When you plan to expand your commercial real estate agency’s sales team, you can set a set of guidelines and goals as part of the process. Assuming you can identify and hire the right candidates, the following results can be factored into your growth monitoring. Do you want to learn more? Click Davy Talley – Keller Williams.
Expanding your sales staff could result in more listings in your primary sales territory, which is the area around your office and your neighbourhood. It’s a good idea to map out the sales area so that everyone knows where the listings can come from. When you switch your property position and prospecting activities too far away from the office, the listings become too difficult to serve, and it’s debatable if your ads would be as successful in the long run. It’s worth noting that the cold call prospecting process becomes less successful as you get further away from your workplace.
You should identify your primary and secondary selling territories or zones based on the information provided above. The primary sale zone or territory should account for at least 75% of your total revenue. The remaining 25% should be sourced from the secondary region and further afield. You should know and have defined the core property types that will generate the types of business, listings, and commissions that you will need within your primary selling territories. Your sales team should be guided to these properties and the property form by your prospecting model. Both members of the sales team must put forward a concentrated effort in prospecting.
The primary selling zone or region should receive all of your marketing efforts. This means that your property signs and online presence should be prominent in this field. Advertisements in the newspaper should be tailored to any local listings. The aim of your marketing campaign is to demonstrate that your office and salespeople are the best in the region.
Make any choices about the service specialties that your office should have on a professional level. Commercial sales, commercial leasing, and commercial property management are the most common decisions and areas of emphasis. You can also include retail and industrial assets in your portfolio. Ascertain that the personnel are capable of meeting that need in a professional manner. This will be aided by knowledge and experience. If your employees don’t understand the property kind, then help them learn or don’t do the property at all. Errors and poor performance in commercial real estate will send your company in the wrong direction.
Expansion of the sales force is a smart move if you can find and hire the right candidates. Mistakes in hiring may stymie the real estate office’s progress and have a significant effect on seasonal spending.
Keep track of and salesperson’s results so you know when they aren’t completing the necessary number of listings, conversions to meetings, or completed transactions. If an individual does not show sustained progress within four months of starting work, there is an issue that needs to be addressed.