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When it comes to the design of a professional commercial real estate office, ‘point of sale’ material should be incorporated into the design of the reception area and meeting rooms. The same ‘point of sale’ material should be brought to all meetings with current and potential customers as part of an overall marketing strategy.
At every opportunity, we must be prepared to cross-sell or up-sell our real estate services and solutions to potential clients and clients.
This says that sellers should be able to bid for property managers and similarly property managers should do the same in reverse.
Here are some ideas to incorporate into this marketing initiative.
- Profiles of your sales and property management teams should be displayed for clients to review. This will include some type of simple brochure and testimonial for each seller and each property manager.
- Business cards for each team member must be available at the reception desk. Business cards should clearly show the skills and specialties of each seller or property manager.
- The quality listings you have on your books currently need to be in some form of property display. Your professionalism in the process will signal to other clients that you truly promote your property listings at every opportunity. Since this screen is located in your reception area, the material, facts and information must be fully up to date.
- If you have been involved with larger properties and notable properties in the local area, please show details of the transactions, including photographs, testimonials and positive results. Clients like to know that they are dealing with successful agencies and sales teams. Have proof of that for them to see.
- Since you are a specialist in commercial real estate, it pays to have some related information brochures and to serve the clients who visit you. Specifically, it can be industrial property, office property and commercial property. You can also cover the topics of sales and property management in different ways.
- Get some testimonials from previous transactions and satisfied customers. Testimonials along with photos can be displayed on the walls of your reception area.
Marketing material can be created around specific themes and branded with your office logo and contact details. Considering that all your services are customer related, your marketing material should solve problems and provide solutions for visiting customers.
Here are some themes around which you can create your marketing material:
- Your local agency profile
- Investment Property Sellers Guide
- Investment Property Buyers Guide
- Investment Property Owners Guide
- Tenure Questionnaire and Checklist
- How to move your business to a new commercial property
- The Advantages of Professional Commercial Property Management
- Sales methods in today’s real estate market
- Research information related to current sales and current leasing in the local area
- The advantages of exclusive listings to market your property for sale or lease.
- Marketing strategies for the sale of real estate today
A selection of point of sale material like the one above and displayed in the reception area will help convert more inquiries and close more listings.