In commercial real estate agency today you really do need to know what you are doing as an agent and why. You should have a strategic business plan in place to help you move ahead and achieve results. This plan will help you set a clear vision of exactly what you are to achieve and how you can get there.
Many agents at the start of their career think that the agency that they work for will bring in the new business leads and that they are going to be ‘flat out’ dealing with clients and enquiries. Whilst they may be ‘flat out’ busy it will not necessarily be with clients; creating the right relationships for sales and leasing opportunity takes time.
The clients that you can serve will certainly not come to you because of the agency that you work for. The only thing that the agency will give you is some credibility. Beyond that point everything is up to you. Prospecting, networking, inspections, and negotiation are all things that the individual salesperson should undertake and specialise in.
Being successful in the business world begins with having a strategic business and marketing plan. This year, make it your resolution to move your business ahead. A strategic business plan should provide you with a structure to help allocate resources effectively (including investment of money, time and energy), help you track your progress, and be adaptable to changes as necessary over the course of the year. The following four simple tips will help you develop a plan that is functional, realistic and strategic!
1. Review History: If you have an established company, then spend some time analyzing what has worked in the past for your company. If your company is new, examine similar companies to see what successful strategies they have used to make a profit. For example, if you are a health and wellness practitioner, then decide which trends are growing and which ones are becoming less popular.
2. Create Income Goals: Set an income goal by deciding how much money you would like to make from your business this year. Divide that number by 12 to get a monthly income goal. Then, figure out how many clients you need to have per month or how much product you need to sell each month to reach that goal. Be realistic when you set this income goal, chances are you will not be a millionaire as soon as you start out, but do keep in mind that you have to be somewhat aggressive with your goals in order to move your company forward.