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.

Commercial Agents – Problems in Expanding Your Commercial Sales and Leasing Team

When it comes to commercial real estate sales and leasing, expansion of the sales team will give you some opportunity as an agency and as an agency principal with commissions and listings. In seeking to expand, you really do need the right people. Here are my thoughts on that.

The commercial real estate industry is quite unique and requires dedicated knowledge and experience. Finding the right people to fit this need is quite a challenge. Make sure that you have a people with the right character and diligence to drive the business forward. Every potential candidate for employment should be scrutinized for business skill and new business generation.

When you choose the wrong people you will typically have one or more of the following problems:

  • Call prospecting will not be successful and is likely to be overlooked. Many salespeople will avoid the prospecting process at each and every opportunity. They expect business to walk in the door. Call prospecting is perhaps the most important part of the business model for the agency and for each salesperson.
  • The conversions of calls to meetings, and meetings to listings or opportunities will be low. It is necessary to track the numbers of calls and meetings on a person by person basis. When successful conversions are not available or are not occurring, it is time to consider whether or not you have the right staff. Spending too much time with the wrong people can be a costly experience.
  • The level of trust established between clients and staff will be low, and not give you the levels of referral business that you need. Referral business is a significant part of commercial real estate agency activity. It will only occur when you have the right people creating the right networking and connections with clients.
  • The database in your business is likely to be neglected when it comes to the actions of average salespeople. Only the top operators usually maintain the database to a significant level of accuracy. The database is the foundation for future opportunity within your business and without it you will find listings and deals will be harder to convert.

When you locate and employ the right people, you will find that the quality of listings will improve and the conversions to successful transactions will lift. It is wise to work on your sales team members individually given that they are unique characters and require individual attention to reach their budgets and to optimize conversion.

It should also be said that some salespeople are variable in their business focus and outcomes throughout the year. Constant attention to KPI’s will track this problem. A successful and good commercial real estate business is built on the back of excellent people that are well-managed and committed to the task of new business generation and customer service. Employ the right people from the start.

Would You Aim for a Business Development Manager’s Role?

The presence of an efficient business development manager is crucial to a business’ existence. It is one of the key roles of this age, that every business seeks to fill in, hiring a strategic planner, who can grow with the company. Those employed as the business development managers look after his/her team’s collective effort, looks for potential clients in the market, defines the target audience, and if needed, even redefines the company’s objectives.

These are top-level executives, who remain I contact with the management. Their ultimate goal is to create new business opportunities and ensure the company’s long- term growth. The term ‘business development’ can be described as an amalgamation of strategic planning, sales and marketing. Those holding more than 5 years of experience in sales can also be considered for this position. Besides, many leading firms consider MBAs to be hired as business development managers. Most commonly, those hailing from sales are seen heading for these career options. However, business development has a lot more than just sales, but the sales professionals are found suitable to fit in these jobs.

Job Description

  • Defining target audience and looking for potential clients
  • Preparing strategies to pitch the products to clients
  • Marking team’s collective efforts and keeping a checking on the lead generation
  • Representing the organization in the corporate events
  • Preparing monthly reports and analyzing the same
  • Providing essential data to the management
  • Taking essential steps for corporate associations
  • Identifying new sales opportunities
  • Working in coordination with other departments such as sales & marketing

Key elements for a business development manager’s role

For every business development manager, the following elements are of great significance.

Business Acumen

A business development manager can explore job opportunities in numerous sectors, including FMCG (Fast Moving Consume Goods), IT (Information Technology), Finance, Manufacturing, Consulting, and others. In any of these sectors, an understanding of the industry and the business is needed for the professional to possess. It will not just help him conveniently take on the role, but will also take the right decisions with an understanding of the business.

Management & Research

He plans as well as manages to take the business the next level. A professional serving as business development manager has to lead the team and direct it to the right path. For this, leadership and management are of great essence. Besides, research too is a major element for these professionals. They need to research well about the market, the prevailing trends, the customer’s requirements, and so on.

Strategic Planning

The business development managers are also involved in planning the campaigns to target the potential clients. They may even look for marketing and sales related data for the same.

Customer Service

Another major element remains the customer service. They need to ensure whether the customer their team is dealing with, is entirely satisfied with the services. They also need to constantly check on a crucial deal that has not been closed.

The Other Essential Details

In the recent years, the need to hire these professionals has been realized by most of the brands. They can explore the job offers from varied sectors as per their preferences and knowledge. However, some of the leading organizations they can aim to work with include Infosys, Deloitte, KPMG, Ernst & Young, Wipro Technologies, Cognizant, and many others. Further, these professionals can expect to earn Rs 578,392 per year in India.

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