Commercial Agents – Servicing Landlords in Commercial Property Today

Commercial property management today is a specialised part of the real estate industry. The landlords that we serve require expertise and experience to ensure that their property performance and rentals are optimised.

That being said, there are a number of variables to be balanced and structured into the property performance plan for any landlord. Here are some of the main ones:

  1. The tenancy mix and profile for the property
  2. The rental opportunities as they apply to the sitting tenants
  3. The lease terms and conditions as they apply to the tenants in occupancy
  4. The maintenance of the property to allow it to function successfully for the tenancy mix
  5. The outgoings costs relating to the property operation throughout the year
  6. Arrears rectification processes as they apply to the tenants that are in default
  7. Vacancy management within the property to minimise loss of rent and loss of outgoings
  8. Enforcement of the lease documentation and terms and conditions as they apply to each single tenant and the circumstances of each occupancy

So there are a number of things to think about here and help the landlord with. These factors become challenging the larger the property. This is where the property performance plan and the building budget become integral to the financial planning of the property over each financial year. It is the job of the property manager to ensure that these processes and reports are well considered and structured.

Given that commercial or retail property management is such a specialised process, it pays to have a monthly report structure that comprehensively covers everything that is going on within the property. The monthly report also becomes a record of the building activity and building status for all concerned.

All these things being said, it is unfortunate to see some property managers simply send out computer generated reports at the end of each month without due care and regard for the facts and details contained therein. Take time to go through your reports and check the information prior to documentation being sent to the landlord. There is nothing more embarrassing than being told that the reports were wrong or indeed the wrong reports were sent to the client.

Many agents will understand the high value of a property management portfolio to their overall business. The fees that are paid for commercial real estate property services are reasonably high given the complexity of the work involved. That also says that property managers should be suitably selected for their skills and knowledge regards the property type. When you get this balance correct, the property management portfolio will grow within the agency business profile.

Commercial Agents – Attracting the Right Tenant Enquiry for Better Leases

When it comes to leasing commercial property as an agent in this market, you need plenty of enquiry to convert into new property occupancy. In most cases, the enquiry will come from the local area and on that basis you should be constantly contacting all the local business owners and tenants.

The most common churn factors in commercial property leasing at the moment are:

  • Relocation for better rent,
  • More or less space,
  • Lower occupancy costs, or
  • Better improvements.

There is no doubt that when the commercial property sales market tends to slow, there is still a lot of opportunity in leasing. Business does not stop; it just changes and you need to see how you can serve those changes.

It pays to specialise in a property type and location so you can optimise the leasing opportunities you can put together. When you talk from a position of knowledge and information, landlords and tenants cannot avoid your services and offering. If you can prove and show that you really have got your hand on the market trends, then opportunity awaits.

Many commercial agents have made significant income and commissions from property leasing. It simply comes down to the following factors:

  1. The property type that you specialise in and what you know about that
  2. The size of property that you set as your minimum benchmark for leasing
  3. The types of tenants and landlords that you service
  4. Your knowledge of the local area with regard to rental types, lease types, and marketing strategies
  5. The supply and demand of property locally that can have impact on future enquiry
  6. The growth of the local business community that will create changes in property demand or usage
  7. The changes to the demographics of the surrounding population including population type, work requirements, spending patterns, and economic circumstances
  8. Changes to transport and services infrastructure that can impact property occupants and the way in which people access property for business purposes

So these factors will tell you what is happening in the local area and should be flagged to help you find the opportunity waiting to be tapped. Even when the sales market is slow or challenging, it pays to devote some of your time to leasing the better property types locally.

Keep in touch with the local business community so you know exactly what they are looking for and when they need it. An agent with this information is the agent of choice for business leaders and property investors today.

How To Get More Clients: Hire A Business Development Expert

If your business has been struggling to get more clients in the last few months or year then consider hiring a business development expert that can find the right joint venture marketing partners that can deliver hot leads to your sales team. Many businesses can find themselves in a rut where it’s really difficult to acquire new customers. A joint venture marketing partnership can be the right strategy to get moving forward again. A business development pro will understand the process of putting together a solid business deal that can grow your company. If you feel that building a network of business partners can help grow your business in ways that are unachievable by yourself then find the right consultant or individual that you can bring in-house and do the deals that will get your company more clients.

Hire the Right Person

Hiring a business development person is different than finding a sales person for your team. While a business development expert can always play the role as sales person the opposite is not always true. A person that specifically focuses on business development will understand how to communicate potential business deals to perspective businesses in the right manner. They will understand that it is critical that a strong relationship is forged between the individuals doing the business deal and the company employees that will be involved in implementing the partnership.

Hiring a consultant or consulting firm to act as a business development team for you company is a great route for many small businesses. Many business that do not have the internal man power and capabilities to identify, engage, and do the business deals necessary for growth can benefit from a consultant or consulting firm that has access to the business decision makers or the experience necessary to reach out to companies and develop the relationships required to put together a great business deal.

While a consultants hourly rate may be higher than you’re comfortable with a deal can be put together much faster by a professional than someone trying for the first time to structure a business partnership. Consultants often will require an hourly rate or fixed salary as well as some kind of bonus structure for placing deals together which may be a single payout for each business deal that is signed or a revenue share that is paid out over a period of time based on the amount of business that is ultimately generated from the relationships. Most consultants will not work for pure commission deals unless they believe that a deal can be put together extremely fast and will generate immediate revenue. Most will want a cash payment coupled with a bonus structure. Companies that want to execute business deals with larger fortune 500 type companies should always highly consider hiring an expert that has preexisting relationships with the company that you want to do a deal with. It’s common to hire a consultant for one specific business partnership.

Managing a Business Development Team

Managing a business development team member is similar to a sales team member in many respects. It is important that as a business owner you control and own the data that is developed by the team member by making them use the corporate customer relationship management system and uploading any data and reports on potential business partners to the corporate document server. Failing to do this a common problem with companies and their sales teams and even more so with business development professionals as the relationships they have and bringing to the table are often held tightly and not given up easily.

If you are hiring an outside consultant there may be specific clauses in the agreement about who owns what data. This is something to be aware of as it can be very frustrating to be a month or two in developing a new business partner and have a person leave and take the contact information and data with them leaving you in a tough place to continue. It’s critical to recognize that a business development team member is going to need to spend time out of the office meeting with companies, going to business events and other functions that may be fruitful in finding and meeting the right business partners, however if you are paying for someone to be at an event then make sure the business cards that are collected get scanned and retained by the company.

If you have decided that in order to get more clients your business needs to develop strategic business partners than consider outsourcing the work to a consultant or hiring a business development expert in order to speed up the process. Avoid taking team members off their existing duties or forcing yourself to forge the relationships by yourself and add more duties to your already exhausting schedule.

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