Commercial Agents – 5 Ways to Find More Tenants Today

In this commercial property market, tenants are selective in the properties that they want to move to for a new lease. In most cases, the tenants will look at a number of premises and compare a number of rentals before they make a final decision.

This means that tenants could be talking to a number of agents at the same time. You need to be aware of the problem and adjust your inspection processes accordingly. Any information you get from a tenant may be a manipulation of the facts and not really tell you the other properties that they are looking at.

When it comes to processing tenant enquiry today, you may only have one opportunity to present the property and negotiate on the rental. Landlords should therefore provide a very attractive lease and rental package at the outset of negotiations.

The abundance of new or vacant premises creates a broad selection for the tenant to choose from. Competition therefore becomes a factor of leasing premises today and both landlords and commercial agents need to adjust the marketing processes accordingly.

To attract more enquiries to vacant premises, some of the following strategies will assist:

  1. Always put a quality signboard on the property as soon as possible. It is quite likely that the successful enquiry will come from the local area and businesses nearby. These businesses know the area and it is very simple for them to relocate if they need alternative locations from which to operate their business.
  2. Create a brochure for the vacant premises and personally take the brochure to all the surrounding businesses within 500 metre radius. Talk to the business owners regards their existing lease and property location. This process alone will give you a lot of opportunity and feedback for your database. Over time this can be turned into more successful transactions.
  3. Listing of vacant premises on the Internet is quite important. Many potential tenants will surf the net to find suitable premises to inspect. The design of the Internet adverts should feature simplicity and include a dot format. The property message needs to be simple and eye catching. You can use keywords from the search engines to optimise the exposure of the individual advert to search engine enquiry.
  4. A successful leasing agent is one that knows the local area comprehensively. As part of that process, they will know the movements of all the local businesses and the lease expiry dates. They will also know the landlords that own the most desirable property locations. Ask questions and talk to a lot of people that have a vested interest or position with commercial property.
  5. Always put your enquiry into a database and keep the contact process moving with all qualified enquiries. It may take some months to find the right premises for some of your qualified tenants; however the process really works when you dedicate the time and the consistency to prospecting.

When these rules are followed, you can tap into a lot of market activity and facts. The successful leasing agent is one that matches leasing needs to properties; it is that simple. Focus your efforts on the process and the business will come.

Commercial Agents – Tips for Advertising Commercial Property on the Internet

When it comes to advertising your commercial property listing on the Internet, the strategy you adopt is really important given that many other properties will be similarly listed in the same general location or suburb. In other words each listed property has to be individually optimised for the internet advertising process. If you want enquiry from your marketing efforts on the internet, then you have no choice.

The Internet is one of the most convenient and effective ways to advertise commercial and retail property today. It is cost effective and conveniently accessed by the people looking to buy or lease property. Just about every property that is available for sale or lease will be placed on the Internet, so you have some competition to handle and position against.

In any given suburbs and for any property type you are likely to have 50 or more properties competing against you as the salesperson or property owner promoting the property; sometimes (and in the case of CBD or capital city property) this number is even more difficult.

The numbers can be stacked against you as the marketer of property. This is where the expertise and experience of the commercial agent becomes crucial to the marketing and promotion process.

Today you can simply not advertise the property and hope that the results will come in the door or a cross the telephone. You need to think about the Internet Marketing process as it applies to the particular property listing and then you need to apply particular processes and strategies.

Here are some ideas to help you:

  • List your property on industry based websites that are well accepted and proven promoters of commercial property. Get some statistics from each of the website portals to understand their positioning and results on the search engines.
  • Design the adverts for the property around the relevant features, improvements, and location. To achieve this, you really do need to understand the target market that will be attracted to the property. The advertising needs to be appointed to the target market in a way in which interest can be optimised.
  • Use keywords within the property advertisement that are used currently in accessing properties through the search engines. You can do a keyword search with most of the search engines to understand the types of enquiries that are being made currently.
  • You can pay for priority placement in some of the search engines and commercial property website portals. This comes at a premium but is very relevant for quality properties.
  • Send out emails to your database and prospects, with links to the particular property advert on the internet. There are some good software packages available that do this very well. Track the opens and the hits on the email.
  • Break the advert down into simple form and presentation. Dot points that feature the attractive aspects of the property should be used in preference to the long and drawn-out sentences that we have seen in the past.
  • They say a picture is worth 1000 words. When it comes to property advertising, the observation is relevant and a real. As part of your marketing campaign, get some professionally prepared photographs of the property taken at the best times of day. One or two photographs should appear at the top of your advertising.
  • Develop a caption to place consistently across all the advertising material. The caption should be relevant to the target market and attract interest.
  • Make it easy for people to contact you to make further enquiries. It is questionable whether the address of the property should be placed on the advertisement. This can sometimes lead to lost enquiry not reaching the agency. In simple terms you want people to ring you. When they make contact, you can optimise the enquiry and qualify the inspection.
  • The method of marketing and advertising on the Internet should be optimised for the first three or four weeks of the advertising campaign. It is a proven fact that most enquiry with most property types come to you during this period. It is also a known fact that most people tend to review properties listed on the Internet between the days of Wednesday and Saturday in each week. If you track your website hits, you will likely see that this is a proven fact.
  • Every property listed on the Internet should have the page hits tracked from the start of the campaign. In this way you will know how a particular property is comparing to others that you have listed. If you cannot see reasonable improvement in Internet hits from the start of the campaign, then you should review the advertising for different wordage and placement.

As a permanent and long-term strategy for your personal Internet profile, it is best that you write industry based articles about your property type specialty and location, and then place them on a personal blog. Providing you adopt this strategy regularly, you will find that the personal profile of your name and property specialty will improve. This will have benefits across all the search engines and potentially lift the levels of enquiry you get from the Internet.

Commercial Agents – Market Intelligence Tips to Win New Business

The commercial property market today is changing frequently. Prices and rentals are shifting based on the supply and demand for commercial and retail premises. Whilst every city and town may have different pressures, it is essential to understand and track trends of the property market.

A commercial real estate agent can provide an exceptional service in property markets like this. They have the information from recent enquiry, and they can analyse the trends so that any property that is taken to the market for lease or for sale can be directed at the right target opportunity.

So the tracking of property trends becomes a point of difference in the agency marketing itself to property owners and landlords. Comprehensively understanding the following issues will help any agency attract new business. Here are some ideas to help with that:

Understand the supply and demand for property locally. As part of that process, you should identify where any new property developments are likely to be built and when they will occur. Keep in touch with the local building approvals office on a regular basis to identify this activity.

  • The zoning of property locally will offer opportunities of development and redevelopment. Understand where the changes to zoning will next occur. It is wise to carry a copy of the local development plan with you or within your computer for quick and easy access.
  • There is usually a lot of difference between the asking prices for properties vs. the achieved final prices or rentals. Having access to the final prices is really quite important when it comes to monitoring market trends. Given that commercial and retail property is rather specialized, the sharing of this information between agencies and Property Valuer’s is quite common.
  • In most locations, the amount of enquiry coming off of each advertisement or Internet listing is limited; you may have only a few genuine enquiries from each property marketing campaign. On that basis you need to track the sources of enquiry so you can optimise the marketing campaigns for each particular property as part of the listing process. Any old enquiry on a property that has now been sold or leased, can now be reactivated through networking and contact.
  • Even in today’s property market we still find that the majority of enquiry comes from local property investors and business proprietors. On this basis, it pays to target market every property comprehensively into the local area using direct mail, direct flyers, and a well-designed signboard. Each single listing has to be taken into the local market on a personalised basis. This is why the salespeople that know the local area are of high value to the clients that come to the agency.

So the key advantage that the local agency brings to the clients that they act for is centred on local property knowledge. Comprehensively understanding the local area and tapping into the opportunity that it presents will help you win new business and become the real estate agency of choice.

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