How Should a Commercial Broker Prospect For New Clients

In any sales job you must have a good prospecting model. Commercial real estate sales and leasing is no different. The prospecting model in the commercial real estate industry is however quite special to the type of property you work around and the clients that you deal with. The database that you create has to capture property investment detail such as area, property type, price range, rent levels, special property needs, and location detail. The database you use should be versatile enough to do that.

It’s worth expanding on this prospecting point so that you can construct the prospecting model that works for you. You have to have leads and lots of them to make money in commercial real estate. It’s not really the office that you work for that actually matters, although it will have some minor impact. The real results that you get in the industry come from one activity that you and only you control; it’s called prospecting.

Those people that start up in the industry do not really ‘get it’ for some time. They think that business ‘walks in the door’ of the office. Only a small amount of business will come to you in that way. In fact the more you sit in the office, the less successful you will be. I tell many new people to the industry to spend no more than 2 hours a day in the office, and the rest of your time in your market.

So what should you do ‘in your market’ each day? Here are a few main activities that are obligatory.

  1. Get a map of the streets that contain the property listings that you are interested in. Check out the good properties in the street and note them on the map. Any properties of note should be tracked down as to who owns them.
  2. Walk the streets each day, entering the businesses and asking to speak to the business owner or General Manager. Leave your business card if the right person is not available. Do at least 10 businesses per day. What you are looking to do here is introduce yourself but more particularly find out if the business is a tenant or an owner of the property. This is invaluable market intelligence.
  3. The golden rule of prospecting contact in commercial real estate is for you to make direct contact with the people that are qualified prospects at least every 90 days. This cycle does not stop. You should be doing at least 5 of those every day over a 90 day period. When you do your numbers this indicates that you should be working at least 300 qualified prospects.
  4. Suspects are the other people you contact and they are approached simply to see if they should become prospects in your group of 300.
  5. Send at least 5 letters a day to people that you know own the best properties in your area. Always follow up these letters with a telephone call.
  6. When you have made a sale or a lease in an area, make contact with the nearby owners with a letter telling them of the success. Always follow up those letters with a telephone call.
  7. Meet the tenants or occupiers of any neighboring properties that are adjacent to things that you have listed for sale or for lease.
  8. When a sign board goes up on a property through another agency, make sure you personally canvass the other properties adjacent and near to those listings. Most property owners would rather compete through another real estate agent should they want to also list their property for sale or for lease.
  9. Look for vacant property, as this is always a reason to contact the owner to see if they want to sell or lease the property. A vacancy is usually a landlord ‘pain’ factor that requires relief.
  10. Check out the local planning authority each month to see if any new developments or rezoning applications are going through. The local planning authority is most likely located at the local council and they usually have minutes that are available for public scrutiny.
  11. Work the investment cycle of buy, lease, and sell in your area. Property investors will usually buy a property, hold it for 5 years (on average), lease it during that period, and then position themselves for another purchase or sale. This then says that you can work out the best listing opportunities from the lists of properties in your area that were purchased about 4 to 5 years ago.
  12. Create a great database from your enquiries for other properties. A carefully constructed and executed property sale or leasing campaign will always leave you with many leads for other property opportunities. One good property marketing campaign will leave you with well qualified contacts that you can shape up for future opportunity.
  13. Make lots of calls each day. The telephone has to be your friend so get used to using it. Sure you will make lots of calls to suspects and most of them will say ‘no’ to your offering. The best way to make lots of calls in commercial real estate is simply to use the ‘Yellow Pages’ of businesses in your area. A carefully crafted telephone conversation will identify whether the business is a tenant, a property owner, or a property buyer. All of these categories offer opportunity.
  14. Monitor the ‘time on market’ of other agents listings. Not only will these be a source of listings later for you, but the ‘time on market’ will give you an idea of what is selling or leasing and what is not. Avoid overpriced listings at all costs unless you believe the property owner will bring their price down.
  15. Check out all ‘for sale by owner’ listings. They may not sell or could be a later source of listing for you when the property owner has given up trying to do the job themselves.
  16. Business owners will tell you a lot about the area and the neighboring properties. You just need to ask the questions. Taking to business owners every day will help you build your resources for listing opportunity.
  17. Strengthen relationships through constant 90 day contact with all your prospects. Create lots of qualified prospects through sifting through lists and direct telephone calls to suspects.

You may look at the list and say that it is obvious; surprisingly most commercial real estate people do very little of what is on the list. Why is that? They simply lack the personal focus and do not follow through each and every day. If you follow the rules in commercial real estate, you will become very successful. Commissions will flow toward you and you will be the agent of choice.

The Business Meeting Revisited – Waste of Time or Key Strategic Tool?

Few words bring such strong negative reactions as ‘business meeting’. As companies analyze their meeting times against results they often throw up their hands in disgust and conclude that meetings are a waste of time and of no use. Not so fast. While it is true that not having a meeting may be better than having a bad meeting, it does not follow that the business meeting itself is to blame. No matter how good the idea, if those that execute the plan fail then the project itself fails.

‘It’s a bother, it’s a pain, so little gets done, same old stuff, nothing ever happens, it’s always a bore, it lasts too long, and all we do is sit and listen to one or two people drone on about the company’s woes.’ Whine, whine, whine. Case closed.

And that’s the most difficult part; overcoming apathy and boredom from employees and managers that are jaded after continued exposure to bad meetings. It makes starting a meeting difficult and gaining momentum from that meeting even more difficult. The best place to start is to determine what results you would like to have from the meeting. This will guide you in determining the agenda.

The agenda should be written with a time allotted to each item. Meetings should rarely go over an hour especially if they start on time. Start exactly on time and you will ensure promptness at the next meeting. After each agenda item put the person responsible for reporting or moderating that agenda item so that someone ‘owns’ that agenda item. If you are starting business meetings make it a goal to spread the agenda items out to different meeting participants.

The first agenda item should be something light and not nuts and bolts financial. I like to bring up items such as image and attitude here. The last agenda item should be the next meeting’s time and place.

Don’t overload the agenda with too many items or too many heavy stress items if that is avoidable. If the business meeting becomes too negative it can dampen whatever enthusiasm it generates. Some agenda items can be ‘rolled’ over into the next agenda. Try to vary your agenda items for each meeting to keep the agenda fresh. That also means you should be discussing relevant and current topics.

Plan your agenda to end on an upbeat note. You really want the last impression of the meeting to be a positive one. If the meeting ends on a sour note it will leave a sour taste. If participation is important try to get each person present in the meeting to say something. This may be difficult at large meetings but in smaller groups it creates the impression of being a part of the meeting. Meeting participation can be a goal itself.

Some people tend to speak more than others so don’t let one or two people do all the talking. Especially you. It is best to have a moderator or leader. This person is responsible for opening and closing the meeting as well as making certain the agenda moves along in a timely manner.

It is possible to rotate moderators from meeting to meeting. This depends on the meeting participants, their capabilities and their willingness to participate.

Do not expect too much change too fast. It has been my experience that it might take several months of weekly meetings to reach desired results. And it is best not to create unrealistic expectations up front as they may sabotage your efforts.

It’s OK to disagree and disagreements often make for excellent meetings. As the moderator, it is your job to maintain calm and control. If everyone is yawning a good disagreement might even wake them up. After each meeting do a self-evaluation on how the meeting went. What could have done better? What went right? What did not go as expected?

And stay persistent. It is very hard to change either individual or group behavior and that’s what meetings are mostly about. Some call it behavior modification but perhaps changing the range of behaviors is more appropriate. Some call it training or education. And sometimes it’s art and sometimes it’s science but seldom is it predictable.

Often it doesn’t always work as planned. If you have a bad meeting shrug it off and see how you can improve the next one. Also try to stay in the right frame of mind and perspective so you don’t get frustrated too quickly.

There is no right or wrong way to have a meeting; just ways that make meetings more effective. The best strategy to make your meeting effective is to open it up, do what it takes to get participation and work through a relevant and prioritized agenda. Go with your gut and don’t be afraid of taking small risks to keep momentum. Even if you flop folks will see you are sincere and good things will happen.

The results just might surprise you.

Five Reasons Why Sunny Nelson Is an Ideal Business Meeting Venue

If you’re looking to hold a business meeting or conference with international visitors or people from throughout New Zealand, you may be wondering where to find the right venue. Ideally you will be looking for a place that is accessible, meets your catering, size, and budget requirements, and suits the style of the occasion.

These days, many people are choosing a Nelson business meeting venue for its flexibility, quiet location, and range of function venue options. Nelson is situated at the top of the South Island of New Zealand, which is a great central location for both North and South Island delegates, and is easy to get to for international travellers.

Let’s take a better look at five reasons why the sunshine capital of New Zealand, Nelson, will make an ideal business meeting venue for you.

1. A range of venue sizes for a small meeting or a large function.

Whether you are looking to hold an intimate meeting with just a few important people, or a large seminar or conference for a wider audience, Nelson has a range of business function venues to suit you. Known for its hotels, historical buildings such as Broadgreen Historic House which was originally constructed in 1855, and award winning restaurants like Hopgoods and Boutereys, you can choose a venue to suit your style, budget, and size requirements.

2. Quiet, tranquil locations.

If you are holding a seminar, function or business meeting, you’ll know how important it is to have your audience or colleagues relaxed and focused. Having a comfortable Nelson business meeting venue in a tranquil rural setting means you are away from the hustle and bustle of the city, and you will have everyone’s full attention. If you prefer you could choose to spend time in one of the three national parks in the region – Kahurangi, Nelson Lakes and Abel Tasman.

3. Easily accessible.

If you have people coming to your meeting from all over New Zealand, Nelson is an easily accessible location for everyone. Avoiding the busier airports, your colleagues, guests or audience can simply fly in to Nelson airport from almost anywhere in New Zealand, and travel just a short distance to a nearby conference venue.

4. A choice of modern or historical venues to inspire any occasion.

Nelson is known for its history, but also for its artistic community. Many of the buildings feature beautiful, modern furnishings for a lavish affair, or select a more classic, historical building for serious business meetings.

5. Close to parking, restaurants and amenities.

In Nelson, you don’t have to worry about finding parking, rushing through busy traffic, or driving a long distance. Serviced by the fourth busiest airport in New Zealand, Nelson offers business meeting venues which are very close to the main city centre, hotels, restaurants, and cafes, so your conference or meeting attendees will spend minimal time in transit, and more time engaging with the topic at hand!

A Nelson business meeting venue will make sure your colleagues, clients or audience are well rested, comfortable and giving you their full attention. Have a look around for a venue that meets your specific style, size and budget requirements, and you’re sure to find the perfect fit!

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