Commercial Real Estate Basic Broker Program
Commercial Real Estate Basic Broker Program
was about the phone recently on one from my clients who’s considering hiring an junior leasing representative to help out on his business (it’s exploding!) and we decided to come up on a task list by duties. Upon its completion I sent it to a few other clients who raved about them. I decided not to keep it an secret and share it with my readers.
1. Set 12 Month Goals – Setting goals are necessary as it sets the stage for what needs to happen over the next 12 months. Having goals makes it easier to take action steps that support your goals. Making choices about what work should and should not be. Make sure your goals is specific, measurable and timed. Develop an 90 day plans on day-by-day actions steps that support your annual goals. Then, make sure you’ve blocked out time each day to complete the tasks. Whenever you follow your plan without cheating success is yours.
2. Manage Your Time – Now that you’ve goals you must manage your time properly in order to be able to complete everything. The 6 keys to effectively managing time is: attitude, goal setting/planning, prioritizing, scheduling, managing interruptions, and delegation. Whenever you’ve an firm grip on this 6 strategies and you is blocking time as necessary activities, delegating what you do not do well or can pay someone else to do and managing interruptions all while remembering to plan each day – your money will soar. Guaranteed.
3. Be Organized – is you organized? Do you know wherever everything are? Do you’ve files set up wherever all from your paperwork is kept? Folders in your desktop? Do you know what needs to happen everyday with giving it too much thought? Whoever tells you in spite of the mess on their desk they know where everything is – don’t believe it? IT IS IMPOSSIBLE! Don’t fall into this trap – take the times needed to get and stay organized once and for all. In order to stay organized, new habits need to be created – start today.
4. Coldcall – as very much like I write on other (and possibly better) methods, nothing replaces old-fashioned cold calling. Have a script ready before making any calls, tweak as them as needed. Choose an Specific number by calls to make each day and stick to them. Begin on between 5-10, make it an habit. Refer to various sources for gathering names to call: in-house directories, subscription directories, online explores, CoStar, Loopnet, even your own personal database. Knock on doors; knock on all door within the competing area from your property. Leave a brochure and business card. Be friendly and professional. Add each name to your personal database and keep track from whom you have called, when you’ve called and the result.
5. Develop an Tickler System – The only way to keep track by what needs to happen and as is to have an tickler system set up. An tickler system are a system that keeps track by what follow up are required and when. You can keep this information electronically or manually – just know what to do, who to call, and when!
6. Have Meetings – I’ve a client who’s fond by telling me his number one goal are to get meetings. He knows that whenever he’s able to have a face-to-face meeting with prospects he has a high probability of at least getting to the next step of turning the prospect into a client. In other words he has a high conversion rate of getting new clients as a result of meetings he has set up. Of course this requires you have a strong lead generation system in place so that you have prospects to set meetings up with. But…that’s another topic.
7. Qualify Your Prospect – This is a key for time management. Prepare a list of 5 basic qualifying questions that will allow you to discern who to work with and who not to. DO NOT MEET WITH UNQUALIFIED PROSPECTS. You will never win with these people today (however, learn to determine who can be a client tomorrow).
8. Drive Markets – Drive each market in your territory and really know it – be an expert. Do not go onto the next market until you have finished the first and so on. And don’t forget that you have to make the follow up calls and obtain any additional informational information you need as a result of driving. Follow up is key in order to have this activity fully pay off!
9. In Person Coldcalling – Knock on doors – every door in your market. Have conversations; leave brochures and business cards (maybe even a PayDay candy bar). Be friendly and professional.
10. Update Comps for your area quarterly – This is a no-brainer. Information is King. Don’t get caught with your pants down by not knowing the information.
11. Marketing/Prospecting – Marketing is everything you do to promote you, your company, your product or your client. Be professional at ALL times – Dress well, carry crisp new business cards, produce materials that you are proud of and have no mistakes. Do what you say you are going to do. – Lead generation – Establish a marketing schedule. Touch each prospect 1 – 2 times per month. It takes hearing or seeing your name 5-9 times before they feel they know you. Remember people buy from those they know, like and trust. – Have at least 3 lead generation activities per week. Keep up with your prospecting even when you are busy. This prevents the up and down cycles many agents experience by having a steady flow of clients. – Marketing Pieces – develop good, strong direct response promotional pieces. Write about 3 FREE REPORTS to hand out.
12. Be Technologically Savvy – Know how to develop an internet site and what should be on one. Know how to send email blasts, facsimile and voice broadcasts. Technology is a info from life today; you must be with top of it (or hire someone who is).
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