In this commercial property market there are some real pressures and challenges that many homeowners face when they want to sell or lease their property. They need the help of the best agents who really understand the local area, to help move the property.

Contrary to popular belief, it is in markets like this that good agents can earn a large amount of commissions. It all comes down to how they package their services and help their clients.

In simple terms, the best agents and seasoned agents can do very well today, as long as they work in the local area and its database. A good database will always help you overcome market conditions and frustrations. In saying, I firmly believe that a vendor’s database should not be delegated to office clerical staff for control.

Every vendor should take ownership of his database; in this way they will get good activities from it. In this market you need potential customers with whom you can do something. When a database is passed to administrative personnel for control, the inevitable result is inaccurate and old data. The database soon becomes redundant. The seller does not keep it updated.

Become agents of change

So we are the ‘agents of change’ when it comes to helping our clients and property owners achieve results in this market. We must know how to attract the right people to each property listing we hire. Exclusive listings are more important today than ever. Some major agents will not accept “open listings” for the same reason that they are a waste of time and effort.

When you know the industry downsides and today’s listings, you can offer the clients you serve some solid solutions. So what are the drawbacks? Here is a list of some of the biggest:

1. The time it takes to sell or lease a property may be longer today. Each client has to be conditioned to the best price or rental so as not to lengthen the time in the market. The first few weeks of every marketing effort are the most important. Position the property correctly to get the best query at this time.
2. High prices and high rents will accomplish nothing. The price or rental of the property should be optimized for your inquiry. You have to do more with less when it comes to marketing and property inspection.
3. More competing properties can frustrate your marketing efforts and time to market. Take a look at these properties before doing anything with your listing.
4. Buyers and renters take longer to research, inspect the property, and then make a decision. You must optimize your skills with each stage of the listing. Hone your skills accordingly.
5. Limited finances can hold back some bigger deals. Find out where your prospects can get funding from and what the approval criteria might be.

While these can be inconvenient in the marketplace, they are also opportunities for agents who can focus and organize. Every problem is an opportunity in disguise.

Are you a solution provider in this commercial real estate market? The best agents are just that. You can be too.