Commercial Real Estate Agents – Passionate Prospecting Really Works

It may be a bit hard to believe but some commercial real estate salespeople really love prospecting. They have a real passion for the process. It directly follows that those salespeople on average create more listings and earn more commission than any other real estate agents.

You could say that there is real a formula here for getting results! It’s not hard to understand, but it can be hard for some salespeople to do.

So how do you create this momentum and passion for the networking and prospecting process? How can you make more cold calls every day? In one simple answer, you really do need to change your thinking about the process. If you have the right internal thinking aligned to your prospecting actions, you will get more results.

New Prospecting Formula

For this reason, if the prospecting process is the new formula for you to build your real estate business and career, start shaping your thinking at the same time as taking the right actions.

As you start to get results, the thinking and ideas strengthen. Soon you can become a top commercial real estate agent. It takes about 4 weeks of prospecting for the process to be accepted as a new habit in your diary.

Your Model?

So let’s look at a typical prospecting model in commercial real estate today. Who do you need to contact? Here is a list:

  • Property owners
  • Property investors
  • Owner occupiers that run businesses
  • Business owners
  • Tenants occupying premises
  • Property Developers
  • Franchise groups
  • Solicitors
  • Accountants

In this simple list of people there is a massive amount of opportunity. There is also a lot of work required to ‘open the doors’ to many people, and some will be harder to contact than others.

This then indicates that you should start a prospecting system that you can stick to each and every working day. Consistency and persistence in prospecting will get you further and faster in your commercial real estate career than any of your competitors.

Start the Challenge of Prospecting

Are you ready for the challenge? Here is a system for prospecting that may be of some help to you today:

  1. Define your territory geographically so you know where to find the people that you should talk to.
  2. Understand the property type that you are focusing on. That will help you with the right market knowledge and information to use in presenting and pitching your services.
  3. Research new people to contact each day. The best time to do that is each night after the evening meal. Create a list of 10 to 20 new people to contact the next day. The local business telephone book is a great place to start.
  4. It takes considerable time to chase down the owners of some properties. On that basis, make it a goal to research the property owners one at a time. On average you should find about 5 new property owners per week to talk to.
  5. The relationships that you create with solicitors and accountants can be very productive. They have clients that need property help from time to time.

Prospecting is not hard; it is just a consistent and continual process. Start the system today and shape your thinking to the actions that you need to take. Over a period of 3 months you can make massive gains in market share and listings using this process.

A Passion For Real Estate

It doesn’t matter if you want to sell real estate or buy real estate, be an agent or appraiser, purchase a townhouse or add on a den, run a huge real estate company or operate out of your tiny one-car garage, or be someone who just likes reading the words “real estate!” You got to do it with passion. House hunting can’t be a lazy thing. House selling certainly not, either. Even if you’re selling a young couple a dirt-cheap fixer-upper. To them, it may be their very first home and the thing that new marriages and happy dreams are made of. To them, that run-down piece-of-junk first house is a palace. And no one lives in a palace without passion!

The father of philosophy, Mr. Aristotle, once remarked, “Whereas the law is passionless, passion must ever sway the heart of man.” And truer words were never spoken about real estate and the real estate market. Most of all: the real estate profession. You don’t find houses to sell. You find potential buyers–people–to sell houses to. Not the house you want to sell to them. But the house they want sold to them! When it’s done this way then everyone is happy. For success doesn’t just breed success. Success should breed happiness. If you’re an unhappy real estate agent then it just very well could be because you’re not making happy buyers. It has nothing to do with finding happy buyers. It’s making buyers happy.

And this brings me back to the word passion, and to what the 18th Century French philosophy Denis Diderot once said. If you don’t remember the now not-to-famous Denis, that’s okay. But try to remember these words: “Only passions, great passions, can elevate the soul to great things.” If you aspire to become a great real estate salesman or find yourself longing to purchase a great house to live in, then be passionate about it.

Forget about the real estate deal you have no passion for. And by all means, don’t buy a home or piece of property you feel passionless about. Or work with someone who is clearly a dispassionate buyer or seller. Even in today’s tough real estate market both seller and buyer can come away feeling happy in their dealing and in the ending deal. You must go in with passion, work it with passion, and be passionate about the business as you are about your personal life.

This is what breeds success and happiness. PASSION! Mr. Aristotle certainly knew it. Over 23 hundred years ago. And if he could sell the whole world on subjects like logic and reason, imagine how things would have gone if he had gotten into real estate. It would have been he who conquered the known world back in 4th Century B.C. Not that passionate-about-drinking-wine partying guy and soldier-boy-turned-general named er…oh yeah, Alexander!

How to Guarantee Success As a Real Estate Agent

As a real estate agent, you know that success equals money. The more successful you are, the more money you make, right? For the most part, yes. A successful real estate agent will have those commission checks rolling in. Sure there are dry spells. Real estate is a cyclical business. But the long-term successful agents realize that by doing what they do best, they can weather any type of economic storm and market downturn.

If you got into the real estate industry to make money, join the club. So did your fellow agents. But is that your single motivation for working as a real estate agent? While money, especially making large amounts of money in those hefty commission checks, is enticing, it shouldn’t be the sole motivator for your business. If it’s all about the money, then that will become crystal clear to your clients and prospects and you will have a hard time developing a lifelong referral business.

So, what’s the secret of the top real estate agents’ success? It’s pretty simple, really. There are two major components to building a successful real estate business.

The first is to have passion for the real estate industry. If you are passionate about real estate it will shine through in everything you do. Your expertise will come naturally because you stay on top of what is happening in your market. You will network with professionals who can help your clients and provide them an all-around excellent experience, from lenders to title companies. You will exude confidence that clients can feel comfortable with.

Lacking passion for the real estate business? It will show. It will show in your lack of knowledge. It will show in your lack of enthusiasm. It will show in every aspect of your dealings with clients and prospects. And in the end, lack of passion will cost you. Because who wants to work with a real estate agent who doesn’t care about his own business?

The second component necessary for a real estate agent’s success is the true desire to help others. You’re working with people who have goals. Goals to buy a home. Goals to sell a home. Goals to build a real estate investment nest egg. Without clients, you can’t make a deal. Without a deal, you can’t close a transaction. Without a closed transaction, you can’t get that lovely commission check.

It boils down to the fact that you have to want to help others achieve those goals. If you don’t care about your clients’ goals, then you don’t really about your clients. And that will lose you clients and certainly not gain you any referrals or additional transactions down the road with the few clients you managed to work with.

Successful agents have their clients come back to them for every real estate transaction. Successful agents get referrals through their client base because of the good word-of-mouth from past clients. Successful agents make each and every client feel like she got the best help possible from a real estate agent who cares.

Real Estate Investing – The Secrets to Success

The concepts of real estate investing are not difficult to learn, but success remains elusive for many real estate investors. Are there any secrets or ways of doing things that successful property investors have in common? Could they make a difference if they were applied to your investing?

Every successful real estate investor has a passion for their investing. Their passion creates a vision of success and drives them to make that vision a reality. Success in any business requires hard work, and real estate investing is no exception. How do you personally define success?

Picture in your mind exactly what life would be like for you as a successful real estate investor. Once you have created a vision of success, then you must develop the active passion to achieve it. Successful real estate investing requires more than a simple desire to do well. Committed action must accompany your desire.

Successful real estate investing requires a positive attitude. When you are just starting out as a real estate investor, most people around you will openly question your actions. You’ll be bombarded with objections and inundated with negative comments. To find your way through this minefield of negativity, it’s essential for you to develop a belief-system of success. You must believe that you can achieve your vision, otherwise you will be ruled by fear.

Every successful property investor is a specialist and an avid learner. Real estate investing in general is very broad, and you can’t be an expert at everything. Focus your efforts in the area of real estate investing that interests you the most. Once you’ve found your niche, learn everything you can about it. Look for every opportunity to discover more about your chosen area of specialization.

Goals are necessary to thrive in the business of real estate investing. If you don’t map out your route to success, then you’ll have no way of knowing which way to turn when faced with a choice. Goals should be specific and time-oriented. They should be written down and phrased in a way that achieving them can be clearly measured.

When a successful real estate investor is presented with an opportunity, he acts on it. You should always be ready to take action. Don’t over-analyze the situation. Don’t let fear of failure gain the upper hand. And above all, don’t wait for success to be delivered to you. In real estate investing, decisiveness is a virtue.

Ask any prosperous property investor about their greatest secret to success and they will probably start to talk about their mentor. Investing in property is not something that you do alone inside a bubble. Networking and leveraging the strengths and knowledge of others will provide a huge boost to achieving your goals. Seek out local groups, join associations and attend seminars. Actively seek someone who has traveled the path before and is willing to share his or her wisdom.

As you can see from these success secrets, most of the barriers to achieving your goals are found in your thought processes and attitudes. Start out by changing your mindset, and watch your fortunes follow.