Seven Strategies to Get New Business Now

David Zimmer explains how to network and reach out to more commercial prospects in a smarter way.

March 1, 2012

Make smarter calls, not more calls. Take time to research prospects in depth before picking up the phone so that you’ll be able to anticipate and address their needs promptly.

Network, network, network. Combine face time and social media outlets to make new—and keep up old—contacts.

Play to your strengths. Use a SWOT (strengths, weaknesses, opportunities, threats) analysis to evaluate your human and financial capital. Then develop a road map and realistic timetable to reach your business goals.

Focus on the metrics. Demonstrating real cost savings through in-depth analysis is the way to differentiate yourself to a client.

Don’t turn down the small jobs. You can never tell when a short-term assignment will turn into a longer-term relationship.

Become the local market expert. Compile statistics on comps, vacancies, and market trends, and share the information with local media and other brokers via direct mail and social media.

Build a reputation for solving problems and getting results. Referrals remain the best source of new business, and a reputation as the best agent or company in your area is what it takes to get those clients.

Sources: David Zimmer, SIOR, Zimmer Real Estate Services, Kansas City, Mo.; Leonard Frenkil, CPM, WPM Real Estate Group, Baltimore; Paul Waters, CCIM, CRE, NAI Global, New York; Jo Anne Corbitt, CPM, The Mathews Company, Nashville, Tenn.; Ian Grusd, CCIM, SIOR, Sperry Van Ness Richter Grusd, Iselin, N.J.; Beau Beery, CPM, CCIM, Coldwell Banker M. M. Parrish, REALTORS®, Gainesville, Fla.

Mariwyn Evans

Mariwyn Evans is a former REALTOR® Magazine writer and editor, covering both residential brokerage and commercial real estate topics.