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Direct Marketing Techniques For Commercial Real Estate Brokers
eal estate has been why should they have to get new
increasingly popular. There buyers every time? Investors have
seems to be a new agent specific buying strategies and
getting their real estate license will purchase more than one
left and right- especially with property that fits their
the booming housing market. The criteria. Why not capitalize on
same goes for the commercial real that rather than writing for a
estate industry- new brokers random buyer to come trickling
popping up everywhere trying to through the office door or speak
get a piece of the action. to half-interested buyers over
Unfortunately, these new brokers the phone that just happen to
only sell a few properties a come across a property?
year- if that because they simply
do not know how to market their Extremely successful brokers take
properties. Simply listing the it upon themselves to have a pool
property in the MLS or placing on of people to take a new property
an information only website is to that is on the market. They
not the best way to find buyers- can even seek out properties that
mainly investors and end users. fit the criteria of his or her
investors. In fact, if their pool
Even seasoned professional of people is large enough, they
brokers often rely on their can actually agree to put on
agents to locate and bring in their listing the properties they
buyers for the properties. Nice know their clients will want.
property information packages are
made up for those who are Too few commercial real estate
interested and sent out to those brokers and agents do this. One
who inquire. reason why they don’t is because
they are not sure on how to go
That is all fine and dandy, but about creating a solid list. The
other, is that they are simply profitable list.
too lazy and rather the buyers
come to them in search of a Transform your website into a
property. Whatever the reason, we list builder by creating a
are going to discuss just a few weekly, bi-weekly or monthly
simple direct marketing newsletter filled with valuable
techniques that can be used on information for a buyer-
the internet to build a list that purchaser, end-user, or whoever
a broker will always be in else you may be looking to
contact with. attract to your list. You are a
wealth of knowledge about your
There are three items that you specific location, market,
need to implement this direct purchasing techniques etc. Take
marketing technique: what is in your head and provide
valuable information to those who
1. A website visit the site.
2. A newsletter
3. A buyer’s list Now, the visitor does not get
this information for free,
Many brokers have a website, but however. They must opt-in or
it is purely informational- the sign-up for the newsletter by
location, a biography, and the giving you their first name,
properties that are listed for primary email and even phone
sale. There might be a contact number. When they sign-up for the
section for an interested newsletter, you now have a hot
investor to get more information contact! The more people who
about a property. Direct opt-in to the newsletter, the
marketing on the internet is the larger your list becomes.
easiest, cheapest way to collect
great contacts and build a Now that you have these people’s
contact information, you can send himself to your office, but a
automated, extremely personal thousand times more profitable!
emails asking for their
interests, criteria in commercial With this simple and effective
properties, what projects they direct marketing technique, you
most like to work on, and if they will be able to increase the
are looking for anything in number of properties on your
particular. listing, and both your sellers
and buyers will be pleased. This
You can get to know each person equation equals success and for
on your list and find properties all parties involved.
according to their criteria. Here
you have a buyer’s list that is The website and software for this
showing interest in purchasing simple automation is a very small
specific types of properties that investment for the returns you
you find. If you pick up a can expect. Simply find a
property, all you have to do is webmaster that can set up this
send it out to the people you easy process for you. Crank out a
think would be most interested. few, valuable newsletters, and
Keep your list happy, especially let people know about your
those who purchase from you. website within your social
These people are your goldmine network. You will begin to build
and will continue to purchase your list very quickly.
properties if you pay attention,
listen to what they want, find There are many other direct
suitable properties, and provide marketing techniques that are
exceptional customer service. easy to implement with a little
knowledge. There are many books
Sure this is more work than and course that can show you how
waiting for a buyer to present to build out and make your
website truly optimized so you your brokerage business within
can get the most out of your the commercial real estate
list. Find other successful industry. Don’t limit yourself to
brokers and learn their systems? the possibilities and see how you
What can you learn from them that can greatly improve.
will increase your effectiveness?
There are many options to improve
About the Author:
Tony Seruga, Yolanda Seruga and Yolanda Bishop of http://www.maverickrei.com specialize in commercial and investment real estate. As of May, 2006, they and their partners are managing over $600 million dollars worth of new projects.
Read more articles by: Tony Seruga, Yolanda Seruga And Yolanda Bishop
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