Commercial Agents – The Importance of Prospecting and Cold Calling to Your Business Today

It really does not matter how successful you have been this year in commercial real estate sales and leasing. You still need listings for the future and prospecting is part of that process.

Many agents or salespeople tend to neglect the prospecting process when they get busy. This is counterproductive and frustrates the pipeline of opportunity for your business. In most real estate markets, there is a time lag of about 90 days between prospecting and lifting your conversions to listings. This says that the prospecting of today will turn into opportunity in about three or four months.

Prospecting is therefore one of the most important things you do each and every day. It needs to feature in your diary as a priority one activity. Prospecting will give you a number of outcomes such as the following:

  1. It will get your face and identity into the local business community so that you can be the agent of choice to help them when sales or leasing issues arise. Commercial real estate is built around networking and contacts. Your database is critical to your future sales opportunity and listing conversions.
  2. The people that you talk to in most cases will not need property assistance today, however they will be needing something in the future. You will need of constant contact process to build the right connections with these people. It pays to talk to them every 90 days as part of an ongoing networking and prospecting process. Remarkably you find that many salespeople fail in this regard. This becomes a significant source of opportunity if you build the correct personal system of contact.
  3. Many properties are sold off market. When you know enough people and keep a register of contact in your database, it is easy for you to introduce new and fresh properties directly to the right people at the right time. You can achieve a sale even before the property is advertised and other agents hear of it.
  4. Use the signboards placed on properties by competing agents as reasons to talk to the neighbouring properties. This has proven to be a serious source of opportunity. Most neighbouring properties prefer to choose an agent in competition, and the catalyst of the sale next door tends to motivate the neighbours to sale.
  5. Most of the business owners in the local area know more about the street they are located in than you do. On that basis you can tap into the observations and knowledge that they have of the local area. Asking questions will open the doors to important information that could be a sale or lease opportunity.

If you really want a good future in the property business, do not waste time on any working day. Start prospecting and make it a passionate part of your business process.

Commercial Agents – How to Negotiate Leases in Commercial Property Today

When it comes to commercial property leasing and performance, the lease that you negotiate is really a key part of the process. Lease negotiation today can be protracted and lengthy. The landlord and or the property manager need to be aware of lease negotiation practices that apply to their property type and local area, and have a system to implement when they are leasing vacant premises.

At the outset, it should be said that a good property solicitor is highly valuable to the lease negotiation process. The commercial real estate agent is really only there to negotiate the lease and is not a lease preparation specialist. The agent brings the parties together through a comprehensive marketing campaign targeted to the right type of tenants. That is why they are paid the commission. The solicitor should then take over the lease documentation process to ensure that a correct and comprehensive lease document is created for the particular occupancy situation.

There are many types of landlords out there owning diverse and different properties. Regrettably the smaller property investors commonly tend to cut corners in legal costs or seek low cost lease documentation. The end result is a lease document that generically relates to the property.

It is best to get a solicitor involved in each and every lease document after the agent has negotiated the basic elements of the lease. A heads of agreement is appropriate for this process and that agreement can then be given to the solicitor to structure final documentation in legal form.

Here are some other main elements to consider in negotiating leases in commercial or retail property:

  1. Form a decision as to how long the premises should be leased in the initial term. This term should comply with the changes to the property that the landlord requires including any refurbishment strategies or relocation situations.
  2. Many landlords do not like options for a further term being given to tenants. Whilst you have to comply with property legislation relating to leasing, the issue of options really does need to be considered before the tenant asks for such. Options should only occur if the landlord can comfortably allow the tenant to remain in occupancy in the location. Due regard should also be given to the other adjacent tenants in occupancy and their needs for expansion.
  3. The type and amount of rental to be asked for should be clearly set before the marketing of any vacant tenancy occurs. Whilst it is permissible for a landlord to negotiate rental downwards, it is important that the asking rental is comparable to market rental; otherwise you won’t get any enquiry from the marketing of a vacancy.
  4. Understand the outgoings for the premises and how you are going to recover those costs for the landlord. The decision here will have impact on the net and gross rents that you may select.
  5. Prepare the premises for inspection and presentation. Whilst many landlords prefer to not spend any money until tenants are found, this process can be counterproductive and dissuade tenants from entering into negotiation for the vacancy. Essentially a vacant tenancy needs to look its best before tenants are taken through for the inspection. To achieve this you may need to paint the premises, reinstate the ceiling tiles, and replace the floor coverings.

The negotiation of a commercial or retail property lease is a planned process. By taking these and other steps early you can reduce the number of problems that you have in the lease negotiation process.

Cold Calling – Why So Many Commercial Agents Hate the Process

Lots of commercial property agents and other salespeople will tell you that cold calling doesn’t work or that they have tried it and it didn’t work for them. The fact is that all of those negative people are really not much good at the process, so they have decided to do something else to build their market share. They have taken the easy way out. So why listen to them?

The facts of the cold calling process are that it really works if you put in the effort every day and that you seek to improve your skills. There is really no point in even trying this special prospecting process unless you are prepared to keep it going and improve personally as you do. Success awaits those that have the discipline.

So the calling for new business process is really hard for some agents and salespeople because of the following:

  1. It takes too much time out of their day and that upsets everything else that they think that they have to do.
  2. They have to get really organised to find the right people to call each and every business day. This is hard for some to get sorted and solved.
  3. Many salespeople do not know what to say in the call and give the impression to the other person on the end of the line that they really hate the process.
  4. Some salespeople lack a good database to record their efforts, or even worse, they fail to track their results in a database.
  5. They have not defined exactly who or what type of prospect they should be calling. They simply make too many calls and many of them are to the wrong people.
  6. They fail to track their numbers in making the calls so they really have no idea when they are improving.
  7. Many salespeople do not like the rejection process that comes with 80% of the calls that you make.
  8. When the business gets busier, some salespeople simply drop the call contact process and go back to the ‘order taking’ system.

So you have a choice here; you can either take the ‘easy road’ with only a few new calls each day to new people, or you can drive your business ahead by finding lots of the right people to talk to and making a habit of doing it each and every day regardless of other pressures and issues.

The people that cold call prospect each day in commercial real estate really do drive faster business growth for themselves in commercial real estate. Expect the process to be hard, but your consistent effort will get you through. The process of consistency takes about 3 months and then you will know that you are doing the right thing and in the right way.

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