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So many brokers are competing for deals with the same companies every day. I can bet that each company with a lease renewal or relocation on the horizon is about to get 20 calls a week from an almost begging the agent to get an appointment. With an already skeleton crew or perhaps nearly busting at the seams these companies are looking for the best guy or gal to get the job done quickly, efficiently and thoroughly for them. There is no time to be reviewing broker’s resumes or interviewing 5 top agent commercial houses. These CEO’s and CFO’s want to find someone who can solve their problems overnight. It’s the receptionists that file those stacks of resumes and business cards, but there is always one that catches the eye……………..
New agents today are nearing starvation to land a deal, while the “Old Dogs” still keep slamming deals out of the park. Makes you wonder how they do that……..repeat business is key of course but reinventing yourself in today’s competitive market is critical to be in front of the pack. Don’t be fooled those “Old Dogs” are learning new tricks too.
Recently I saw on my local news channel a story about a guy in Denver, Colorado with a sign saying willing and able to work “I’m a professional who wants a job”. I thought how clever of him and HEY he made the news!! I’m sure he resorted to this after months of interviews and taking all the free classes offered by unemployment to reinvent himself. Not a bad way to make yourself stand out in the crowd of many looking for work, I think. So how do you set yourself apart from the rest of the rat race in brokerage? Many new agents look at the “Old” dogs and wonder how they get those big $100K deals over and over again. What’s the secret? Honestly the secret is simple. They use easy to use analysis tools like LxLseMod or Argus programs to provide reports showing detailed cash flow associated to all cost in a relocation, investment or renewal. These guys and gals have learned along the way how to spend their time and having to create homegrown spreadsheets is not how they want to get more business. Plus the idea of producing your own and client point out a mistake. Oy!! I would not even want to think about that conversation!! These types of programs provide the key points like rent escalations, free rent, constructions costs, moving, buy-out penalties, parking costs etc. As we know in lease transactions each one is unique and might require specific detail. Can you imagine having to produce multiple types of homegrown info? I assure you I’d be brain-dead after the 3rd or 4th go round. These “Old dogs” have zeroed in on the tenants main objective; to discover what the pain is going to be too relocate or renew. Period!! These types of tools make them the “Experts” in their market and they get repeat and new business this way over and over again.
Reinventing yourself means changing your old cold calling ways. Invest in a tool or tools; LxLseMod Tenant Rep for example can help you become the “Expert” in your market for let’s say R&D, Industrial or even Corporate representation. The key today in successful deal landing is to empower yourself as the industry leader. So now you’re thinking when I’m out pounding the pavement and leaving my business card for potential prospects to contact me, how is my card going to stand out from the rest? Imagine instead leaving a one page report showing a mock relocation/renewal side by side with all your contact detail on the report vs your 2 x 3 business card and a few pages about how great you are and who you have done business for blah blah blah……yeah you can see it now can’t you. That one page report just became your new resume and business card. That one page report shows the prospect exactly what you THE EXPERT that can provide by servicing their needs in relocation, purchases or renewals. Now YOU stand out in the crowd!!
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