In commercial real estate brokerage, you should ask powerful questions of yourself on a regular basis. In this way you can find the right path of action to move ahead and challenge yourself to improve your skills and results.
Failure to adjust to the market and the economy will see your competitors gain ground with listings and clients. Stay ahead of the changes and help your clients and prospects move with the market.
The industry segments of sales, leasing and property management all have advantages in the market place at any time; you just need to see them and follow through with momentum. Tenants, landlords, property investors, and business owners will provide lots of leads and opportunities if you are connecting with enough of them every day.
Far too many brokers and agents take the days and weeks as they come; the pressures of the day then take over. They do not look at the ‘bigger picture’ and the things that are really holding them back. They fail to make personal adjustments.
Deal with your weaknesses and remove them from your business model; they are likely to be the biggest things that are holding you back from growing income.
To get anywhere in this real estate industry it is vital that you know what is going on around you and how you are responding to that. Do not accept that any situation is as it has to be. Question change and drive better performance in sales, leasing and property management. Your clients need help on property issues, and when the time comes for them to act, you want them to remember you.
Here are some critical questions to ask of you today, as a sales professional in commercial real estate:
- What are your targets and goals for the next 12 months?
- How have you improved market share over the last 12 months?
- What values or skills make you stand out as a relevant and high quality broker?
- What plan are you working to?
- How can things improve so that your market share grows?
- What needs to happen over the next 90 days to change and improve your client base and commissions?
- What would your clients say of you after a completed transaction in sales or leasing?
- What are you not good at that could be holding back commissions and listings?
Don’t be satisfied with the ‘status quo’. Understand that personal improvement can and should occur. None of us are perfect and even the top agents and brokers in the market can improve skills and knowledge. The results that we achieve are largely based on the ‘value’ and skills that we bring to our clients and prospects. Seek to improve those factors.