1. Have a Personal Relationship with Your Potential Buyers as Well as the Sellers
As most professional salespeople in the UK will tell you, people buy from friends; the same is true in commercial property sales. If you wish to drastically increase the amount of people that buy business property from you then you must become adept at making both the buyer and the seller your friend. Using methods such as this you will be able to find out exactly what they want out of the transaction and you can word your presentations to suit their needs.
2. Do Not Be Afraid to Advertise Commercial Property on Sale in “Unusual” Places
Be bold in your advertising. Do what other commercial real estate agencies are not going to expect, you will be surprised at the many different avenues of advertising that there are in the world. By advertising commercial property listings in unusual places, you will have an advantage over your competition. For instance, there may be certain specialist newspapers and trade magazines in which you can buy cheap advertising space; you will be surprised how this laser-targets your campaign, bringing in customers that are interested in exactly what you have to offer.
3. Make a List of the Features and Benefits of all The Commercial Property for Sale on Your Books
A mistake that many commercial real estate brokers make is simply listing the features of the properties that they have in their portfolio. To do this is to demonstrate a lack of understanding in human psychology, people are not interested in features when the making buying decisions. The main question that you want to answer is “what’s in it for me?”, once you are writing advertising copy that answers this question in a creative way, you will find that you will get a lot more interest.
4. Spy on Your Competition Find Out What Makes Them Successful Realty Agents
In the UK and bill been many agents doing exactly the same job as you, but are generating many more commercial property sales, your job is not simply to stand out from the competition but also to find out what your competition is doing and implement the best practices into your own systems. This information can be gleaned in many ways, one useful method of these to pose as a prospective customer looking to make a realestate purchase and see exactly how you are treated by your competitors. Even if what you find are negative practices, it can nonetheless be a great lesson in what not to do, you can also incorporate some “we will never…” statements onto your corporate literature or subtly into the wording of your listings.
Tags: commercial property