Similar to most industries, commercial real estate is a results-based business. But, instead of washing cars, repairing computers, or making pizzas, realtors are focused on one thing – marketing properties. How well a realtor effectively markets a space essentially equals to how good the realtor is. There’s no hiding it. Any broker can do the simple things – putting up signs and placing information on the internet doesn’t exactly define “extra effort” anymore.
I was taught to market in a completely different way, and it has been a tremendous benefit to me and my clients throughout my career. My idea of high-quality marketing involves person-to-person interactions. Whether it be through a phone call or meetings with prospective buyers and tenants, I find in-person communication to be the best way to push a deal forward.
The commitment really begins from my first glance at an assignment. I immediately create a target list comprised of people I know the deal could potentially work for. Once I have this list in mind the real work begins. I’m on the phone, I’m setting up meetings, I’m doing everything in my power to make this deal happen. Nothing will ever get achieved by a broker with a passive approach.
Person-to-person deals will always be where I add the most value for my clients. It’s been my philosophy since day one, and I believe it’s the attitude every broker needs to have – anything else is a complete disservice to clients and their goals.