In this commercial real estate market, there are challenges for real estate agents in finding buyers, tenants, and landlords. Property enquiry is more difficult and selective; hence the time on market with listings is commonly extended beyond that which we experienced a few years ago.

One of the most important tools for you to use in this property market to solve these marketing and negotiation problems is an accurate and up to date database.

Regrettably a lot of salespeople struggle with keeping a database to support their property enquiry and listings. Given that salespeople work from the commissions of closed contracts and leases, you would think that this database problem should be a rare event, however it is very common. The reality is that a good database requires diligent process and data entry.

The database is your road to better prospects, negotiations, and commissions; why would you delegate that to someone else or put the process off? When you take personal ownership of the database, you know just how important it is to your business opportunity; you will commit to its accuracy and daily maintenance.

On a personal basis a database system is critical to the listings that you achieve and the contracts or leases that you convert and negotiate. When a database works well for you, it is much easier to find the right buyers and tenants for the listings that you are working with.

So here are some key rules regards using a database as a business tool in commercial real estate:

1. The software that you use does not have to be expensive or complex. Find a database program that is comfortable for you and easy to access. Information is what the database is all about. If you can put the information in and get it out with ease, then the database will serve your purpose. Make sure that you can easily export the file in some common version (eg use CSV or tab delimited files) that is compatible with normal spreadsheet formats. That will allow you to back up all the hard work and effort you have put into the program and database.
2. It is best to enter all contact activity from the working day into the database at day end. In this way you will not take up precious prospecting and networking time. Capture all information from your meetings and conversations into the program.
3. You should have the facility for backup of data. The backup should be done daily or at the very least weekly onto a separate data storage device. You may also want to synchronize the data with your mobile phone and carry it with you.
4. The object of a database is to stay in regular contact with qualified parties. By regular contact I mean each 90 days or less. Any contact point beyond 90 days is usually irrelevant and the client or prospect will have forgotten you.
5. Today we need to capture not just the names and telephone numbers of our contacts, but also their e-mail address, website, and property needs. Details of the last conversation you have with them will also be relevant and assist you when you make the next telephone call.
6. A good commercial real estate business is built around personal contact and regular contact at the individual level. The prospect needs to know you as the expert in the local area; this can be achieved through regular database contact. As part of the process you can be providing property market updates and listing details to your prospects.

If market share is important to you then a database will be essential as a business tool. The process requires discipline but the rewards are many.

If you want some more tips and ideas to help your commercial real estate agency and convert more opportunity into listings and commissions, you can get a free eBook of tips and tools at http://www.commercial-realestate-training.com

John Highman is an experienced Commercial Real Estate Agent, International Speaker, and Sales Coach.

Becoming a Realtor is an option for those who are good persuaders. It is not hard starting a real estate firm and making a success if you have the right qualities. The business is a lucrative one and many people are keen to enter into it. The big challenge is to become visible and win clients. This can only be done with correct marketing strategies.

Setting up a business website has proved to be a great idea. This site should provide a lot of information while looking professional. You must be sure to give a lot of information about the properties you have on your books and update the site regularly. Create a page where you invite your existing and prospective clients to ask questions and add comments. Make sure to ask for and collect contact details.

The page should also do its own marketing by offering a comment box where past clients can comment on experiences they have had dealing with your firm. Respond to comments and reply to questions and requests. The web is a great tool to communicate with customers. Use it well.

Expose your firm by using flyers. Mentioning some of the properties your firm has sold, will help to strengthen confidence in the ability of your firm to deliver. If you offer any additional services, for instance painting or gardening, mention that. Flyers are not expensive and they can be effective.

The yellow pages are another good advertising medium. Make sure you are listed so as not to be left in the cold. Take care how you design and word this advertisement. You should try to stand out from the crowd. Get the help of professionals if necessary.

Advertising in local newspapers is a tried and tested method for Realtors. Some have special property sections where you can list some of the properties on offer. Also advertise on their home improvement and interior decorating pages. To give your ads more impact, ask clients to comment on your firm and its service and include this information in advertisements.

Property related exhibitions and community fairs take place from time to time. Have a presence there. Ask the contact details of visitors to your stall and find out their requirements and contact details. Work to find the properties they want and give feedback. Also collect their business cards for entry into your database.

Another good place to network is a mall. Set up a table, preferably on a weekend and take the time to meet people and distribute business cards and flyers. This is a good method of adding more prospective customers to your database. It should not be expensive at all to get permission from the mall management and it is an excellent advertisement possibility.

Being a successful Realtor is an achievable aim. It can be exciting but there is one big requirement. You must be seen and known in a competitive world. This takes hard work and sharp thinking. If you are willing and able to do this, the rewards can be very good.

Are you looking looking for a Realtor to find a house or sell your home? Then visit online Homes For Sale.