Do I Need a Commercial Broker To Invest in Commercial Property?

When investing in real estate an important decision to make will be whether or not you want to have a broker help make your real estate deals. Often, the answer to that question will have to do with where you are in your investing career. For those that are just beginning a broker can be a very useful tool in finding opportunities, what an investor should look for and what they don’t want to see in a property, and negotiating a deal that will make everyone happy. Those that are a bit seasoned in this area may not need so much help, but still can benefit in one way or another.

When preparing to purchase a commercial property for investment you may want the assistance of a broker. Having as much experience as they do in this field, a broker will be able to give good, solid reasons why a property may or may not be a good investment. If an investor is considering purchasing a building in order to section it off and lease out “stores” to those in retail, a broker may be able to let them know that this is not a good idea because there will shortly be a large shopping center being developed within a mile of this building. This would make it more difficult to lease out the spaces and it may not be a worthwhile investment unless the investor can come up with a different use for it. Without the knowledge of the broker, the investor may have ended up losing money due to a bad investment once the shopping mall came along.

A broker may also be able to hunt up other properties for investment. If, as an investor, you find that a property that you’ve been considering is not a good investment, a broker may be able to tell you about a few other properties that could be good for use in the way that you’re planning. A broker will also have information about properties before they even get listed. Sometimes this can work in your favor. If the Realtor knows of the property and tells you about it, you see it and are interested, you may be able to negotiate with the owner of the property before it ever gets listed. This may give you the heads up on properties that others may have outbid you on. You will not have to worry about competing with other investors because they will not have known of the property. A broker may do this for you if they will still get a commission on the deal or they may forgo a commission or two in order to claim you as a client and keep you coming back. If they make you money, you’ll be more willing to make them money. This can be a win win situation on both sides of the fence.

If you’ve been working with brokers for a while and have a reasonably good idea of what you’re doing as an investor, you may not want to work with a broker at all. Even if a broker has given you a property or two, they will not continue to do that for long. All other properties will have part of the profits divided with the broker. If you feel that you’ve gained enough experience to deal without a broker, you can potentially save yourself thousands that would otherwise be a commission to the broker.

Being able to work without a broker will mean that you’ll have to have some communication with those that are selling properties. If you’ve done a lot of networking in the time that you’ve been investing, chances are that you have done some networking and meeting of people that do what you do. You may know owners of several commercial buildings of your area. They may know that you are a good business to deal with when they decide to sell their property. In this case, there is little else that a broker will do for you besides deal with the legal end of the sale.

If you’ve paid close attention in the closings and have looked closely at the paperwork that’s changed hands during the meeting at the close of the sale, you should be able to handle this part yourself. The documents that brokers use to close a commercial property sale can be purchased at most business office supply stores and several bookstores. Additionally, you can draw up these documents yourself with the help of your computer and printer. If you purchase the documents once and make several copies of the blank documents, you’ll have a good start. After you’ve done a few closings yourself you may add some documents that pertain to your business dealings or you may always use the documents purchased. Either way, you will be able to handle the closing of property transactions which will again save you thousands over using a broker.

A broker can have their uses. When you are starting out in the field of commercial investing, they can be a wealth of information and very helpful in your transactions. In the beginning, they may be well worth the investment that you have to put into them. Over time, they may not be as necessary as previous. If you make a point to network with others in the same or related fields, you will find yourself getting information thrown at you left and right when a commercial property comes up for sale. That will eliminate the need for the broker in that sense. If you pay close attention to the closings and gather the necessary paperwork to learn how a property closing works, you will eliminate entirely the need for the broker and this will save your company thousands at each closing. It makes good business sense to use a broker in the beginning, but learning about their job will ultimately raise your profit margins as you eliminate their need and then the use of them at all.

How To Plan and Select Meeting Rooms for Your Business Meeting

Business meetings can be staff meetings, sales presentations or business proposals to potential investors. When you have an important business meeting coming up, you need to make sure that everything is perfect if you want to make the proper impression. That is why you should take the time to find the right room and use the proper steps to create your perfect meeting.

Multimedia Presentations

Your meeting rooms need to be able to accommodate multimedia presentations. That means having a screen to project on to and a monitor to connect a computer to. The room should be arranged so that everyone can see the presentation and the presentation needs to be large enough to be clearly seen by everyone in the room.

Internet Connection

Social media and Internet tools are important parts of the new age of business meetings. Not all of your attendees that want to attend your meeting are going to be able to be there in person. But you can still allow important people to be part of your meeting by having an Internet connection and video-enabled computer in the meeting room.

The right kind of computer will allow people to use video conferencing services to see what is going on in the meeting and offer their insight as well. Your video conferencing software should allow remote attendees to share documents and make document changes in real time. Your meeting room computer should have an Internet-enabled video camera to allow your remote attendees to see what is going on in the meeting.

Many of the social media platforms allow for multiple people to utilize a single video conferencing system. This can be a great way to save money on video conferencing services for your company an your remote attendees.

Attendees

Create a list of attendees at least a month in advance and send out meeting notices as soon as possible. When you get your RSVP list, that will tell you how large of a meeting room you are going to need.

Utilize social media platforms to allow people to RSVP for the meeting, share insight into the meeting content and ask any pertinent meeting questions.

Agenda

A comprehensive meeting agenda, which includes meeting times and the names of people who will be making presentations, should be circulated to all attendees at least two weeks prior to the meeting. This will allow attendees time to prepare the materials they will need to attend the meeting and contribute.

Encourage attendees to ask agenda questions prior to the meeting so that all attendees may benefit from the answers. You can use social networking platforms to allow attendees to submit questions and then utilize those platforms to submit answers as well.

Each business meeting should have a defined purpose in order to get people to attend and contribute. When you spend the necessary time to prepare your meeting materials and find the perfect meeting room, then that will significantly improve the quality of your meeting.

How Should a Commercial Broker Prospect For New Clients

In any sales job you must have a good prospecting model. Commercial real estate sales and leasing is no different. The prospecting model in the commercial real estate industry is however quite special to the type of property you work around and the clients that you deal with. The database that you create has to capture property investment detail such as area, property type, price range, rent levels, special property needs, and location detail. The database you use should be versatile enough to do that.

It’s worth expanding on this prospecting point so that you can construct the prospecting model that works for you. You have to have leads and lots of them to make money in commercial real estate. It’s not really the office that you work for that actually matters, although it will have some minor impact. The real results that you get in the industry come from one activity that you and only you control; it’s called prospecting.

Those people that start up in the industry do not really ‘get it’ for some time. They think that business ‘walks in the door’ of the office. Only a small amount of business will come to you in that way. In fact the more you sit in the office, the less successful you will be. I tell many new people to the industry to spend no more than 2 hours a day in the office, and the rest of your time in your market.

So what should you do ‘in your market’ each day? Here are a few main activities that are obligatory.

  1. Get a map of the streets that contain the property listings that you are interested in. Check out the good properties in the street and note them on the map. Any properties of note should be tracked down as to who owns them.
  2. Walk the streets each day, entering the businesses and asking to speak to the business owner or General Manager. Leave your business card if the right person is not available. Do at least 10 businesses per day. What you are looking to do here is introduce yourself but more particularly find out if the business is a tenant or an owner of the property. This is invaluable market intelligence.
  3. The golden rule of prospecting contact in commercial real estate is for you to make direct contact with the people that are qualified prospects at least every 90 days. This cycle does not stop. You should be doing at least 5 of those every day over a 90 day period. When you do your numbers this indicates that you should be working at least 300 qualified prospects.
  4. Suspects are the other people you contact and they are approached simply to see if they should become prospects in your group of 300.
  5. Send at least 5 letters a day to people that you know own the best properties in your area. Always follow up these letters with a telephone call.
  6. When you have made a sale or a lease in an area, make contact with the nearby owners with a letter telling them of the success. Always follow up those letters with a telephone call.
  7. Meet the tenants or occupiers of any neighboring properties that are adjacent to things that you have listed for sale or for lease.
  8. When a sign board goes up on a property through another agency, make sure you personally canvass the other properties adjacent and near to those listings. Most property owners would rather compete through another real estate agent should they want to also list their property for sale or for lease.
  9. Look for vacant property, as this is always a reason to contact the owner to see if they want to sell or lease the property. A vacancy is usually a landlord ‘pain’ factor that requires relief.
  10. Check out the local planning authority each month to see if any new developments or rezoning applications are going through. The local planning authority is most likely located at the local council and they usually have minutes that are available for public scrutiny.
  11. Work the investment cycle of buy, lease, and sell in your area. Property investors will usually buy a property, hold it for 5 years (on average), lease it during that period, and then position themselves for another purchase or sale. This then says that you can work out the best listing opportunities from the lists of properties in your area that were purchased about 4 to 5 years ago.
  12. Create a great database from your enquiries for other properties. A carefully constructed and executed property sale or leasing campaign will always leave you with many leads for other property opportunities. One good property marketing campaign will leave you with well qualified contacts that you can shape up for future opportunity.
  13. Make lots of calls each day. The telephone has to be your friend so get used to using it. Sure you will make lots of calls to suspects and most of them will say ‘no’ to your offering. The best way to make lots of calls in commercial real estate is simply to use the ‘Yellow Pages’ of businesses in your area. A carefully crafted telephone conversation will identify whether the business is a tenant, a property owner, or a property buyer. All of these categories offer opportunity.
  14. Monitor the ‘time on market’ of other agents listings. Not only will these be a source of listings later for you, but the ‘time on market’ will give you an idea of what is selling or leasing and what is not. Avoid overpriced listings at all costs unless you believe the property owner will bring their price down.
  15. Check out all ‘for sale by owner’ listings. They may not sell or could be a later source of listing for you when the property owner has given up trying to do the job themselves.
  16. Business owners will tell you a lot about the area and the neighboring properties. You just need to ask the questions. Taking to business owners every day will help you build your resources for listing opportunity.
  17. Strengthen relationships through constant 90 day contact with all your prospects. Create lots of qualified prospects through sifting through lists and direct telephone calls to suspects.

You may look at the list and say that it is obvious; surprisingly most commercial real estate people do very little of what is on the list. Why is that? They simply lack the personal focus and do not follow through each and every day. If you follow the rules in commercial real estate, you will become very successful. Commissions will flow toward you and you will be the agent of choice.

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