When you start your career in commercial real estate, you will soon know the common pitfalls that prevail in the industry. They are nothing special and unique, but they do require specific focus and action to resolve.
The pitfalls that most agents and salespeople come across are some of the following:
- Finding new clients in the local area is not as easy as it originally seemed. The process requires hard work and daily diligent focus. Prospecting is one of the most important things that you can do in your career.
- The competitive nature of the industry means that you will be up against other agents continually in presenting and pitching your services. It is easy to believe that you will win a listing, however the motivations of clients are many and varied.
- Agents and salespeople with local property knowledge are useful, however the agent that usually wins the listing will be the one that shows the greatest level of confidence and solid negotiation skills. Clients like to work with experienced achievers that can solve their property problem quickly.
These three points would indicate that you must be prepared to work hard and to a plan. The most successful agents in the industry achieve their results through diligent focus and daily hard work. I go back to the point made earlier; you must prospect daily regardless of how much other work you have currently. Failure to prospect today means that your business will slow down within about two or three months.
Here is a good business model that can be used in most commercial real estate agencies. This is a personal model that should apply to sales people.Research the new business leads and opportunities every night before you commence the next day. On this basis you will have new people to contact. A big part of your job is to create a new leads and new opportunities. That is how you will grow your market share.
- Start your day early and always with the prospecting system and process that is relevant to your property type. Generally speaking this will mean lots of cold calls within a defined system that you feed with new leads and opportunities.
- The prospecting process should take about two or three hours every morning. By the time you get to the middle of the day, you will have achieved two or three meetings from those calls made in the morning.
- Do your property inspections and client meetings in the afternoon. That then leaves the late afternoon for you to do your paperwork and marketing.
Organisation and focus will turn your career in a positive direction. This does take time, however diligent daily process should see positive results within about one month. When the results start to come in, you simply keep the process moving ahead. Do not change the rules, and remain consistent.
The “make money online” crowd is probably the most actively targeted niche market on the internet. Which is quite ironic when you think about it; “The hunters become the hunted.” And it’s not surprising we are so serviced with offers continually, the truth is we are, on the whole, information junkies. We are suckers for a good ebook, report, or video.
The problem is that an over supply of internet marketing tools (even good ones) can leave you feeling overwhelmed, unproductive (too busy reading about internet marketing to actually DO any), and flat broke!
So how do we filter the offers we are bombarded with, so that we invest sanely in our education and resources? Let me offer this simple “buying guide” to help.
When you boil it all down there are basically 4 different kinds of products on the market, and you have to be able to recognize them so you don’t waste your time and money:
1) Basic training guides & tools. Everyone needs some of these, but you don’t need to be buying 10 versions of the exact same information.
2) Advanced techniques. These are the “Shazaam!” products. The ones with truly unique and creative ideas. If I can identify which ones these are, I’ll buy them all day long. If I can get ONE really good, repeatable idea, it is money in the bank. The caveat, though, is you’ve got to actually implement them – otherwise you’re just wasting your money, and spinning your wheels.
3) Tools that make life easier. These are OK if you’ve got disposable money to spend on them, but if you’ve got a limited budget (like most marketers that are still getting going) you’re probably better off spending it where it can be best leveraged for the most effectiveness.
Case in point: At the time that I’m writing this article I’ve been getting emails all week — I’ve had at least 15 just today – promoting a particular hot product. The free teaser report is great — it includes a couple of really exciting ideas (see point 2). However, when I looked at what is actually being offered in the main package – 8 software programs that collate information in various forms from around the internet — they’re all really cool tools, but they are nothing that you can’t already do yourself for free. Cool, but not necessary. Convenient, but not essential.
4) Snake oil. These are the products that are thrown together to make sales to newbies, but they do not work. They are bad advice. You’ll discover that usually the author hasn’t had any success with the method he’s teaching at all, but he can make a few bucks wasting other people’s time with it.
So, when you’re considering buying resources to help you build your online business, read the sales copy discerningly. Honestly evaluate the product and classify it in one of the above 4 categories. Then it’s a simple decision to make the appropriate response:
Category 1: Buy it if you don’t already have a product covering the same topic, or if you are reasonably convinced that your understanding is going to be increased sufficiently to justify the investment.
Category 2: Buy it, and DO something with it! Don’t procrastinate — take action. Winners are taking imperfection actions while others are still formulating their “perfect” plans.
Category 3: Buy it only if you have surplus cash, and don’t mind blowing some on a luxury — because that’s what it is. Ask yourself, “Could I leverage the money I’m about to spend on this to better effect in my business?”
Category 4: Click that little “x” button at the top of the browser window, and be proud of yourself that you’ve developed the wisdom and experience to stop wasting time with that kind of rubbish. If you already bought it before you figured out that its “snake oil”, ask for a refund and chalk it up to experience.
Buying is far more an emotional decision for us than we “savvy entrepreneurs” would care to admit. Anything we can do to take pause and inject some thought into the process will save us time and money. This buying guide offers a place to start.
Itâ€™s a fact that every cigarette smoker around the world is often flooded with all the off-putting information about the usage of cigarettes and there is a defensible reason to justify this negative perception among people related to usage of cigarettes. Itâ€™s simple! Being the key cause of cardio vascular diseases, high BP, diabetes, lung cancer, and other major illnesses, tobacco cigarettes emit second hand smoke that is proved to have hostile medical effects.
This negative perception derived from unpleasant medical effects from tobacco based cigarettes, has resulted in the invention of an alternative to conventional cigarettes. These are called vapor cigarettes, or e cigarettes. Coming in fancy E-Cigarette kits, along with other tiny counterparts, which when put together, activates the gadget for use as an e- cigarette, Electronic cigarette is a battery powered device and does not need a match or lighter for use, but rather requires a charger to recharge the battery. Additionally, an e-liquid filled cartridge replaces the tobacco that is found in traditional cigarettes. This e-liquid is then burnt forming a flavored vapor, while the cigarette is being smoked giving the exact pleasure to the smoker as in real cigarette.
Now comes the best part: Traditional tobacco based cigarettes emit a second hand smoke resulting in the intake of carbon monoxide which is considered as a silent killer. Whereas, an electronic cigarette produces only a flavored vapor without any toxic chemicals in it and this is what make E-Cigarette kits completely safe and environment friendly.
E-Cigarettes do contain nicotine, but without any cancer carcinogens like tar. Also, since there is no flame involved, there are no possibilities for fire to occur from the usage of E-Cigarette kits. While deciding to buy electronic cigarette, it is utmost important to understand the features these modern devices possess. Furthermore, if you are novice and are planning to buy electronic cigarette, it is highly recommended to go for 1 piece E-Cigarette kits that are disposable and are good for people who are not yet sure, if this is something for them.
Cost cutting on cigarete expenditure is also one of the major reasons why many people these days prefer to buy electronic cigarette. Though E-Cigarete kits have not still been tried and tested to help in cessation of the habit completely, it is still a worthy decision to buy electronic cigarete, since they are completely safe in use and are environment friendly too.
Raincoats for women come in many shapes and styles and have been around for a very long time.
Often referred to as a mackintosh, the ‘mack’ has been in existence since the early 1820’s, and was invented by Charles Macintosh.
The mackintosh was a waterproof garment made from rubberized material, similar to the waxed jacket we often see worn by the men and women today.
Originally a practical garment to keep the wearer dry, this outerwear is now much more of a fashion statement. All top designers will include such an item in their collection.
The traditional design has been transformed to suit the needs of the modern woman, which has led to a variety of lengths. You’ll just as easily find a short anorak style rain jacket, as a full length raincoat.
Old heavy style fabrics have been replaced by breathable lightweight materials, which allow them to be packed up neatly into a small bag. Some models also have a hood which may be detachable.
The garment not only come in the single breasted, but also the double breasted, and zipped fastening design. This makes them more suitable to a wider range of customers as body shape, age, and taste, are all catered for.
For the winter you can choose a garment with a faux fur lining, which not only keep you dry but keep you very warm and snug too.
From the ever practical black or beige version to the fluorescent pink worn with matching wellington boots, raincoats for women are available to suit everyone.
India-America Trade relations
For the starters, United States is India’s largest trading partner.
India’s major exports to US – include Information Technology Services, textiles, machinery, ITeS, gems and diamonds, chemicals, iron and steel products, coffee, tea, and other edible food products.
India’s major imports from US – aircraft, fertilizers, computer hardware, scrap metal and medical equipments.
Additionally, America is also India’s largest investment partner. Americans have made significant investments in India’s power generation, telecommunications, ports, roads, petroleum exploration/processing, and mining industries.
India and US have signed a new Trade Policy Forum. The sub-divisions include: Agricultural Trade Group and Tariff and Non-Tariff Barriers group.
Agricultural Trade Group- The group specially focuses on three objectives: approving on terms that will facilitate India to export mangoes to the United States, thereby sanctioning Agricultural and Process Food Products Export Development Authority (APEDA) to vouch Indian products to the standards of the U.S. Department of Agriculture, and implementing procedures for approving edible wax on fruit.
Tariff and Non-Tariff Barriers group – Insecticides manufactured by United States could be sold across the length and breadth of the country. Also, India has also agreed to cut regulations on buy/sell of carbonated drinks. Many medicinal drugs and lowering regulations on products those are not agricultural produce.
Both countries expressed interest in promoting small business initiatives in both countries by enabling trade between them..
The percentage of traded items from India to US
1. Diamonds & precious stones (25%)
2. Textiles (29.01%)
3. Iron & Steel (5.81%)
4. Organic chemicals (4.3%)
5. Machinery (4.6%)
6. Electrical Machinery (4.28%)
The percentage of traded items from US to India
1. Engineering goods & machinery (including electrical) (31.2%)
2. Precious stones & metals (8.01%)
3. Organic chemicals (4.98%)
4. Optical instruments & equipment (7.33%)
5. Aviation & aircraft ( 16.8%)
Export of Indian Agro Exports to US
The export of Indian Agro products to US forms a significant component of Indian exports to US. The Indian government apparently plays an important role in the expansion and diversification of the agricultural products and food processing industrial sector of the country. It is reportedly one of the largest in terms of production, consumption, export and growth.
The main items of Indian Agro Exports to US are:
o Rice and rice products
o Fresh vegetables
o Fresh fruits like mangoes, mango pulp, and grapes
It is a new invention that everyone who smokes should know. This is called the (cigarro electronico), also known as a smokeless cigarette e-cigarette(sigarette elettroniche), and it is to change the legal landscape for cigarette smokers in the world.
The patented Electronic Cigarette(elektroniskas cigaretes) offers to effectively simulate the experience of smoking a real cigarette, without any of the legal and health issues surrounding traditional cigarettes.
While(elektronines cigaretes) look, feel and taste much like traditional cigarette, they work very differently. You see, do not burn tobacco, but when you inhale an e-cigarette, you must enable a “flow censor,” which releases a vapor containing nicotine, propylene glycol and a scent that simulates the taste of tobacco. All this simply means that the(cigarros electronicos) allow you to get your dose of nicotine while avoiding all the carcinogens in traditional cigarettes such as tar, glue, hundreds of additives and hydrocarbons.
In addition to being healthier than conventional cigarettes, and perhaps most important, is the fact that(sigarette elettroniche) are perfectly legal. Sincse the cigarro electronico) is not related to tobacco, you can legally burn them anywhere that traditional cigarettes are prohibited such as bars, restaurants, workplaces, even airplanes. In addition, e-cigarette(cigarettes electroniques) you can smoke without fear of harming others because of cigarette(cigarro) smoking bad.
Cartridges are available in a wide variety of tastes and strengths of nicotine. For regular, menthol, also the apple and strawberry flavor cartridges and nicotine strengths come in full, a medium, light, and no. While elektroniskas cigaretes) are technically “alternative to smoking”, rather than smoking cessation device, the range of nicotine strengths offers clear opportunities to support those trying to quit smoking, and seems to be proving to be popular in these markets.
The nice thing about that you say, nicotine patches, that give the same tactile sensation and oral fixation that the desire of smokers, while satisfying the desires of snuff as well. When you take a drag n electronic cigarette really feel your lungs fill with smoke flavored snuff warm and the waves of smoke exhaled from your lungs as the regular snuff, however, as mentioned, the smoke is actually a lot more water vapor that evaporates quickly heals and not offend anyone in the vicinity.
Although the have been around for a while ‘in various incarnations, is of recent developments in technology and increased restrictions on smoking that have led the e-cigarette can be found in the new popularity. If you are interested in a healthier alternative to smoking, or if you just want the freedom to smoke wherever and whenever you want, the electronic cigarette could be the solution you’re looking for.
Murcia, located along Spain’s Costa Calida, is known for its year-round warm, sunny climate which attracts holidaymakers to the region. With an abundance of villas for rent on resorts such as Polaris World’s Mar Menor Golf Resort, La Torre Golf Resort and El Valle Golf Resort tourists can rent luxury Murcia villas with private pools or affordable apartments and take full advantage of resort facilities such as communal pools, playgrounds, tennis courts and nearby restaurants.
If you’re planning on looking for holiday rentals in Murcia this summer make sure you explore the local area and visit the many beautiful beaches on offer. Murcia, also known as the Costa Calida in Spain offers over a hundred beaches for everyone to enjoy, whether you want to travel by boat to a picturesque deserted cove, or relax on a stretch of sandy beach to soak up the sun.
Simply travel a short distance from Murcia city to the coast to explore popular areas. Beach towns to visit include Mar Menor, San Javier, Cartagena, Mazarron, Aguilas, San Piedro del Pinatar and Lo Pagan. The Mar Menor in particular ( a large salt water lake effectively) is a really popular area to visit, with its warm Mediterranean waters and vast, golden beaches, shallow waters and small waves; Murciabeaches really cater for everyone.
Mar Menor beaches
Located on the Costa Calida above Lo Pagan, the Villa Nanitos beach offers water skiing, volleyball, windsurfing and sea kayaking. Nearby are the mud baths of San Pedro del Pinatar; well worth a visit.
Located on San Pedro de Pinatar, Mar Menor, this is a blue flag beach and can get busy during peak season. It is a long, sandy beach and foot showers are available during the peak season. The waters here are mild and so perfect to take a dip.
Another blue flag beach, El Esperjo can also be found on the Mar Menor coastline. This sandy beach is perfect if you fancy a spot of surfing, volley ball and kayaking. The waters here are calm.
This is another popular Mar Menor beach. It offers 4km of long grey, sandy beach with shower facilities, as well as lots of restaurants and calm waters.
San Javier beaches
Euromanga beach is located in San Javier, Murcia. It’s typical of the La Manga stretch, which means its golden sands and pleasant waters attract many tourists and locals.
This San Javier sandy beach offers a picnic area, snack bar, accommodation, showers, beach cleaning and houses a Red Cross station. Lifeguards also patrol the area, and it’s also one of the safest beaches as it’s patrolled by local police.
Close to Cartagena, this Murcia cove is located just a couple of minutes drive away. The locals will cycle and walk to Cala Cortina to enjoy a day of relaxation; spend a peaceful afternoon here with friends or family.
Calblanqueis a protected nature reserve, home to sandy beaches and coves. This beach is one of the few you are allowed to take dogs down to, so it’s advisable to keep away from the lower end of the beach if you wish to avoid the family pets. As it’s a protected area, there are no facilities like restaurants or bars, but there is a car park.
Cala Medina, Las Melvas and Levante
This group of three beaches are small beaches, with slightly less calm water. They range from sand to gravel to rock. There are restaurant services nearby, and it’s the perfect location if you fancy a spot of snorkelling.
This is a very quiet beach in Cartagena. It’s sandy, and does offer showering facilities, but has limited disabled access as it’s difficult to reach.
El Belonte Grande and Salitrona
These two beaches in Cartagena are short and sandy, and are only accessible by boat or on foot, so they’re perfect if you’re looking for a quiet spot. These coves are very beautiful, surrounded by mountains with wild vegetation.
La Calera and San Gins
La Calera and San Gins are gravel and sand beaches, with calm water making them suitable for families. They offer reasonable facilities such as showers, as well as a few restaurants and shops nearby.
Bolnueva beach is located at Mazarron, Murcia. This lovely golden sandy beach is great for families, and offers a picnic area, snack bar, showers and toilets. It’s also got a Red Cross Station and lifeguards on duty, in addition to offering water sport equipment for rent. It can get very busy during peak seasons, but generally isn’t quite as busy as other blue flag beaches along the Costa Calida.
Also located at Mazarron, Murcia, this golden sandy beach is great for children with its calm waters and shower facilities.
Facilities available: This beach is located near the town and harbour of Mazarron. El Castallar is a sandy beach, with lovely clean, calm waters. Although popular with families, this beach does not get quite as crowded as some other Blue Flag beaches in this region. Facilities include snack bars, restaurant, showers, telephones, beach cleaning, and a Red Cross point.
El Rihuete and Puerto de Mazarrn
These sandy beaches are perfect for families exploring the Mazarron area, with plenty of local shops and restaurants.
The sand and pebble beach of Las Delicias can be found in Aguilas, Murcia. It offers many facilities such as a snack bar, restaurant, showers and it also has a Red Cross station, is manned by life guards and patrolled by the local police, so it is an extremely safe beach to visit.
This urban-setting beach offers a snack bar, restaurant, toilets, showers and parking. It’s a very popular beach in the summer months.
This beach is also located at Aguilas, Murcia. Its waters tend not to be as calm as other beaches in the region, making it more exciting for water sport enthusiasts. It offers a Red Cross point, parking and beach cleaning, and again, Calabardina can get quite busy.
Sizes at just over 440 metres, Levante beach offers a snack bar, restaurant, showers, a Red Cross station, lifeguards. Ideal for children, this popular beach is sandy, with calm waters.
Abejerro and Las Pulgas
If you’re after quiet sand and gravel beaches, head to Abejerro or Las Pulas in Augilas. These are both quiet, unspoilt beaches, unfortunately there are no facilities at either location.
Punta del Fraile
This beach is only accessible by foot and offers great, clear water for snorkelling.
Lo Pagan beaches
Villanitos can be found in San Piedro del Pinatar, Lo Pagan, Murcia. It has plenty of facilities available for use, such as snack bars and restaurants, toilets, showers, parking and if you want to take part in water sports, there is equipment available for rental. Calm waters and it’s large, mostly sandy beach make it very popular.
This is a sandy beach, with calm waters. Like many beaches in Murcia, La Puntica offers a restaurant, snack bar, showers, toilets, beach cleaning and a Red Cross station, and is patrolled by lifeguards and local police.
Bao de las Mujeres and El Ciscar
These beaches are located further south of the coast, at Lorca. They are both short beaches
, offering fantastic fishing opportunities as well as being perfect locations for swimming and snorkeling.
The commercial property year has well and truly started, and in most locations formed some common trends and patterns. If you are a commercial agent it pays for you to read the patterns in the marketplace and use them for the opportunity they provide. Property change and churn factors are active in most markets. They are an opportunity in waiting.
These are some of the common trends that most agents are seeing:
- Sellers are now adjusting their prices to suit the real property market and the existing levels of enquiry
- Buyers are fewer and taking longer to make a decision. Some buyers are looking for bargains.
- Finance is still tougher to get and the banks remain selective and diligent in the provision of a mortgage to buyers.
- Tenants are out looking for better premises at more favourable rents
- Developers are not doing much unless they can see a significant demand for a certain property type
- Developers are finding in many cases that the set up and construction costs for the new developments is out of balance with the achievable sale prices
Taking these things on-board, it is the agent that works both the leasing and the selling market that catches more opportunity. You have to be versatile.
As this article is being written it is the start of the second quarter of the 2012 calendar year; it is commonly the time where more listings and deals occur leading up to the change of financial year.
Right now is the right time to push your marketing and networking to the fullest. Sellers and Landlords that need help with property this year are typically planning that process right now.
So the best ways forward if you are an agent is to build a solid prospecting and cold calling model that is relentless in its process and drive. You have 8 months of the year to make the commissions that you need. Now is the time to get moving on this as it takes about 3 months of real effort before the conversions and listings start to appear.
Should you list everything that comes your way? Probably not, given that the market and buyers or tenants are so selective currently. It is better to choose the properties to list that are realistically priced or rented. You only have a certain amount of time to apply to your listed properties, and on that basis they should be the properties that offer the most realistic chance of selling or renting.
On one final note, it is appropriate to look at your listing strategy and decide if you should be taking open listings or just exclusive listings. In the case of exclusive listings, you have control of the property for a definite period of time and you can do more in marketing. In simple terms and in most cases exclusive listings sell faster and at a better price than openly listed properties. Make the right choices here.
In this property market, your pitch for new business is likely to be up against other agents in the local area. This says that every sales pitch and listing pitch should be well crafted and well designed. As the local commercial real estate agent, you will normally have two or three agents competing against you with the same property and with the same owner or landlord.
In such a competitive market you have two choices available in making the pitch for the listing:
- You can offer discounts in your services to attract the interest of the property owner. The discounts would normally be in your commission or marketing costs.
- You can offer special points of difference which you believe are unique to your marketing and promotion strategy, and that can achieve a positive result for the property owner as soon as possible.
In pitching for the property listing, the reality of the situation is that the owner of the property really wants to resolve their property pain as quickly as possible at the best possible rent or price. Discounts will not normally do this. In fact they can be counterproductive. Think about it; why would you discount marketing of the property if it is going to limit the exposure to the target audience?
Some agents will discount the commission they will charge within small margins, and that may be satisfactory in your business model. Significant commission discounts should however not normally be given as they will provide real limitation on the time that you can devote to the campaign and the promotion of the property. Invariably you see the agents that discount commissions not staying in the business for very long.
Now some property owners certainly do push you on the commission survey can get some reduction or discount. In their opinion the commission will not impact the marketing of the property. The choice you make here on this matter is up to you but it is recommended that only small commission discounts are given. To do business as a real estate agent today, operational costs and support staff expenses prohibit major commission discounting.
The best way to pitch your services to a property owner can incorporate strategies similar to these:
- Show the property owner that you really understand the target audience to tap into in selling or leasing the property.
- Provide examples of the best available marketing method and price or rental range that will suit the target audience.
- Give the client three alternatives of marketing that provides some discount but still taps into the target audience most effectively. Invariably you will find that the client will choose the middle level marketing campaign.
- Show the client how your office database of prospects will suit the marketing of a property, and how you will then implement the database marketing campaign.
- Show the client just how many potential prospects exist in your database now, that can inspect prior to any advertised marketing campaign commencing.
- Use third party evidence when it comes to property prices and marketing strategies. This will make your sales pitch a lot easier.
- The client will usually choose the agent with the most significant market awareness and product knowledge. Your sales pitch should incorporate these details and facts.
The agents that win the listings and business in today’s market are usually confident and connecting. They have the ability to show the client how they can shorten the property pain and improve the price or rental in the process. Design your sales pitch around these facts and then start to practice.
A sales pitch is not about discounts; it is about solving a problem. That should be your focus.