1. Mastering the skill of getting work.  Thanks to the glory of the Internet, finding potential clients has never been easier!  Reonomy (requires a monthly fee) is the easiest way to gather information on potential clients like company name and mailing address.  Reonomy makes it easy to search for property owners and export their contact information into a spreadsheet.

If you want a standard list of contacts, InfoUSA.com can help identify businesses within your target market.  Get a list of businesses, contact names, mailing addresses, and more (phone numbers may not be available based on local laws).  Sending mailings or use this information for cold calling.

On a serious budget?  Your County Records Department will have contact information of all the businesses and building owners in your area.  However, this takes time to sort through and find information that is relevant to your needs.

2. Reaching out to potential clients.  Targeted mailers (see our templates) can be a great hands-off way of attracting new business.  Set VistaPrint to print, stamp, address and mail postcards to your list of clients.  Local printers may also offer this option, along with printing and mailing sales letters.  Just one mailer a month to your contact list could bring in a significant amount of leads with little work.

Cold calling is an age-old technique, but it can be done smarter and faster with today’s technology.  You can setup CallFire’s Voice Broadcast system to send a pre-recorded message to a voicemail and on a live answer say, “Sorry wrong number.” and hang up.  With a low cost of 3.5-cents per minute, it really should be used by everyone that cold calls.  If you have a 60-second message, 1000 connected calls will total $35.  Would you pay someone else $35 to make 1,000 calls?  I would!

Emailing potential clients used to mean you had to gather your own list of emails.  Today, Catylist has a great system that emails your listings or services out to your preferred clientele.  Email your ad to developers, property managers, acquisition managers, or other brokers.  Included in the cost, is the design and setup of your email.

3. Getting the deal.  If you’re going to all your client presentations with a folder of LoopNet printouts, you need to reconsider your marketing efforts.  Ideally your broker will provide listing brochures, company brochure, business cards, signage, and sales packages.  However, smaller brokerages or one-person teams may not have these materials (see our templates) available.  If you’re in a small area with little competition, you can probably do a lot of the design yourself.  If you’re up against heavy hitters like CBRE, you may to hire a graphic designer for your business needs.

Sometimes even the big brokerages lag behind on basic training for their agents.  If you feel like you need some additional sales training or support, consider reading some work by John Highman.  He’s a commercial real estate coach and speaker that offers a high level of training.  If you’re having trouble gathering sales support from your colleagues, Highman has a lot of resources that can help.