Agents Realtors

Developing a daily plan for your Commercial Real Estate activity is an absolute must in order for you to perform at significantly high levels of sales and leasing performance. There is very little doubt that the ability to maximise your time and what you accomplish daily is essential to your consistent listings and sales or leasing performance.

Far too many agents let the day control them; at the end of most days they have achieved nothing of importance.

Let's take a look at 13 specific tips, ideas or strategies that, if applied correctly, could make a big difference in your commercial listings and deals:

Avoid scheduling too many appointments or other activities daily so you can invest more quality time with qualified prospects.
Handle all prospect or customer inquiries or requests immediately, efficiently and expeditiously. Don't "put them off until later." Do it when their requests or questions are fresh on your mind.
Prepare your daily to-do list in the previous afternoon or evening daily for the next day's activities. Use a written diary for the process as it lets you connect with the key issues much more than the computer diary.
Carry an easily accessible list of your top 10-15 prospects so that you can maximise bits of unused time to make contact with them.
Take time to relax, plan, schedule, visualize your success and organise yourself. Don't always be in a hurry!
Do your best to sell and negotiate only by appointment. That will allow you to maximise time with quality prospects, plan your presentation and utilize non-selling time in a more productive, positive way.
Set aside time daily to prospect for new business, promote your commercial service and position you, your organisation and your solutions.
Work to establish a group of clients and customers who will serve as advocates for you and your commercial offerings.
Organise your day so that you are able to group related activities together and be in a position to avoid flurries of unrelated, disjointed activities.
Do your best to ensure that you invest your time only with truly qualified prospects instead of only moderately interested suspects.
Constantly keep your sales goals and objectives in front of you so that you are absolutely, 100% sure that you are maximising your time and activity daily.
Maximise your time with some form of automated prospecting, tracking and contact management system. Bring your sales effort into the 21st century!
Invest some time daily into the ongoing improvement of your sales skills, product knowledge, personal growth and professional development.

Given those 13 tips, let me ask you a very personal question. How organised are you?

Unfortunately, lots of commercial sales people and leasing people mistakenly believe the old adage that says "A cluttered desk is a sign of genius" - or they say things like "I don't have time to get organised, I'm too busy selling." Or how about this one, "Salespeople aren't like other people. We go and make things happen."

None of these statements are true at all. In fact, they are nothing more than excuses for a lack of commitment, or lack of understanding as it relates to the real underpinnings for true commercial property success.

It could be argued that the essential components to managing your time for maximum sales success are the ability to master just three things:

A commitment to do itThe willingness to be held accountable for your own resultsThe competency required to accomplish it

The real truth is that success in anything, including sales, is the willingness to say, "Yes. I want to do that," "Yes. I'm willing to be held answerable for my own results," and "Yes. I'm willing to learn, apply and master the skills required to be successful.

If you can adapt these three concepts to your commercial career and master even some of the 12 tips we have discussed I can guarantee you'll be a lot more productive. Try it. You'll like the results. Remember, time is the great equalizer for all of us. The secret is to learn how to put the equalizer on your side.

If you want more tips and ideas to help your commercial or retail real estate business you can get a free ebook right here at http://www.commercial-realestate-training.com/

John Highman is an expert real estate author, international conference speaker, and coach. He helps Real Estate Agents and Realtors around the World to improve their market share, negotiation skills, listings, and commissions.

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