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Do you want to be number one in commercial real estate?  It takes hard work and some self-education among other things. Read the article below to find out key ways to be a top commercial real estate investor.

Commercial real estate is a unpredictable business. If you are sitting around, waiting for the phone to ring, you are wasting your time. Hard work is the basis for success, but you have to be intelligent and strategic about what to do and how to do it.

This article will discuss several basic keys to becoming a top producing commercial real estate investor within the next 12 months.

I’ve learned the 3 keys to becoming a top investor over quite a few years. These keys are not revolutionary in any way, but they are the basis for leveraging proven principles in building your commercial business.

Key #1-Prospecting

Prospecting is the greatest key to success, and the most frequently neglected. You must force yourself to prospect every day- No matter how busy you are or how much you hate to pick up the phone. After the first 10 to 15 phone calls, you’ll get into the groove and it’s really not so bad.

Two hours a day is the minimum! Zig Ziglar has this to say about prospecting, “Prospecting is like taking a bath, if you don’t do it everyday you’ll stink.” So true!

The truth is you are either moving forward or loosing ground. You can’t stay still. It takes determination, but as you continue to do it every day, you will gradually get better at it.

Conversely, as you don’t do it for a few days, the more unpleasant it becomes to restart. It’s kind of like rolling a snowball downhill- its hard to get moving, but as it picks up momentum, it grows in size and gets harder to stop. Your book of business will too grow in size and more opportunities will come your way every day, as one little success leads to another bigger one.

If you are having a hard time getting into the mood of prospecting, try to examine why you don’t do itas frequently. Are you afraid of saying the wrong thing, or looking foolish, or being a pain in the rear, or do you not know what to do, who to contact, or what to say?

Try to find a mentor (maybe another broker) to talk things over with.

Sometimes someone else can see the problem clearer than you can because you are “too close” to the problem. Many times, the problem is rooted in some form of self doubt or self limiting belief. There are some good books on Prospecting and Cold Calling such as “The Complete Idiots Guide to Cold Calling” by Keith Rosen

Once you are able to identify the main reason behind your reluctance to prospect, you can start looking for the solution.  A word of warning: If do not prospect, you will never become a top producer. Sometimes, the answer is- “JUST DO IT!”. Start today! 2) Learn how to effectively network.

Yes, I know-everybody networks…supposedly. The truth is only top producers network effectively. And when I say effectively, I mean make money with it. The whole key to networking is to collect names and contact information of people who might know peopleyou want to do business with.

The key to networking effectively is to pick the right people to network with.  Here is what I mean: As a commercial real estate agent, who is your ideal prospect? Answer: People looking to buy/sell or lease commercial properties.

Now ask yourself – Who do these people usually have contact with, or do business with on a regular basis? Real estate attorneys are a great example of good people to network with, because they deal with business owners on a frequent basis. Other examples are property managers, and CPA’s.

Call people you know who have used a real estate attorney, and ask them for a recommendation, If they don’t know one, ask them who they know that might know a good one. Be persistent. If you have to, do some research online. Talk to other brokers. After that, just pick up the phone and ask them to a cup of coffee, offering them a mutually beneficial networking relationship.

Make sure you add them value as well-refer your clients to people who give you referrals. Thank them when they give you a referral and let them know you are on the ball by giving them occasional updates on how things are going with “their” client.

Also, get involved with the Chamber of Commerce, local business networking groups like BNI, which has multiple chapters in most major cities. Find a group that has successful people in it, and add value. Offer to speak on “Current Trends in Commercial Real Estate” in your area. Offer to speak at the local college.

Talk to your local newspaper or Journal of Commerce and see if they would be interested in having your periodically submit content on commercial real estate. This is an extraordinarily effective way at becoming recognized as an expert in your community. When you are recognized as an expert, people will seek YOU out! 3) Be consistent!

Your performance has to be predictably, consistantly excellent. In this business, your reputation is your most precious asset. Under promise and over deliver. Your word is what you will be judged by, so be careful what you say. Be on time and when you make a mistake…own up to it, and make it right (right away)

! Don’t speak negatively about others. At your funeral, someone will remark that “He never had a bad word to say about anyone.” If you cannot find something positive to say, just be quiet! It is critical tone consistent in your follow-up. In commercial real estate, someone mightsay NO to you today, but it doesn’t mean no forever. It just means: not right now!

Many agents misinterpret this and find themselves with no one to prospect to 3 years into their career.When in reality, they should be contacting all the people they met in their first year of doing business. Following up with people (even if they said no in the past) is the best way to get their business in the future! Make it a habit to go through your farm at least every 90 days.

Becoming a top producing commercial real estate agent is very simple. But its not easy, you have to bewilling to get up every day and work hard. But if you are consistently apply the above keys-you WILL be successful!

Article by Michael B Saunders

We own a Portland Oregon real estate website, that allows you to search the MLS. Find all Portland Oregon homes for sale, information, and price reductions, visit us today!Michael Saunders is a real estate broker and internet marketer focussed on real estate.