Selling and leasing commercial investment property can be done in two different ways from an individual point of view. The method you choose will greatly affect the long-term results you get and your ability to create the success you need.
In simple terms, you can do any of the following in your commercial real estate career:
- Prospect, list, sell and rent commercial property so you can earn more income and be more successful, or
- He can provide an exceptional level of specialized knowledge and services to those who need to sell, lease, purchase or develop commercial property. You sell from an inner core or purpose to really help your customers.
As the great Jim Rohn said, ‘Your career and your work should be focused on how much value enhancement you can bring to the customer. When you bring more personal value, the business and your success will continue. What I meant here was that your ability to provide the prospect with exceptional skills and unique knowledge will make you that much more relevant and therefore successful.
I could not agree more. In the commercial property industry, most salespeople only serve the customer with little specialty or excellence. While they think they are doing a great job, the reality is that they are not much better than the agent or broker going forward. The generality generates poor performance.
When they don’t have anything special to offer, the client will generally base their choice of agent on those with lower commissions or no or lower advertising costs; Totally the wrong choice and for all the wrong reasons. The end result is a poorly advertised property with little or no focus on bottom line, success and target market, time on market, or best price or rent. Customers deserve better and you deserve better.
When you do your work with a deliberate and more personal focus or purpose of helping the customer with their property problem, the market sees it, the customer sees it, and you stand at a much higher level of excellence than your competitors. You will soon be known as the best in the industry and will be respected by your competitors due to your high levels of listing, trading, closing and conversion success. That should be your ultimate goal. On that basis, you need to change your focus and improve your skills. Make sure you have “greater personal value” for your customers.
On that basis, I ask you now to consider the question: ‘What can you do for me that you can’t with other agents?’ Can I really see and feel that this point of difference you claim to have really exists? Is it relevant to me? Does it make you important to me?
This whole concept needs careful consideration if you want great success in the real estate industry as a real estate broker or agent. You must make your mark in your area as the agent of choice. So how are you going to do that? In two simple words, specialize and practice.
The agent or broker who is the ‘specialist’ brings much more value to the client with property knowledge, negotiation skills, database control, document preparation, targeted marketing, presentation skills and personal drive to achieve a great result. at the best price or rent. . If any of these are a weakness for you, then you have a target to practice on. Make yourself of greater ‘value’ to the customer and the results will follow. Good luck and may success be with you this year!
