Make 2018 Your Best CRE Year

Hello 2018! Whether you are happy to see 2017 go, or you wish the year would’ve stuck around a little longer, there’s no denying that a new year is upon us. Start 2018 on a high-note in your commercial real estate business with these tips for success:

Review 2017

How was this last year for your business? Were you busier than ever or slower than you anticipated? Now is the perfect time to analyze what worked for your business during the past 12 months and what didn’t. Be honest with yourself and keep doing the things that brought you more clients and helped you win more deals, and eliminate or change the things that didn’t work so well.

Reach Out To Your Clients

Stay in contact with your clients even when you’re not working on a deal with them. The goal is for you to stay at the top of their mind and for you to be the first broker they contact when they’re looking to sell or lease a property. If you haven’t done so already, give your best clients a call to wish them a Happy New Year. They will appreciate the thoughtful gesture and it will give you a few minutes to have a conversation with them. This is an easy way to show your clients that you appreciate their business. At a minimum, send out a personalized email to each of your clients wishing them a successful 2018.

Set Goals For The Year

Your professional goals will likely change from year to year as you advance in your commercial real estate business. Use the first couple weeks of the year to really think about what you want to achieve in 2018. Be specific and set “SMART” goals. Your goals should be:

  • Specific: Define your goals as specifically as possible. Think of “who, what, when, where, and why.”
  • Measurable: How will you track your progress and measure the outcome of each goal?
  • Attainable: Is this an achievable goal? It’s good to aim high, but keep your goals within an attainable reach.
  • Realistic: Can the goal be accomplished realistically and is it relevant to your other goals?
  • Timely: Each goal you have should have a deadline or specific time frame that you plan to accomplish it. This will give you a sense of urgency and help you effectively manage your time to achieve it.
Fine Tune Your Marketing Strategy

Whether you personally handle your marketing, or you have someone else in charge of your marketing efforts, you should be fully aware of what the marketing strategy is. How are you going to market your business in 2018? Will you be utilizing social media, email marketing, direct mailing, and/or advertising in print or on the internet? Have you set up your own commercial real estate blog yet (related post; Start A Blog: Easy Step-By-Step Guide)? Have you set up an advertising budget for this year? It’s best to sit down now and map out your marketing strategy with your team for the year. Your marketing strategy is a “living document”; meaning that you can revise it as needed throughout the year. Just start with a game plan that is in line with your business goals and make sure that everyone on your team is on the same page so you all hit the ground running in the same direction.

Organize Your CRM

There’s no question that you should be fully utilizing a CRM (customer relationship management) software to keep your commercial real estate business running at top speed. Not only will a CRM help keep you organized, but it will also save you time and help you make more money. Take a few minutes this month to organize your CRM; make sure every contact, property, and deal has been added. I personally love and recommend ClientLook CRM (full disclosure; I am their Director of Marketing). With ClientLook you can utilize their exclusive Virtual Assistant team to do data entry for you – all included with your subscription! It’s always a good idea to take 10-15 minutes per week to clean up your CRM and keep it organized for maximum efficiency. It only takes a few minutes to get rid of duplicate or useless information so your CRM is filled with relevant information that will be beneficial for your business. While you’re doing a little clean up, you should also add in important dates and follow up notes to remember; such as calling your clients on their birthday, industry conferences and trade-shows, monthly luncheons and networking events, etc. Add in as much information as you can for 2018 so you get reminders throughout the year.

As a commercial real estate professional, you need to be on your A-game all year round. With these tips, you’ll be on the path to making 2018 is your most successful year yet!

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