How Should a Commercial Broker Prospect For New Clients

In any sales job you must have a good prospecting model. Commercial real estate sales and leasing is no different. The prospecting model in the commercial real estate industry is however quite special to the type of property you work around and the clients that you deal with. The database that you create has to capture property investment detail such as area, property type, price range, rent levels, special property needs, and location detail. The database you use should be versatile enough to do that.

It’s worth expanding on this prospecting point so that you can construct the prospecting model that works for you. You have to have leads and lots of them to make money in commercial real estate. It’s not really the office that you work for that actually matters, although it will have some minor impact. The real results that you get in the industry come from one activity that you and only you control; it’s called prospecting.

Those people that start up in the industry do not really ‘get it’ for some time. They think that business ‘walks in the door’ of the office. Only a small amount of business will come to you in that way. In fact the more you sit in the office, the less successful you will be. I tell many new people to the industry to spend no more than 2 hours a day in the office, and the rest of your time in your market.

So what should you do ‘in your market’ each day? Here are a few main activities that are obligatory.

  1. Get a map of the streets that contain the property listings that you are interested in. Check out the good properties in the street and note them on the map. Any properties of note should be tracked down as to who owns them.
  2. Walk the streets each day, entering the businesses and asking to speak to the business owner or General Manager. Leave your business card if the right person is not available. Do at least 10 businesses per day. What you are looking to do here is introduce yourself but more particularly find out if the business is a tenant or an owner of the property. This is invaluable market intelligence.
  3. The golden rule of prospecting contact in commercial real estate is for you to make direct contact with the people that are qualified prospects at least every 90 days. This cycle does not stop. You should be doing at least 5 of those every day over a 90 day period. When you do your numbers this indicates that you should be working at least 300 qualified prospects.
  4. Suspects are the other people you contact and they are approached simply to see if they should become prospects in your group of 300.
  5. Send at least 5 letters a day to people that you know own the best properties in your area. Always follow up these letters with a telephone call.
  6. When you have made a sale or a lease in an area, make contact with the nearby owners with a letter telling them of the success. Always follow up those letters with a telephone call.
  7. Meet the tenants or occupiers of any neighboring properties that are adjacent to things that you have listed for sale or for lease.
  8. When a sign board goes up on a property through another agency, make sure you personally canvass the other properties adjacent and near to those listings. Most property owners would rather compete through another real estate agent should they want to also list their property for sale or for lease.
  9. Look for vacant property, as this is always a reason to contact the owner to see if they want to sell or lease the property. A vacancy is usually a landlord ‘pain’ factor that requires relief.
  10. Check out the local planning authority each month to see if any new developments or rezoning applications are going through. The local planning authority is most likely located at the local council and they usually have minutes that are available for public scrutiny.
  11. Work the investment cycle of buy, lease, and sell in your area. Property investors will usually buy a property, hold it for 5 years (on average), lease it during that period, and then position themselves for another purchase or sale. This then says that you can work out the best listing opportunities from the lists of properties in your area that were purchased about 4 to 5 years ago.
  12. Create a great database from your enquiries for other properties. A carefully constructed and executed property sale or leasing campaign will always leave you with many leads for other property opportunities. One good property marketing campaign will leave you with well qualified contacts that you can shape up for future opportunity.
  13. Make lots of calls each day. The telephone has to be your friend so get used to using it. Sure you will make lots of calls to suspects and most of them will say ‘no’ to your offering. The best way to make lots of calls in commercial real estate is simply to use the ‘Yellow Pages’ of businesses in your area. A carefully crafted telephone conversation will identify whether the business is a tenant, a property owner, or a property buyer. All of these categories offer opportunity.
  14. Monitor the ‘time on market’ of other agents listings. Not only will these be a source of listings later for you, but the ‘time on market’ will give you an idea of what is selling or leasing and what is not. Avoid overpriced listings at all costs unless you believe the property owner will bring their price down.
  15. Check out all ‘for sale by owner’ listings. They may not sell or could be a later source of listing for you when the property owner has given up trying to do the job themselves.
  16. Business owners will tell you a lot about the area and the neighboring properties. You just need to ask the questions. Taking to business owners every day will help you build your resources for listing opportunity.
  17. Strengthen relationships through constant 90 day contact with all your prospects. Create lots of qualified prospects through sifting through lists and direct telephone calls to suspects.

You may look at the list and say that it is obvious; surprisingly most commercial real estate people do very little of what is on the list. Why is that? They simply lack the personal focus and do not follow through each and every day. If you follow the rules in commercial real estate, you will become very successful. Commissions will flow toward you and you will be the agent of choice.

Commercial Mortgage Broker Fee Agreement

Now having a good commercial mortgage broker agreement in place with your borrower is more important than ever. As CMBS lenders like Lehman, Silver hill, etc have been taking the worst of it, we as commercial mortgage brokers are now forced to originate our commercial mortgages through traditional sources, i.e. regional or smaller banks.

These banks that for years saw their market share shrink are now in control. Many of them never bothered to increase their risk thresholds and or change their underwriting guidelines to stay competitive. They are now reaping the rewards of that prudence. Bottom line, they still have money to lend and many times their rates are considerable better than the rest of the market.

The challenge however for commercial brokers is that most of these smaller banks are not broker friendly. Or more accurately stated most of them are not set up to work with brokers like the CMBS lenders. For example it’s very rare that a smaller bank will pay rebate or ysp. Once in a while you may find a bank that will pay a .5% or 1% referral fee, but that’s it and it’s rare to find.

Rather many of these banks expect you to get paid on top of their 1% bank fee. Or worse many of them will want you to make your fee outside of close… When was the last time you chased a borrower for a $15,000 commission? If you don’t have it set up right from the beginning you will have a difficult time ever collecting. And besides collecting you will have a hell of a time competing on the deal.

So the point here, besides that this current market reality is not a lot of fun, is that if you think you’ll have to take your deals to a local banks, you’d better have your commercial mortgage broker fee agreement signed and in place before you bother to work on the deal.

Choosing the Right Commercial Broker

Simply explained, a commercial broker is a special type of real estate broker that works especially with selling and listing various types of commercial properties, including industrial properties, businesses, office buildings, and even apartments. If you are going to be involved in commercial investing it is imperative that you find a good commercial broker. A great broker is very important if you want to be able to find some great properties. Having a good working relationship with a commercial broker can give you some access to hot listing that most people will never even see, such as future listings, current listings, and even pocket listings.

So, now that you realize how important a commercial broker is, you probably also know that you need to make sure that you pick the right commercial broker for your needs. Picking the right broker can help you succeed in commercial real estate; however, the wrong broker may lead you into a disaster. The following are some great tips that will help you pick out the best commercial broker for your needs.

Tip #1 – Check Their Specialties – When trying to pick out the right commercial broker, you will want to check and see what their specialties are. You will probably want to pick a broker that has specialties in your area of investing. Some brokers specialize in leasing, buildings, land development, and land. Once you find out their specialty you can decide whether they will be a good fit for what you are looking for.

Tip #2 – Find Out How Experienced They Are – Another thing to keep in mind is the amount of experience that the broker has. You want a broker that has experience in the commercial real estate market and that knows what they are doing. Going with a broker without much experience may not be the best choice.

Tip #3 – What are Their Transaction Volumes – You may also want to find out a bit of their transaction volumes as well when considering a broker. Find out the volume in the number of sales they make and the number of dollars as well. This will clue you in to whether or not they are really doing a great job at what they do.

Tip #4 – Do They Have Any Affiliations or Accreditations? – Also find out whether a broker you are considering has any affiliations or accreditations, such as with the CCIM. This will let you know a bit about their professional life and how reliable they may actually be.

Tip #5 – Do They Have Connections? – Often in the field of commercial real estate, having the right connections can be very important. You want to look for a commercial real estate broker that has connections with city planners in the area and that is also connected to the political processes in the area too. Also find out if they have good mortgage broker and banking connections as well, since these will be important to you down the road.

Tip #6 – Follow Up is Essential – A good broker should always follow up. They should always return phone calls, and they should also keep the promises that they make too. If the broker is not good at following up, then you should consider someone else.

Tip #7 – How Do They Communicate? – The communication style of the broker is going to be very important as well. Find out how the broker communicates when you are trying to pick a good broker. You need to be able to communicate well with your broker and made sure that you are both on the same page, so communication is going to be very vital.

How to Find a Good Broker

Now that you know some good tips for picking out a good broker, you may also need to know how and where you can find one. One way you may be able to find a good commercial real estate broker is by asking for a reference from a title company. Often they work extensively with commercial brokers, so they can provide you with a great recommendation. Commercial appraisers may also be able to steer you in the right direction with a reference of someone good they have worked with in the past too.

You can also check with your local Chambers of Commerce or with the Local Economic Development Departments as well for a commercial broker recommendation. Often you can go online and look at commercial properties for sale and find out what broker is listing them to find a good broker. Also, check around with other investors that you know in your area. Chances are they can send you to an excellent commercial real estate broker.

Remember, finding a good commercial broker is going to be key to your success as an investor. Keeping these tips in mind when looking for a broker can definitely help you to find a good one. Once you find a great commercial real estate broker, you will be able to start looking for great commercial deals that you can invest in and then you can start profiting from your investing as well.

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