you do this correctly and proficiently, your market share will grow and your listing opportunity will significantly increase.

Many agents simply do not prospect or network enough. They also overlook the value of ungoing contact when it comes to established prospects and clients.

The cycle of a commercial real estate transaction can be many months if not years. The prospect that you identify today may not be ready for a property transaction for some years. This then says that you should remain in contact in a relevant way over the medium to long term. That is what top agents do.

The property market has changed significantly over the last five years. We have a number of different tools to use as part of the contact process. The traditional way of networking and lead generation has changed to include specialist tools including the following:

  • Commercial real estate websites provide marketing solutions for both the properties you list and for you personally. Your name should feature prominently on all of your quality exclusive listings.
  • The process of blogging on the Internet is extremely powerful when it comes to commercial real estate agency. In simple terms you can build your profile as a property expert in the local area. You simply need to establish a relevant and interesting property blog that shares information about the local area and your property specialty.
  • E-mail marketing allows you to keep in contact with your clients and prospects efficiently and effectively regards quality properties. As part of that process you should have a weekly or fortnightly newsletter that is dispatched to your e-mail database list.
  • Any direct mail sent to prospects and clients is highly effective. If anything the process is more effective than ever before because most salespeople and agencies send emails rather than the traditional direct mail or correspondence. The direct mail process is therefore more notable and therefore inclined to be read. When you send any direct mail piece you should include your business card. Whilst the letter may be discarded, the business card is likely to be kept.
  • Mail merge strategies apply in many different ways when it comes to client and prospect contact today. It is very simple to send out lots of letters and brochures to qualified prospects. That being said, you do need to follow-up every letter that you send out.
  • Brochure marketing should occur directly to all of the prospects and clients that you have identified. It is simply a matter of matching their property requirements to the brochures that you send out. Brochure marketing should involve a degree of direct follow-up through a focused telephone call.
  • Specifically designed databases and software technology will help you capture property information and property requirements. It should be said that the quality of the information that you capture will impact the results that you can achieve. Maintain database quality at all times.
  • Mobile telephone systems support convenient and ongoing regular contact with your database.
  • Social media tools exist and can be merged into your website and Internet Marketing alternatives.
  • Cold calling techniques should still occur on a daily basis. The telephone is still the most efficient way to make contact with a lot of people.
  • Personally canvassing a local area will help you with identifying the right properties and the right clients to work with. Get into your local area every day.
  • Networking groups associated with the commercial property industry are always available to help your lead generation process. Identify the groups that contain property owners and business leaders. Join those groups and participate in ongoing meetings.

It could be said that it is easier today to be a good agent and sometimes even a top agent in your local area. The tools are available for us to use; It is simply a matter of agents using them proficiently and effectively.

When you establish a prospect or a potential client in your local area, load them into your contact strategy process. The commercial real estate agency industry is built on personal relationships. Some of those relationships take months if not years to consolidate and grow.

The property cycle in commercial real estate today can be lengthy; you need to be there for the long term. That's what top agents do.

Consultancy Is the Key to Commercial Real Estate Agent Services

From time to time many commercial real estate agents struggle with what they think they should and what relevance they bring to the market. In simple terms you are a 'consultant' and the levels of specialization that you bring to the client will help you capture the business, listings, and the responsibilities. Taking this point…

From time to time many commercial real estate agents struggle with what they think they should and what relevance they bring to the market. In simple terms you are a 'consultant' and the levels of specialization that you bring to the client will help you capture the business, listings, and the responsibilities.

Taking this point further, a consultant needs to be highly specialized and skillful. Those rules apply in commercial real estate agency.

Consider the following questions:

  • Exactly what do you specialize in when it comes to commercial, retail, or industrial property?
  • What do you know more about when it comes to property sales and leasing?
  • In what regional location do you specialize so that you can bring higher level information to your clients and prospects as required?
  • In what location or area do you find most of your results and efforts accumulating?
  • Where is your sales patch or sales territory?
  • What agency do you work for and how does that impact your marketing efforts?
  • How large is your database when it comes to clients and prospects, and is it relevant to the market today when it comes to creating sales and leasing activity?

You must have some fairly solid answers when it comes to these things. If you are to be a top level consultant in commercial property today, you really do need to prove to the client that you are the person to help them with their sales and leasing challenges. The same can be said when it comes to property management activity.

Are you really the expert? If not, you need to build the knowledge and the expertise to be so.

Here are some other tips to help you build that market information that the clients so urgently needs today in the property market:

  1. Track the time on market that applies to quality listings in the local area. You will need to split those figures into the property types and the locations.
  2. Understand where the inquiries for property are coming from and why they are coming in. Some of your marketing efforts will be far more effective than others. That information can be quite valuable when it comes to closing on a listing opportunity.
  3. One thing that can frustrate sales activity today will be that of the availability of finance. Certain clients can act in the property market today; others can not. This means that you need to look at the factors that impact finance and find the various alternatives that can help the sales transaction move ahead.
  4. New property developments, together with the supply and demand for local property will vary through the year. Keep a close eye on the local planning approvals when it comes to new property developments that can impact the supply and demand factors.
  5. Any new property that is coming into the market will have a lead time and the rentals or prices to be offered for those new properties will likely have an impact on current market trends. Staying well ahead of these issues will allow you to match your listings to the prevailing market conditions.

Do not look at yourself as being a salesperson. You are really a consultant and a specialized one at that. If you take the time to build your expertise and knowledge as part of that process, you will find that the lists will come to you far more easily.

The clients that we serve need all the help when it comes to property knowledge and local property expertise. You can be the top agent and consultant to help them.

Commercial Real Estate Agents – Give Your Clients Solid Reasons to Appoint You to a Listing

There are many real estate agents in the local property market today. There are not however as many commercial real estate agents. Whilst many ordinary real estate agents may think that they can service commercial real estate property, the reality is that it requires specialist knowledge and information. Many clients will choose an agent based…

There are many real estate agents in the local property market today. There are not however as many commercial real estate agents. Whilst many ordinary real estate agents may think that they can service commercial real estate property, the reality is that it requires specialist knowledge and information.

Many clients will choose an agent based on price alone and this is a big mistake. A lower commission incentive for clients and zero marketing funds will do little when it comes to getting a result for a sale or a leasing transaction.

The clients and prospects that we work with today should choose their commercial real estate agents based on local market experience, market coverage, expertise on the part of the individual agent, and commitment to the sale or lease marketing process. To get results in commercial property sales and leasing today, luck does not play a significant part.

The good agents know that hard work is required every and every day to get the message out to the market; they do that with the quality listings that they have on their books.

Here are some tips to help you match your services to the clients in your market today:

  1. Local market knowledge will always help you pitch and present your services to the clients and prospects. The knowledge needs to be comprehensive when it comes to the property type and the history transactions through the local area. To get this matter under control, you should be tracking all of the sales and the leasing activity through the region for the last five years. You can then load that information into some form of graphing process that can be used in your property presentations. The visual process associated with graphing is far more effective when it comes to helping the client understand what's going on locally.
  2. Being a specialist in a property type will help you with your sales pitch or your presentation. A true property specialist will understand how to package the property to the target market, and take it comprehensively to the buyers or tenants that are out there. Some properties should be confidently marked given the special identity or financial structure that they present. The larger properties may be sold off market. When you are a true properties specialist you can understand the differences that should apply to those marketing situations.
  3. The marketing process is not just a matter of designing a few adverts and loading them into the newspapers or the Internet. A true specialist will take each listed property on an exclusive basis and then connect the property to the identified targets. All of this will be done personally in addition to any generic marketing approach. That is why the exclusive listing strategy is far more effective when it comes to marketing property today; make sure that you are well prepared for selling your services on an exclusive listing process. It is the only way for you to control the property, the inspections, clients, and the negotiation. Top agents generally will not list a property on an open basis.

Given these three factors above, you can see the relevance and importance of specialization in commercial real estate agency today. You can be the agent that provides the high level of service and relevance to your clients in such a way that joins the best inquiry and a timely transaction. When this happens your opportunities for referral business and repeat business get much easier. That is how you become a top agent.

The Advantages of Sales Team Targets in Commercial Real Estate

In a commercial real estate sales team you really do need to have some solid goals to take the business and your individual results forward. Taking every day as it comes will not do much for your responsibilities and listings. You need to have a plan. In every sales team you will see people that…

In a commercial real estate sales team you really do need to have some solid goals to take the business and your individual results forward. Taking every day as it comes will not do much for your responsibilities and listings. You need to have a plan.

In every sales team you will see people that are on track and those that are not. Those agents that really have their business and focus on track to good results are fewer than those that do not. Most agents operate in the 'generic zone'. You have a choice, and you can fix that.

We all have choices in commercial real estate agency to do the right things every day. Sometimes it gets a bit 'cloudy' as to what we should be doing. The pressures of listing, clients, inspections, clients and prospecting can put a strain on the working day.

The fact of the matter is that we do have choices in commercial real estate agency and we can decide to do only the things that really matter. It is difficult to change old and bad habits, but when you do, the results for you as an agent are significant and the property market takes on a new shape with better listings and clients to serve.

Here are some good goals to monitor and track as you strive to change your work focus and market share:

  1. Improve listing quality at every opportunity. It is a fact that better listings of higher quality will attract more inquiries from property buyers and tenants.
  2. Grow listing numbers through deliberate prospecting. On a daily basis you should devote about 2 hours to the process of making the calls and meeting new people.
  3. Define your primary market geographically so you stay inside a defined area of ​​focus. In this way you can understand what your market is doing and how it is happening today. You can then shape your efforts to attract the better listings and clients.
  4. Increase gross claims on a monthly and quarterly basis. As part of that process understand what the peak selling or leasing seasons may be for your zone of activity.
  5. Grow numbers of properties sold and leased. You can do that when you focus on the quality of the listing.
  6. Shorten time on market through marketing and vendor paid advertising.
  7. Grow exclusive listing numbers as you can then control your stock and inspections.
  8. Build your database so that you are improving your prospecting efforts and model.

All of these things help you to understand what the property market is doing and how it is happening. Information like this will help you build your commercial real estate business with good clients and listings.

Client Management Tips in a Commercial Real Estate Agency

In commercial real estate agency today, the greatest advantages that you can give to your clients are that of specialist property knowledge and the early information of a new property coming onto the market that may match the client's needs or investment focus. Some clients like to know of a good property or a good…

In commercial real estate agency today, the greatest advantages that you can give to your clients are that of specialist property knowledge and the early information of a new property coming onto the market that may match the client's needs or investment focus.

Some clients like to know of a good property or a good deal on the horizon. As you gain more market share you will find some of those clients that like to know an opportunity coming up. The issue is that you need to know what they are looking for and when it will be needed.

You are the local property specialist and on that basis you can give the client that extra market intelligence to help them with selling, leasing, or buying.

Here are some rules to the process:

1. Get closer to your clients and prospects so you know exactly what they are doing or soon to be doing with their property or property portfolio.
2. Be prepared to provide the relevant up to date local property market information to your clients on a regular basis.
3. If a client needs a certain type of property or location for a property, be prepared to find it.
4. Watch the property prices and rentals so you can assess property values ​​in today's terms.
5. Know what is happening with the comparable properties and the local listings. That information will help you take the client to the right property changeover.
6. Keep your clients up to date with marketing trends so they know what works when it comes to marketing a property for sale or lease today.

The key to establishing great client relationships is that you are a critical part of helping them achieve their investment goals. You can do that when you specialize in an area and a property type. Your knowledge of property performance will help the client move ahead in the market.

I have spent a lot of time with key clients with great properties and future challenges; you need to be able to assess the changes in area, supply, demand, development, and tenant mix. All of those things can create a listing or property change opportunity.

Look around the local area and check out the larger properties, the larger businesses, and the changing property precincts. You will find the top clients to serve in those areas and in the properties. Establish the key relationships that you need for the long term with those clients. That is how top agents build referral and repeat business. Over time the quality clients that they serve give agents agents ongoing leads and plenty of business activity.

5 Simple Steps to Find a Trustworthy Realtor

In this day and age, we are constantly bombarded with stories of unscrupulous people who take advantage of the people who trusted them. It is easy for the average person to consider not trusting anyone outside of their friends and family but this is not always possible. When you sell your home, you will need…

In this day and age, we are constantly bombarded with stories of unscrupulous people who take advantage of the people who trusted them. It is easy for the average person to consider not trusting anyone outside of their friends and family but this is not always possible.

When you sell your home, you will need to find a trustworthy realtor. This person will have the keys to your home and access to all the belongings and items in your home. Your realtor will also know other personal information about you including your credit rating and other important financial information.

Of course most people would agree that finding such a realtor is important. But how exactly do you do that? There are some steps to take that can help you find someone who is trustworthy and good at selling real estate as well. In other words, you do not have to compromise in order to find a trustworthy realtor.

  • Talk to friends, family and neighbors who have sold their homes. Not only can you find out a lot of information this way, but you can almost guarantee that people you know will give you their honest opinions. If a certain realtor has a negative reputation, find out why. Is this realtor very aggressive or is he just rude? Was the client unhappy because of a personality clash or was it something more serious?
  • Think about additional exercises that you want in a realtor. If you are in a hurry to move, you may want to find a realtor that is known for closing fast on homes. Of course, in your hurry to sell your home, do not forget about finding a realtor who is trustworthy.
  • Choose a realtor who is a team player. Trustworthy realtors tend to be very client focused and will view you as an important part of the team. A good realtor will ask you questions and will value your opinion.
  • Do not be too quick to trust Internet reports. It can be very difficult to judge if an Internet evaluation is accurate or not. The reality is that every realtor has had one or two clients that were very difficult to please. Therefore, an occasional bad review on the Internet should not upset you too much. If the majority of the reviews that a realtor is negative, you may want to seriously consider using another realtor. Likewise, use caution if you find a realtor with only positive reviews as not all of the reviews may be accurate.
  • Interview prospective realtors yourself. After you narrow down your choices, you may actually want to call or make an appointment to talk to different different realtors. Then, you can make an intelligent choice about which realtor will work best with you given your unique situation. You will be able to gather a lot of information during the interview including information about past experience, a realtors personal ethics, as well as any professional organizations which the realtor has joined. All of this information is very important and will help you to make a good choice.

If you follow these steps, you will significantly increase your chances of finding a trustworthy realtor.

How to Maximize the Sales Price of Your Real Estate Listing

During the creation of the residential real estate bubble in the early 2000's, it felt as though we (ie Sellers and Brokers) could dictate higher and higher prices and the market (ie the buyers) would continue to pay. How quickly we've learned! Starting in 2007, and even more so following the collapse of Lehman Brothers…

During the creation of the residential real estate bubble in the early 2000's, it felt as though we (ie Sellers and Brokers) could dictate higher and higher prices and the market (ie the buyers) would continue to pay. How quickly we've learned! Starting in 2007, and even more so following the collapse of Lehman Brothers in 2008, selling real estate felt like trying to catch a falling knife as the market spiraled downward.

The market has changed quite a bit since then as inventories continue to dwindle, total annual sales volume is up and pricing continues to inch higher in local markets such as Newton, Brookline, much of Boston and Cambridge. We're starting to see healthy demand and competition again. Whereas the news cycle a few years ago was negative on residential real estate, that trend has changed to a positive theme as of late. Given that much of the new construction of residential real estate in Greater Metro Boston is not coming online for several years, it should be expected that the real estate market will continue its upward trend assuming interest rates do not balloon in the near term.

In towns with real estate that's ascending in value, it's quite common that properties listed for sale at the right price sell within 1 week of being marketed. Typically these sales operate on a first come, first serve basis wherein the first offer to reach the seller's number becomes the purchaser. In rare cases, a bidding war breaks out between buyers which forces a higher sales price. This bidding war can only occur if these two or more buyers happen to place offers within the same time period.

The flaw with the platform described above in the last paragraph is that by creating a first come, first serve transactional device, Sellers leave money on the table. Rather than accepting the first offer that comes through the door in the first week, Sellers and their brokers should utilize unique marketing platforms that allow the market to fully speak. In other words, elongate the marketing program and publicize a final offer due date in the near future that gives the full market sufficient time to act. By giving enough time for the market to act, real estate agents and their Sellers foster competition and urgency from the buyers – particularly in Greater Metro Boston where supply can not meet the markets demand.

In addition to competition and urgency, differentiation can also be a great way to draw buyers attention on your property. Try using unique terminology that differentiates your home from the rest of the competition ie a “Call For Offers” or an “Accelerated Sale”. By doing so, Sellers and Brokers draw the full attention of the market.

To summarize, by creating a competitive marketplace, differentiating your listing and creating a sense of buyer urgency, Sellers and Brokers will ensure the maximization of value for their property listings.

Commercial Real Estate Agents – Personal Business Planning Tips

In commercial real estate agency, you as the salesperson or agent are a 'small business'. On a personal basis you must prospect, present your services, market yourself, negotiate, and close on the property deals. Customers and most particularly property owners, business owners, and tenants are at the center of your business model. Long term customer…

In commercial real estate agency, you as the salesperson or agent are a 'small business'. On a personal basis you must prospect, present your services, market yourself, negotiate, and close on the property deals.

Customers and most particularly property owners, business owners, and tenants are at the center of your business model. Long term customer relationships and referrals will help you grow your share share as an agent.

Given all of these things you really do need a business plan to move ahead as a commercial real estate agent. Without some form of plan you will likely struggle. The plan will help you with focus when it comes to the key issues in your personal business. It will also help you with prospecting and growing market share.

Here are some of the larger issues to merge into you planning process:

  1. Where is your property market? You will need to define exactly where your listings and contacts will come from. It could be a town or a city, but either way you must define it so you know where to prospect on a daily basis.
  2. Set some boundaries inside the town or city as your primary focus area. Define a 'primary location' that contains sufficient property owners and properties for you to work on. In most cases that should be 2000 businesses and properties. When you do this you can break the zone up into streets and zones where you can dissect the property ownership and tenant information. That will then help your prospecting activities.
  3. Understand what a client looks like to you and the type of business you can get from them. In most cases you should be focusing on property investors, property developers, business owners, tenants, and owner occupiers. When you know what the ideal clients are, you can then find them and set up the required presentations and market information.
  4. What will be your property focus? It is an interesting question, but you really should focus on a particular property type and location in your geographical area. From that you can easily understand the factors of property use and occupancy. Prices, rents, lease strategies, and marketing alternatives then take shape and become far more specific; on that basis you are of higher value to the clients that you serve. You are then a specialist.

Taking all of these things in balance, you can see the need for a plan. If you are new to the commercial real estate industry or you are finding that things are a bit of a struggle, now there would be a good time to take focus and build your personal business plan.

6 Ways to Improve Your Cold Calling Systems in a Commercial Real Estate Agency

In a commercial real estate agency, cold calling can be a frustration if you do not set some rules and stick to the process. The real issue here is that the call process can help you as an agent build your market share quite quickly, but it does take effort and focus on the part…

In a commercial real estate agency, cold calling can be a frustration if you do not set some rules and stick to the process. The real issue here is that the call process can help you as an agent build your market share quite quickly, but it does take effort and focus on the part of the agent.

So let's look at the rules and the system behind a good cold call prospecting model for commercial real estate agents. Here are some issues and strategies:

  1. Knowing what to say and how to say it will require practice and skill on the part of the agent. The calls that you make should not be to 'pitch' your services. It is too difficult to 'pitch' commercial real estate agency services across the telephone. You should be making the calls to connect with a number of people to see if they have a need or an interest.
  2. In making the call your ultimate goal should be to create a meeting with the right people. To a degree you should be qualifying them as part of the call. There is no point in meeting with someone that has no long term benefit for you.
  3. The 'trust' factor in commercial real estate is quite important. The cycle of commercial real estate ownership and occupancy is long. It can take months if not years to connect with the right people and build the right levels of trust.
  4. Every agent should merge new calls into their prospecting model. Every day they should be making more calls to new people that they have not connected with before. The process has to be a daily habit if it is to be successful. That is where the 'discipline' of the process comes in; it takes effort and skill to get good at making lots of calls to new people and talk to them about property issues. In simple terms you must practice. The easiest and best way to do that is first thing in the morning when you first arise.
  5. There is a good degree of research behind making the right calls. Each evening you should be using the internet, business telephone books, and any other resources to find people to call and talk to.
  6. Each day you should devote about 2 or 3 hours to the call contact prospecting process. In that time you should be able to reach 15 people and have a reasonable conversation with each. From that number of contacts you should be able to create 2 new meetings with relevant property owners or business leaders that will one day need your services.

This list is not difficult to understand. It just takes real focus on the part of the agent or salesperson to get it underway and implement the processes. When you do this correctly the property market will open up with lots of leads and new clients.

Market Analysis Tips for Commercial Real Estate Agents

In commercial real estate agency, you should be analyzing your commercial real estate market on a frequent basis. In this way you will understand what is happening to the levels of inquiry, prices, and rentals. You can then match your marketing efforts to the prevailing market conditions. It is interesting to note that many agents…

In commercial real estate agency, you should be analyzing your commercial real estate market on a frequent basis. In this way you will understand what is happening to the levels of inquiry, prices, and rentals. You can then match your marketing efforts to the prevailing market conditions.

It is interesting to note that many agents will see shifts and changes when it comes to inbound property inquiry through the year. Those agents that build their business solely around the incoming inquiry from advertising will struggle from time to time when the rate of inquiry changes seasonally throughout the year.

Those agents that consistently build market share, prospect on a daily basis, and connect with their clients regularly tend to avoid the dips and troughs in seasonal property authorization. So the golden rule here is for you to develop a database that can support you and your prospecting efforts.

So exactly what is going on in the property market today? It is an interesting question and the answer will vary from city to city, and country to country. The fact of the matter is that you should monitor the trends of the market so that you can adjust your prospecting and promotional activity.

Here are some tips to help you with your market research as a commercial real estate agent.

  1. Understanding your territory and sales patch. Define it geographically so that all of your prospecting efforts can be centred within a particular region. That process will also help you monitor the activity of property sales, rentals, leasing, and new developments.
  2. It is preferred that you focus on a single property type as part of your agency activity. That will allow you to specialize in every respect when it comes to regional sales and leasing activity. You can then understand the rates per area unit when it comes to prices and rentals. From a client perspective, you then become more relevant when it comes to property marketing and promotion. You are seen as the expert.
  3. Understand what your competitors are doing when it comes to property sales and leasing. Check out the number of properties on the market currently with the other agencies. Understanding the methods of sale, pricing, and renting when it comes to those other listings. To do this process effectively, you will need to do a regular signboard count and an Internet advertising count when it comes to properties on the market today.
  4. From an agency perspective, monitor the number of calls coming into your office on a daily basis and then understand how and why those calls are reaching you. This will then give you a greater understanding when it comes to successful marketing. That will help you in establishing a positive marketing campaign relative to a property type.

From all of the above issues, it is easy to see that market research is a constant and ongoing factor to allow you to be a top commercial real estate agent.

Learning How to Do a Sales Pitch or Presentation in a Commercial Real Estate Agency

In commercial real estate today the pressure of presenting and pitching your services can be high. Most opportunities for a listing will involve a few agents all chasing the same listing opportunity. This then says that your presentation process should be finely tuned and very professional. The 'generic' approach to presenting your services to a…

In commercial real estate today the pressure of presenting and pitching your services can be high. Most opportunities for a listing will involve a few agents all chasing the same listing opportunity. This then says that your presentation process should be finely tuned and very professional.

The 'generic' approach to presenting your services to a client today just does not work. In every respect your presentation needs to be of the highest standard. To help you with that I have given you some tips below:

  1. Check out the client's situation prior to developing any thoughts about the property and how you can take it forward. Find out why the client may be selling or leasing the property today; that information may affect your choices of property promotion. Find out why the client purchased the property in the first place. Also ask them about their impressions of property features and improvements.
  2. Get the facts of the market locally. There will be some competitive properties in the general area that will tell you something about prices, returns, inquiry, occupation and time on market. Get all of those facts together as part of your preparation to meet with and make recommendations to the client.
  3. Walk the streets around the property. As simple as this sees, the process of getting out of your car and walking helps you see and observe many things that you would normally overlook.
  4. Understand the property legally and physically. Most properties will have issues that are of impact to the marketing campaign. Look for the 'hurdles' that could affect your choices of marketing and inspecting the property with prospects. It is wise to remove the 'hurdles' prior to concluding property marketing.
  5. Know about the precinct and its history. The records of sales and leases should be accessed so you know what has happened in the area over the last few years.
  6. Give information to the client about the best alternatives in marketing and inspecting the property. They like to have choices and understand the logic behind each. In that way they will not be limited or frustrated in the final agent choice or decision.
  7. Show some successes as a local agent. Most clients want to work with the best agents and those that really know the local area. Have some examples handy of relevant property transactions that you have been involved with previously.
  8. Be relevant in your presentation and provide a visual time line to the actions that you will be taking. The client can then see how you will be moving things forward for them in a timely way. If anything, that will give them more confidence when it gets to the final choice of agent.

Presenting and pitching your services as a top real estate agent does not have to be hard. You can make a deliberate choice to be the best agent for the job and give the full facts of the process in moving ahead. Confidence is the key.

How To Find Reasonably Priced Real Estate

Since the housing bubble has burst, the price of real estate has significantly decreased. Because of this, experts say that it is a great time to purchase property or to buy investment properties. If you have never purchased investment properties before, you may not know where to start. With real estate, as in other areas…

Since the housing bubble has burst, the price of real estate has significantly decreased. Because of this, experts say that it is a great time to purchase property or to buy investment properties. If you have never purchased investment properties before, you may not know where to start.

With real estate, as in other areas of the business sector, it is not so much what you know as it is who you know. Knowing people that deal with real estate on a professional level can really help you in the long run. If you happen to know construction workers, developers and real estate professionals, you chances of finding a great property at a reasonable price are significantly increased.

Do not neglect other sources however. For example, the postal clerk may also know about homes that are up for sale or homes that will be foreclosing. In fact, the lady who cuts your hair may also be a good source of information too. When you are looking for a property, it's important to talk to people in the community and let them know that you are looking for reasonably priced real estate. You may be surprised at the information you will find when you put the word out. In fact, you may be overwhelmed with the number of leads that you will get using this method!

Basically, finding great real estate opportunities is nothing more than networking. You should network online as well as personally amongst your online and offline contacts. In order to network effectively, you may want to take some time to plan out your strategy. In order to effectively network, you will need to have a relationship with people and gain their loyalty as well as their trust.

If people feel that you are just out to get information, they will naturally be hesitant to share information with you. On the other hand, if you show people that you care about them and if you are polite and respectful, this will go a long way to helping you achieve your objectives.

Ideally, you should start to create a network before you even need gather information or leads about properties. Then, when you need an investor, or tenants or information about certain properties, you can easily find what you need. While looking in the newspaper or advertising is often a good strategy, the majority of real estate leads never get published! This means that you can miss out on great opportunities if you limit yourself to this one strategy.

Once you begin to maximize your networking opportunities, you may be amazed at the leads that you will find as you go about your day. The clerk at the coffee shop may know someone who is trying to sell a house or the receptionist at the doctor's office may be looking to rent a nice property. Or, the newspaper delivery man may actually be looking for some side construction jobs to help pay off some bills.

Once you put all the pieces of the puzzle together, you may find that you have just what you need to buy, renovate, and rent a property, without ever looking outside of your networking circle.

Should I Become a Real Estate Agent? The Pros and Cons of Being a Real Estate Agent

If you want to switch careers and work as a real estate agent, it is not really a bad idea. However, you need to be aware of the highs and lows. There are real estate agents who earn a fortune plying their trade to clients. They live in big houses and drive fancy cars. On…

If you want to switch careers and work as a real estate agent, it is not really a bad idea. However, you need to be aware of the highs and lows. There are real estate agents who earn a fortune plying their trade to clients. They live in big houses and drive fancy cars. On the other hand, there are real estate agents who are struggling, living from hand to mouth and contemplating everyday if they should just quit and do something else. If you are considering whether you should become a real estate agent or not, here are the pros and cons of the profession.

Licensing & Accreditation Costs Money

A license costs money and it varies from province to province. Before you get licensed, you will need to write few exams and before you write the exams you need to attend classes. These things cost money. So prepare yourself because you will surely fork out 1000's of dollars before you even meet your first client.

There is also the Canadian Real Estate Association to contend with, where you will have to pay dues annually at the local, province or national level. You will also be required to obtain a license to work as an independent contractor. There is no minimal start-up capital with real estate; you have to literally pay the price.

People Can Be Difficult

You are going to be dealing with different types of people. Do not expect everyone to hold your hand and treat you nicely. Some people are going to be downright nasty and make you question the rationale behind your career choice. Real estate involvements transactions, people get finicky and stressed when it comes to money, so brace yourself for a lot of attitude, tantrums and tongue-lashing.

This profession is not for the faint-hearted. Some clients can promise you the world and disappointment at the 11th hour, throwing your entire life into jeopardy. You need a thick skin to survive in this profession. Prepare to be a scapegoat or butt kisser in your bid to stoop and conquer.

Do not expect a Paycheck

The real estate business is commission based. Needless to say, do not expect a weekly or monthly paycheck. Studies show that most realors hardly make anything in their first six months. So ensure you have some savings stashed in your account or a partner who can provide for the short-term and pay the bills. The housing market is not a straightforward one. Clients change their minds all the time; the industry is stable today and crazy tomorrow. Furthermore, it simply might just take more than 10-15 days to receive your responsibilities even if you have closed a deal.

Here are some benefits that you can enjoy as a real estate agent.

  • You Can Rake in Serious Cash

The amount of money one can make as a real estate agent is a major-pull for most people. You receive a commission for every deal you close successfully. And depending on the nature of the deal and how well you play the game, you could just retire a rich man or woman. Some franchise companies require that you pay to work with them and they may even get a percentage of your responsibilities too. But the good thing with franchising is that you are pitching your tent with a successful brand and it is only a matter of time, before you rake in some serious cash.

  • Get Paid for Your Passion

Do you like meeting people? Do you love traveling to different places? Do you like working without supervision? The real estate business is a true definition of a passion that can be profitable. There is nothing that beats getting paid doing something that you love. The real estate craft is not your traditional job or a regular 9-5. It is unconventional, different and usually laden with surprises and challenges. There are some people who live for moments like these rather than being imprisoned behind a desk or getting bored to death looking into a computer. If you are a free-spirited extrovert, looking for something to cope with your boundless energy and not bore you, look no further.

Real Estate Agent Guide: What Is Prospecting and What Are the Steps Involved in It?

Many real estate agents have spent so many years in the profession and have very little to show for their efforts. The real estate business is basically a numbers game. Your success depends on how many quality clients you can get into your database and convince that you are capable of providing solutions for them.…

Many real estate agents have spent so many years in the profession and have very little to show for their efforts. The real estate business is basically a numbers game. Your success depends on how many quality clients you can get into your database and convince that you are capable of providing solutions for them. It is wrong for you to think that your agency (if you are not an independent contractor) will always generate leads for you. You can not sit down with your feet on the table and wait for someone to waltz through the door or for the phone to ring. This is the fastest route to failure.

Real estate prospecting is a key strategy you must use if you want to have any chance of success. It is a well-thought process that ensures that you record a steady flow of business and customers. You might start small and record little activity. However, if you do things right, your business could reach astronomical proportions with you owning a teeming database of people who trust your business acumen and like your personality well enough to keep coming back to you and even giving you referrals.

There are basically 4 steps to a winning prospecting system and they include:

  1. Choosing a Niche Market : It is important to determine your target audience or who you want to be the beneficiary of your advertising or marketing strategies. Are you targeting newly married couples? Are you looking at retirees? Find your market and the rest comes easily.
  2. Choosing your Method of Contact : When you have located your market, the most effective way to reach out to them is your next goal. If you are looking to target retirees, you are not going to find them partying in a nightclub and offer them a business card.
  3. Giving an Offer they Can not Refuse : The main objective of a prospecting system is to find a potential client and make it an offer, he would find hard to refuse. He may not buy or sell immediately. But if you wht his appetite well-enough, chances are high he would give you a call in future.
  4. A Follow-Up is Crucial : Once you have uncoached your potential clients, build a rapport with them. A relationship beyond just doing business boundaries is mandatory.

Owning a real estate contact management software keeps you heads and shoulders over your collections. Never keep contact information on sticky notes or scraps of paper; you will always misplace them at some point. If you do not have an effective prospecting system, you will not know which orders should be prioritized and what you should follow through only when you are less busy.

When you develop a system for your profession, you define your sense of purpose and this helps to perk up your results. So when you make any contact with a prospect, get their full name, spouses name, postal address, email address and cell phone number. If you can not do this, it will affect your opportunity to follow-up on them and subsequently build a relationship. Ensure that you always keep in touch with all your prospects and clients.

Try to also focus on quality rather than quantity. There is no point in building a database of 100's of people who are never interested in buying a house or renting. Top real estate agents do not waste their time on bad prospects. They stick with only the ones with potential. If you are always dealing with bad prospects they can dent your morale and damage your confidence.

10 Most Common Mistakes Made Without a Property Agent

Managing to buy or sell a property on your own is considered an easy deal. But as you get involved, it turns out to be an ordeal. In case you avoid the agent route, you are likely to commit some common mistakes. At the core is the idea of ​​saving the commission. But dealing with…

Managing to buy or sell a property on your own is considered an easy deal. But as you get involved, it turns out to be an ordeal. In case you avoid the agent route, you are likely to commit some common mistakes.

At the core is the idea of ​​saving the commission. But dealing with property matters turns out to be agonizing. Derive a host of benefits by signing up with a genuine, verified property agent who guides you through the process.

1. Fixing The Sale Price

You have no idea what the ongoing market rate is. A professional real estate agent quotes an achievable target for your property. As a seller, you want to get the best price and the right agent never deludes you in this regard. He informs you whether the price you are expecting can be realized in the present market.

2. Assessing Affordability

Good homes are high-priced and the agent shows you the properties once he knows your budget. If you venture on your own, you are illegally to rein in your desires and end up exploring options beyond your capacity. This leads to emotional turbulence and waste of time.

3. Exploring Multiple Mortgage Options

When you search property on your own, you consider what your own bank offers. In case you have a property agent, his resources fetch the best rate. He deals with many banks and gets you a lower interest rate.

4. Not Thinking About The Future

The future is unpredictable but you need to chalk out your plans for the next five years. You should share the goal of buying a house and the property agent advises whenever it is better to buy a small flat or a larger one if you plan to raise a family. A property agent acts as an advisor who saves you from taking an impulsive step.

5. Ignoring Inspection

When the agent is involved, it ensures technical inspection of the unit. He updates you on the physical condition. Sometimes he tells you not to buy in a particular locality because of poor infrastructure or high incidence of crime.

6. Facing Agent From Other Side

Even if you decide to deal with real estate matters on your own, the other party goes with an experienced agent. He is savvy and can identify your weak points. They get the best real estate inputs but you depend on whatever little you know. At the stage of the final negotiation, you find it tough to hold ground.

7. Agents Do Not Show For Sale By Owner Properties

Property agents do not include properties put on sale by owners when they discuss inventory with clients. As there is no incentive, your listing is not included. Those who deal on their own are considered unrealistic and unreasonable. As a result, not having an agent isolates you in the market.

8. Not Your Full-Time Job

Buying or selling a house is a full-time commitment. It is not feasible to rush from the office every time a client shows interest. During the weekend, you have to relax but you can not do that either. Property matters keep you hooked all the time. Save yourself from such hassles by hiring an agent to manage these affairs.

9. Find Flaws In Your Property

Because you have sentimental value, you do not see the defects in the property. But a property agent pinpoints the flaws and requests you to put things right in order to ensure a quick sale. He is an expert on what makes a house sell and points out the required changes in a helpful, informed way.

10. Legal Assistance

There are several aspects involving legal documentation, property record search, and paperwork. The agent knows more than you about the latest laws. He offers advice to ensure you do not get sentenced in any legal battle. When you proceed on your own, you do not assess the legal implications and are likely to overlook important disclosure norms.

If you intend to buy or sell a property, hiring an agent is the primary need to navigate the murky waters of the real estate market.