Niche Marketing Strategies in Commercial Real Estate Brokerage · Niche Marketing Strategies in...
Transcript of Niche Marketing Strategies in Commercial Real Estate Brokerage · Niche Marketing Strategies in...
Niche MarketingStrategies in
Commercial RealEstate Brokerage
John Highman - International Commercial Author and Coach
Going deeper into your commercial property market as a broker or agent
Niche Marketing Strategies in Commercial Real Estate Brokerage –Commercial Real Estate Training Online
Niche marketing in commercial real estate brokerage works very well providing youchoose the active market segments to work based on your particular skills and location. Will those two factors offer plenty of churn and activity over time?
Know your targets
Your targets in taking this approach to your business in commercial property should be togrow your business and to be known as the specialist that the industry requires. Yourequire a niche to work in and work on. There is no point in being generic in our industry. Does that sound like you now? Market yourself specifically and locally into the groups ofpeople that need you.
Can you position yourself in this way?
It always pays to have a real plan in commercial real estate brokerage. That should be aplan at a personal level that can help take you to the next level of your business. Knowyour market for what it is and then move into it with your skills and actions. Here aresome segments to tap into:
Niche Marketing Strategies in Commercial Real Estate Brokerage – Commercial Real Estate
Training Online
Niche Marketing Strategies in Commercial Real Estate Brokerage –Commercial Real Estate Training Online
Business ownersBusiness owners – Many company owners and business owners need regular
help with local property activities and requirements. Their business success
depends on the positioning of their company into local property. How can you
help the businesses in these segments? What you know about commerce
locally that will put you closer to these people and their property challenges?
Local tenantsLocal tenants – Tenants always move around. They will move for reasons of
expansion, contraction, and rental reduction or opportunity. In many respects
the choice of property will be important to them as well as the location. Get to
know all your local tenants and what they are doing and thinking about with
property changes and lease terminations.
Property investorsProperty investors – A successful property investor will want to nd more
local property or sell up and move into a new property asset. There will be
factors of rent, return, yields, and capital value to contend with.
Franchise groupsFranchise groups – The franchise business model sometimes requires
property in certain locations and or building types. Get to know the franchises
locally and what they are thinking and doing about property change and growth
of the franchise network.
Niche Marketing Strategies in Commercial Real Estate Brokerage – Commercial Real Estate
Training Online
Niche Marketing Strategies in Commercial Real Estate Brokerage –Commercial Real Estate Training Online
Property developersProperty developers – When you build good levels of trust and
communication with a developer locally, they can provide you with the
opportunity to work on a property project. Many projects have multiple
sources of commission over time. In saying that, the developers in our industry
are a ‘special breed’ and they are motivated by the end result or return. They
need good agents and brokers to help them pull in sales and leasing, but the
upfront assistance they require and that you can provide to them can be taxing
and time consuming. It takes months if not years to see a return from a
relationship with a property developer. Choose your developers carefully.
Overseas investorsOverseas investors – Understand the investment rules that apply to
commercial real estate in your location. There will generally be certain ways an
investor can put money into property in your location. When you know the
rules you can market yourself and your services into this segment. You can
then look for the right properties that match the requirements of the overseas
investor.
Out of all of these segments, which one will offer you the most excitement andopportunity? Understand the commercial real estate niches for what they are and wherethey are heading.
Market yourself comprehensively into the niche segments that you know and understand. Stand out as the commercial real estate agent of choice. Help the people in the localproperty market see that they need you.
(N.B. these ideas are also sent out to regularly to our friends in Commercial Real EstateOnline Snapshot to help amplify brokerage results…. Get your access here)
Niche Marketing Strategies in Commercial Real Estate Brokerage – Commercial Real Estate
Training Online