Commercial Agents – Tips for Qualifying Prospects Today

When a prospective tenant or buyer of commercial property comes to you as the property agent to ask about listed properties on your books, the qualification process today is really important to the end result.

To qualify a prospect you need to ask the right questions and drill down on the details of the person you are speaking to. Without doing this you can waste a lot of your time and effort.

Here are some key ideas that you can use in the qualification process before you take anyone to a listed property:

  1. Who are they and what are their contact details? Get this information up front before you give out property detail. If the person will not be open and honest with you regards their information, then you should not give out too much information about the property.
  2. How did they find you and get the details of the property? This information will help you understand just what type of enquiry and advertising works in this market today.
  3. You are likely to notice that the majority of property enquiry comes from certain sources and on certain days of the week. This information will help you drill down on optimising your adverts for every listing.
  4. Have they looked at other local property with other agents? Clearly this will have an impact on how you work with their enquiry. Make sure you notify the client of the prospect as a formal introduction before you take them to the property. There is nothing worse than finding later that another agent takes the same people to the owner and negotiates a deal.
  5. What do they need in a property today? Create a short list of factors that they want satisfied in a property purchase or rent. As part of the process, prioritise the list so you really know the things that must be satisfied.
  6. When do they need to find the property? Some areas are impacted by seasonal selling. The buyers of the property may be coming from another location and that move could be impacted by a cut-off date or time.
  7. Why do they want a property in your area? There must be a key reason for the prospect looking around for something to buy or rent. Find out what that is. Work around the point to get the real facts.
  8. Are they investors or are they owner occupiers? This will have impact on the properties that you show them.
  9. What do they know about the local area? They may already have a good idea about price or rent, and therefore any upcoming negotiation could be based on their information of the local area. It pays to know this before you go too far into the inspection and negotiation process.
  10. What improvements do they want in a property and why is that? As part of this process identify the ‘must haves’ that they need before they change property or make a purchase.
  11. If they are a business, what factors do the market and customers play in their property selection and decision?
  12. How many staff do they have in their business and what services and amenities will be needed to accommodate those staff in the selected property?

You can probably add to this list based on your local property market and experiences. One good strategy is to formulate a checklist that you can use in all situations and property types.

Grants for Business Development Start

Understanding the need for grants for business development:

The need for capital is something that every entrepreneur faces at one time or another. Governments around the world have realized the importance of subsidies for industrialization and now in business development are available in all countries. The volume and scope of assistance offered can vary and is generally observed that if the federal government does not include direct subsidies to small companies, many state development agencies do.

The different types of financial aid are designed to help entrepreneurs start or expand a business and to encourage them with egg. There are a number of special resources that provide comprehensive assistance to identify and select the appropriate agency for economic development, online and offline.

The application procedure:

Resources to ensure that the contractor is able to access the funds requested in the best financial resources. Grants for business development is available as a fine array of very attractive loans to start or expand a business. Resources, the resources to take care of the growth of the company access to more capital for the proper functioning of existing machines and get ready to meet the objectives in the long and short term. There are individual grants also available. Grants for business development through a formal application and awarded on an ongoing basis. When the businessman is, he is advised of the receipt of all required documents and the decision is usually made within 30 days.

Grant evaluation:

Grants for business development, assessed on the basis of some predefined criteria. The applications are scanned business financing in depth is required to address the needs and support the use of the number of opportunities for the effective exercise of the Company the amount awarded and the award actually meet the business needs identified. Assessment of business development grants also includes a careful examination of the potential effects of the general fund business growth, especially if it is mentioned in another state or country economic booster.

How are grants for business development sourced?

Grants for business development are primarily federal and state grants broadened as the title suggests, the development of enterprises. Funds may be used by the contractor for any business. Government grants are funded by taxes and subsidies extended through various government programs and agencies. The money available to the government for redistribution through subsidies to companies is enough to cover all business and pursued expansion costs Freshers many in various industries. There are also a variety of federal grants and foundation grants for business development in affluent societies.

Business grants – government gifts to entrepreneurs:

Government business grants for business development to give farmers access to seed and viable way to finance growth, which will become an important requirement to increase the demand for the product or service. The money for scholarships for business development enables business growth, to thrive and flourish. Awarded to, machinery and equipment, restructuring, additional working capital, a large recruitment and training of high level and inventory. Who can? Well, someone already has, or wants to start a legitimate business venture operating grant! The government has offered money to entrepreneurs, regardless of the company. This eliminates the need to tap banks and other lenders.

Recipients of the grants for business development:

Millions of subsidies for business development is extended to women, people with low income and minority entrepreneurs. Funds are also available as a start-up grants to businesses or existing businesses to grow, to ensure the continued success of risk. There are also companies that have prospered by giving subsidies to companies investing in real estate. Grant applications are available from federal, state, local governments and territories and advice.

Commercial Agents – Checklist for Territory Domination

In commercial real estate sales and leasing, you have to know your territory as a salesperson or agent. In particular you should define and then manage your territory activities. When you manage the territory, you can adjust for any pressures and identify any opportunities faster than your competitors. A fast response will always produce better results in listings and commissions.

So the management of your particular territory can only occur when you understand the boundaries that you need to work within. To be realistic, and to drive more business your way, you can divide your territory into primary and secondary zones. The primary area will be that which produces 80% of your business. The secondary area is everything else outside of the primary area.

The primary area of focus should be that which gets the majority of your prospecting efforts, and on that basis has the best chance to give you signboard presence. To achieve the recognition as a top agent in the local area, you will need signboard presence and that dedicated effort.

Ask yourself these questions with regard to the local property market and area you work within.

  1. What are the geographical boundaries and roads that signify the end of your territory? Use a map for this process and place it on the wall within your workspace.
  2. Where are the distinct commercial retail and industrial areas within your territory? What makes these areas attractive or desirable for business activity?
  3. What are the planning regulations and zonings that relate to property occupancy and construction in the local area?
  4. How many properties exist inside your territory that you consider would be potential listings for opportunities in the future?
  5. Within the defined primary area of focus, what property types should you be focusing your marketing efforts on? Typically they will be properties of size, quality, location, and desirability.

These four simple questions will allow you to identify the primary area of opportunity for listings and new commissions. It should also be said that the area should not be overly large given that you are a single salesperson with limited resources.

The area of primary focus should contain approximately 3000 properties and or businesses. Anything beyond that number will be too difficult to personally penetrate and control from the marketing perspective. Getting to your local area on a daily basis to meet business proprietors and inspect properties.

When you have chosen a particular property type to focus on, make sure you have the necessary property knowledge and skills related to the property type. That will involve understanding pricing, rentals, lease strategies, development activities, property investment strategies, refurbishment activities, and portfolio management. Also take time to review the history of local property activity over the last few years.

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