Commercial Agents – Maintain Your Exclusive Listings for Better Results

When you work in commercial real estate sales or leasing, there is a lot of difference between listing a property and working your listing. Far too many real estate agents fail to recognise the process of working a real estate listing and how they can be bringing it to successful finality.

Your clients would be quite concerned if they knew that they were only achieving random focus and action from the agency marketing their property.

If you work your listing well, you will create reasonable enquiry from the local property market. This can be done in and around any economic circumstances and conditions. The quality of your database will be the factor that underpins your progress in the industry. Every quality listing will give you leads and opportunities that can be entered into your database. Keeping in constant contact with the qualified prospects is a factor of database dynamics.

When you list a property, there is a real difference between open listings and exclusive listings. Essentially you should be encouraging and taking the majority of exclusive listings. Open listings fail to give you a quality market share. Certainly a few of these open listings will sell or lease, however you have no real control over the client or the marketing of the property. Open listings are simply a factor of luck.

So let’s go back to the exclusive listing process and the focus that you can adopt. Here are some ideas to implement in your listing and marketing process.

  1. Take a look around the local area to understand the numbers of competition properties you are up against. Inspect those properties and identify their prices and marketing processes.
  2. The prices and rentals that have been achieved in local property transactions over the last two years should be tracked. In that way you can prove your pricing process and method of sale. It is very difficult for the client to overlook true market evidence.
  3. Take plenty of photographs to take with you on a laptop computer. You never know when you can show a property to a prospective buyer or tenant.
  4. Choose the right method of sale for the local area. Make sure that buyers would respond to that method of sale. If are you are using timed sale methods such as auction, or expressions of interest, or tenders, allow sufficient time to encourage enquiry from the target market.
  5. Develop an inspection strategy for each and every property. Talk to the client about that strategy and how you intend to sell the features of the property to prospective buyers. An inspection strategy involves the route that you will take in and around the building improvements.
  6. The marketing process in and for an exclusive listing should be dedicated and direct. Constant feedback to the client from each and every stage of marketing will be essential. As part of that process you should adjust and resolve any challenges or problems that you come across. The early stages of your marketing plan must create enquiry, otherwise you are losing time and wasting money. The critical period of marketing will usually be the first two or three weeks of advertising and promotion.

Exclusive listings are your road to success and market domination as a real estate agent. Experience and time will allow you to sell your services around exclusive listings; practice your sales pitch and presentation process to help in this regard. Any client that chooses not to market their property in this way has not completely committed to you as the agent of choice in resolving their property problem. That in itself is a worry and you may see the listing disappear when you least expect it.

Commercial Agents – Keys to Dominating Market Share and Sales Territory

As a commercial or retail property agent today, you have to dominate your local property market. The levels of enquiries and the types of enquiries coming from each and every listing need to be optimised. Any genuine enquiry should be converted clearly and effectively into the correct property.

So why is all this pressure applying today? The simple fact of the matter is that there are fewer enquiries around for every property that you take to market. The buyers of commercial property are still frustrated by the availability of finance. Any genuine enquiry you receive should be qualified and then converted as quickly as possible into the correct listing.

This also says that any overpriced listings are generally a waste of time unless the owner of the property is somewhat flexible to a price reduction down to the levels of current market activity. It should also be said that any price reduction should occur quickly at the commencement of the campaign as most enquiries only come in within the first three or four weeks of marketing commencement. After that time the property progressively becomes less interesting and attractive to the existing buyers.

So the marketing of commercial property today is more important than ever before. The experienced commercial agent has a high value in that process.

For the agent to dominate the commercial property market today, there are some rules to be followed and implemented. Here are some other main ones:

  1. Every listed property should have a signboard placed on it. Perception of market share is highly important in your local area. The more signboards you can have in your area, the better for your agency in market perception. Signboards still generate a lot of enquiry and have real impact in your local area.
  2. Quality marketing campaigns are the rule and not the exception today. Every exclusively listed property should be taken to the market through a comprehensive and selectively targeted process. This would normally involve the Internet, local businesses, local Property Investors, newspaper advertising, e-mail marketing, and direct contact or direct calls. This type of marketing campaign takes a serious amount of effort. On that basis, the campaign should only apply to exclusive listings over which you have full control for a reasonable amount of time.
  3. A vendor paid marketing campaign is essential. Every exclusive listing should have some form of vendor marketing. To assist you in selling this process to the client, you can have three marketing alternatives for the client to consider. Invariably most clients choose the middle level cost and recommendation.
  4. Keeping in contact with all the business owners locally is just so important today. Business owners and proprietors are the backbone of commercial property activity. Knowing their intentions to move, sell, buy, or rent are some critical parts of your market intelligence gathering.
  5. Identifying, locating, and contacting the owners of quality property in the local area will always be important. This process can take time given that the ownership identity and structure for a property is sometimes conveniently hidden inside a Property Trust or a Company ownership. Nevertheless, you still need to be implementing a process of contact with all the local property owners and investors.

The best agents know their market and constantly tap into it in a variety of ways and then record their findings. The agent with the largest database that is accurately maintained and up to date is usually the agent doing the deals today. They are the agent of choice. Is that you?

Commercial Agents – Top 7 Tips for a Commercial or Retail Lease Analysis Today

When it comes to working as a commercial property agent, you frequently have to read leases to understand what is going on in the property with the tenant and or the landlord. Lease interpretation and analysis will generally occur at the time of property handover in property management, preparation for a sale, or preparation for a lease.

When you are involved with a larger property with a number of tenants in the tenancy mix, the analysis of the lease or leases gets more complicated. It pays to have some form of checklist to help you analyse tenancy and lease situations. You need to know the particular factors of each or lease that have impact on the compliance of the tenant and the landlord to the current occupancy. Dates and actions will be clearly defined in the lease document.

Why is it important?

The lease between a tenant and landlord will have significant impact on property usage, pricing strategies, and lease compliance. Top agents are quite familiar with reviewing and interpreting lease documentation prior to doing a sales pitch or presentation. The process would also be undertaken prior to any actions or decisions on the property.

Here are some tips to help you focus on the key points within the property lease documentation. These tips will get you to the key factors within the lease documents quickly. At a later stage you can go back through the leases to review them in greater detail and before any final decisions are made in the management, lease, or sale.

  1. Names of the parties and addresses for contact should comply with the facts as you currently know them, and the tenant in occupation. Look for any supplementary agreements such as deeds of assignment, or arrangements of sub leasing.
  2. The description of the premises should comply with current plans and drawings of the property. The tenant in occupation and the physical premises should all cross reference correctly to the occupation and the boundaries of the property.
  3. The permitted use of the premises will be detailed in the lease. Specifically that is the use that the premises can be put to by the tenant. The current use of the premises should comply with the permitted use as detailed in the lease.
  4. Term of lease will usually be a number of years. Make sure that the lease is not close to the expiry date; if it is, you will need to take immediate action on a future lease strategy.
  5. Rent review provisions and options for renewal all involve critical dates and particular actions. Ensure that the dates have been correctly implemented by both parties to the lease. Get copies of documentation and letters to signify any agreement between the parties.
  6. Rent and other lease charges to be paid should be understood. The rental may be one of a number of charges to be paid by the tenant. Look for the differences between gross and net rental, together with the outgoings to be paid by the tenant.
  7. Clauses and conditions relative to the landlord and tenant will apply in all leases. Some of those clauses and conditions are time critical and will require specific action by certain dates. In a property with a number of leases, you should expect that each lease will be unique and different to any other. That is why you really do need to read each lease comprehensively. Look for the differences and identify the critical dates.

These simple seven points will get you to the key factors of the leases quickly. At a later stage you should go through the leases comprehensively to pick out any other concerns or factors that can have impact on occupancy.

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