What have been some of your most successful commercial property marketing strategies?

Traditional Marketing and Social Media Integration
In Selling Property - Asked by Dana H. - Dec 30, 2010
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Answer(s)

Rob B.
Chandler, AZ

Dana....
One could likely write a book on this. The question may be a bit broad for this type of forum. However, I will take a step in the direction of an answer.
1. Don't try to take shortcuts
2. Keep in mind at all times that you are a professional.
3. Know that a successful contact often takes on average seven calls.
4. Sell your creditability at all times.
5. Don't count your commissions until the deal is done, escrow is closed and you have a check to cash.
6. Until that time provide service, service and more service.
7. Know your product in the commercial real estate market place.
8. Learn how to solicit interest. Encourage questions.
9. Answer questions briefly, to the point and never supply fluff.
10. Keep a good log of your contact, call and make contact in a planned way.
11. Know how to present a good package of information.
12. Remain true to your marketing plan. Call, write, follow up; call, write and follow up.
Good Luck Dana.... Rob Baird, CA RE License #544165 (One of the oldest, active licenses in CA) 951 515-5855 Email: rob@capratecommercial.com

Dec 30, 2010
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Richard M.
Broker/Agent
Chicago, IL

cold calling.

Dec 31, 2010
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Damon D.
Broker/Agent
Bala Cynwyd, PA

Cold calling by phone, in person, and email (email blasts directly to tenants and brokers) has, by far, worked best for me. Loopnet and craigslist have worked well too. Regarding the "social media integration" portion of your question, I haven't used facebook, linkedin, etc. to market properties.

Jan 1, 2011
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Gerald T.
Broker/Agent
Edmonton, AB

I would agree with all the aforementioned techniques. I took a page out of the residential real estate world and I share all my listings completely with other agents. I mass e-mail my listings and buyers to other agents, I call them to see if they have listings or buyers they wish to share info on. Some agents look at me like I'm from Mars, some aren't interested, but with a little trust building, many agents share information to put deals together.

Jan 5, 2011
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Sandra W.
Broker/Agent
Rehoboth Beach, DE

Marketing is all about selling yourself. If you have a good reputation for dealing with clients fairly and honestly, then that is your cornerstone. Never, ever fluff an answer, and always own up to mistakes, as no one is perfect. Share your listings with your peers, as the highest compliment is having others bring their qualified Buyers to you.

Jan 6, 2011
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Lee W.
Broker/Agent
Beaumont, TX

All of the above answers are very good. One strategy I have been able to utilize to great degree of success is word of mouth marketing. I use two things for this type of marketing: BNI or Business Networking International and the NAI Global formatted "e-offering."
BNI has been up to 40% of our business over a 12 month period. Truly the best business decision I have ever made. A group of like-minded business leaders meet each week and refer each other business on purpose. Now, we have all seen this before in many different formats, but not like BNI. It has been around for many years and has a proven track record. I have done more than one million dollar plus deal through BNI and countless "pay the bills" type deals. You owe it to yourself to check into BNI.
The NAI Global "e-offering" has been huge for me. It allows me to put together a complete marketing picture of a property and then send clients, brokers and just people I know a link and then they choose if they want to view the information. I encourage each of them to forward it to others who may have an interest as well. Works great and is non-threatening.
One other item that is important to us is the monthly newsletter we send out. It is strictly educational and not advertising. It promotes our expertise in all matters commercial real estate related. The SETXCommercialProperty Advisor provides us with "top of mind" awareness to over 650 high net worth business leaders in and around Southeast Texas. A monthly newsletter is a must. Email newsletters are great (we do one of those as well) but a mailed piece tells them you care more and they appreciate that.

Jan 6, 2011
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Steve Y.
Broker/Agent
Roswell, GA

We are a shopping center developer and did ours as retail condos. Now taking existing centers and converting them. This is a successful way to get a premium price for a center in this high vacancy market. Look into it. Ken Mapp Retail Condo Consulting.

Jan 10, 2011
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Glen W.
Lender/Mortgage Broker
Atlanta, GA

Dana,
Good question, as Rob wrote below, this question requires a very lengthy answer. Ironically, I just had an article published in the Colorado Real Estate Journal which discusses how to reposition and under performing property. I am a lender and we have taken tons of dead properties and turned them into cash cows.

Feb 2, 2011
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