Commercial Agents – Gain Time Using Personal Assistants

In a commercial real estate agency, your time is a critical part of your day. How you use your time will impact your listings and commissions. If you waste your time you lose money.

There are limits to what you can do as an individual salesperson. If you are fortunate to be able to attract good listings, you will still have limits on what you can do individually. You will need a personal assistant (PA). Over time a good PA can do a lot for you in backup and momentum.

Let’s look at the facts:

  • A good agent can only handle about 15 to 20 exclusive listings without stretching the limits of performance and client service.
  • Your clients are going to require ongoing contact every couple of days.
  • Your exclusive listings need to be marketed in different ways to the prospects that are coming in to the agency.
  • Your telephone prospecting should be bringing in the leads and requests for information and property inspections.
  • Every day you should be inspecting properties with qualified prospects.
  • Your database should be kept up to date personally
  • Deals need to be negotiated and documented.
  • You will be on the look out for more buyers and tenants

So how much spare time do you have? ‘Not much’ is the typical answer that I hear.

In saying all of this, one thing should be noted. Good salespeople are not good when it comes to staying on task and being organised. Under pressure things get missed or delayed. The end result is a missed opportunity or an unhappy client. So I go back to the point that a top agent should be supported by a good Personal Assistant.

Here are some things for the PA to do for you:

  1. Prepare draft advertising for approval of clients
  2. Constructing the campaigns for all your exclusive listings
  3. Lodging all listing marketing with the selected media
  4. Tracking responses from marketing campaigns
  5. Doing a signboard and internet count weekly of properties listed for sale or lease in your local area
  6. Tracking time on market with your competitors listings
  7. Preparing information packets to be sent out to qualified buyers and tenants
  8. Getting your newsletters ready for weekly despatch
  9. Doing your outbound direct mail
  10. Keeping your database under control and updated
  11. Checking your emails for ordinary issues that they can attend to for you

So how can you take the ‘quantum leap’ forward with a personal assistant? It all comes down to cost.

As you build your market and commissions, you can create a ‘financial buffer’ where you can employ a full or part time PA. The alternative up until that time is to use an online ‘virtual assistant’ to get some traction on the mundane things that just have to be done by someone. A ‘virtual assistant’ is a controllable cost and doesn’t need to be a large overhead for you.

Take a serious look at your workload now and see the best ways to free up your valuable time.

Defining the Role of a Business Development Manager!

Business development managers play a critical role in expansion and growth of organizations and hence there is a high demand for experienced and skilled professionals who can help the businesses in achieving greater heights.

The Growing Demand

In the present economic scenario, almost all major brands are scanning strategic locations with respect to their major expansion plans. It is indeed an action oriented role, for eager beavers who have the ability to track business leads, comprehend the products and services and develop an efficient process for ramping up the sales.

Business development skills have been a prominent requirement in job advertisements across several occupations. The typical industries where business development managers find work are insurance agencies and brokerages, commercial banking, accounting firms and many more.

The Job Functions of a Business Development Manager

Out of the array of job responsibilities, their primary job duty is to generate and follow up business leads, bring in more clients and other business proposals.

Besides, business development manager, is required to build partnerships and business relationships with other companies, vendors, and so on to add weight to the products and services. Another important duty of business development managers is to seek out new clients and keep tabs on the existing clients and their requirements.

They also work in collaboration with the product managers and marketing team in the development and implementation of the strategies, plans and business models. The job roles of these professionals may vary from company to company. Like for example, they may be required to formulate financial predictions for expansion and growth of the company.

What Do Employers Seek In Job Applicants?

Like any other job profiles, this profile too needs an array of skills-set and some specific personality traits to land in a job. In-depth industry knowledge, networking skills, marketing, sales, enthusiasm, ability to achieve sales targets, communication and presentation skills, researching and prospecting abilities, decent understanding of business models, customer orientation and multitasking skills.

Benefits and Bonuses

The complete package of benefits, generally provided in this position are listed below, take a look-

· Paid sick leave

· Relocation reimbursements

· Life insurance

· Paid vacation

· Private medical insurance

A Well Paying Job!

The salary depends on the factors like industry, company size, location, years of experience and academic credentials. As per the payscale site, the average salary package of business development manager is Rs. 5,82,211 per year. The top skills associated with such jobs are account management, sales, negotiation and business strategy.

Commercial Agents – Marketing Presentation Kit Ideas and Tips

When it comes to selling and leasing commercial or retail property, the marketing presentation kit that you use has to be optimised for your area and your property type. The marketing kit something that travels with you each and every day as you meet with clients and prospects in a variety of situations. This then suggests that the kit itself should be very useful and relevant to help you close on any listings or marketing strategies.

You never really know when the opportunity will arise to present and pitch for a listing. If you sell, lease, and manage commercial property the kit will need to be suitably versatile. If you work on Office Property, Industrial Property, and Retail Property, then the kit will also be comprehensively adjusted to suit these property types.

In your marketing presentation kit, you should have a selection of the following:

  1. Provide samples of advertisements that have been used on the other properties of various types. These should be local properties of a quality nature. When the client sees samples of good advertising with other quality properties they are likely to accept your marketing strategy and recommendation.
  2. Give details of the diversity and depth of your database. The database is a significant opportunity in the listing process providing you explain its relevance to the client. The client is unlikely to discard your agency from the presentation process if you can comprehensively connect them to the relevance of your database in providing the appropriate seller or buyer for the property.
  3. It pays to have a two phase strategy when it comes to marketing campaigns. Given that most of the marketing is focused on the first three or four weeks of the agency, this is what we call the primary marketing time. At least half of your marketing effort should be directed into that primary window of time. Most of the enquiry will typically come to you during this period. The balance of your advertising money and campaign can be directed across the remaining agency period which is the secondary promotion time. Throughout the campaign you should be tracking the results of advertising in the different types of media used. If something appears to be working well then it needs to be encouraged. If another segment of advertising or marketing is not getting any enquiry, then there is a need to adjust your campaign. There is no point in wasting time or money when it comes to marketing property. The vendor is seeking enquiry results and that is what you should be creating.
  4. Email marketing of commercial property through the database is a very effective strategy to attract enquiry. It is low cost and also easily undertaken. Show the clients some samples of email marketing and how they can tap into this opportunity.
  5. The signboard on a property is still one of the most effective tools of promotion. It is relatively cheap, and is usually seen by all the local property owners and business proprietors. Given that most enquiries come from the local area, the signboard is fundamentally important to creating enquiry. Show the client some differences between specially designed signage verses generic signage. Make your recommendations accordingly.
  6. Subject to the property type and the chosen method of sale or lease, you can show the client three levels of campaign as they can apply to a particular property. For example that can be the gold package, the silver package, or the bronze package. You may like to call them something different but the inference is that different levels of advertising commitment are available depending on the appropriate levels of vendor paid marketing. When you use this strategy, the client tends to select the middle package as a suitable solution.

As mentioned earlier, you may be involved with different property types. Because of this, you should carry within the marketing kit photographs of quality properties within the category of property. The client will generally only relate to their particular property type and the location.

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