Time Management Commercial Sales Teams

Commercial real estate is a demanding industry requiring the utmost commitment from salespeople.  You will get back what you give out; this rule applies across the industry.  If you work hard you each and every day, will produce opportunities and that's what the industry is all about.

Sales and leasing opportunities exist in any market; when you contact enough people you will find those opportunities.  Your database should be your pipeline of new business.  Keep the new contacts flowing into the database.  Keep in contact with all your qualified contacts at least once every 90 days.

Regrettably a lot of salespeople talk themselves into a sales slump.  The impact of the local media on the mindset of the salesperson is almost like a destructive disease.  If you work in commercial sales and leasing, you must protect your thinking processes and the actions that you take.  Control your mindset to a local focus, and the results will come.

Time Can Be Managed?

To infer that you can manage time is slightly incorrect.  You can manage yourself and the actions that you take; in that way you will get better results.  The real achievements of the industry are created through a change of personal habits.  This always takes effort to set and achieve new habits, and many salespeople cannot commit to that process of change.

To achieve a reasonable amount of momentum and set yourself up for more opportunity, the following actions and habits are relevant for the sales team.

• Prospecting should be the most important part of your working day.  Set aside 3 hours for prospecting every day of the week.  Your time outside the office should be separate to this critical window of time.
• Leave your paperwork to the end of the business day.  The only documentation that should be done urgently would be contracts and leases as part of any property negotiation.
• Practice your sales pitch and listing presentation.  The commercial property industry today is quite competitive.  Most property listings are pitched for by a number of agents at the same time; only one will win.  The agent that wins the work will be the agent with the best pitch, marketing, market share, and local area experience.
• Property negotiation can occur anywhere and at any time.  It is preferable for negotiations to occur one on one; avoid negotiation situations over the telephone.  Practice your negotiation skills through role playing with other members of the sales team.

When you simplify your business activities as a salesperson or agent, the commercial real estate market becomes easier to control and optimise.  Pick the things that are critical to your business growth and then do them every day. 

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