Niche MarketingStrategies in

Commercial RealEstate Brokerage

John Highman - International Commercial Author and Coach

Going deeper into your commercial property market as a broker or agent

Niche Marketing Strategies in Commercial Real Estate Brokerage –Commercial Real Estate Training Online

Niche marketing in commercial real estate brokerage works very well providing youchoose the active market segments to work based on your particular skills and location. Will those two factors offer plenty of churn and activity over time?

Know your targets

Your targets in taking this approach to your business in commercial property should be togrow your business and to be known as the specialist that the industry requires. Yourequire a niche to work in and work on. There is no point in being generic in our industry. Does that sound like you now? Market yourself specifically and locally into the groups ofpeople that need you.

Can you position yourself in this way?

It always pays to have a real plan in commercial real estate brokerage. That should be aplan at a personal level that can help take you to the next level of your business. Knowyour market for what it is and then move into it with your skills and actions. Here aresome segments to tap into:

Niche Marketing Strategies in Commercial Real Estate Brokerage – Commercial Real Estate

Training Online

Niche Marketing Strategies in Commercial Real Estate Brokerage –Commercial Real Estate Training Online

Business ownersBusiness owners – Many company owners and business owners need regular

help with local property activities and requirements. Their business success

depends on the positioning of their company into local property. How can you

help the businesses in these segments? What you know about commerce

locally that will put you closer to these people and their property challenges?

Local tenantsLocal tenants – Tenants always move around. They will move for reasons of

expansion, contraction, and rental reduction or opportunity. In many respects

the choice of property will be important to them as well as the location. Get to

know all your local tenants and what they are doing and thinking about with

property changes and lease terminations.

Property investorsProperty investors – A successful property investor will want to nd more

local property or sell up and move into a new property asset. There will be

factors of rent, return, yields, and capital value to contend with.

Franchise groupsFranchise groups – The franchise business model sometimes requires

property in certain locations and or building types. Get to know the franchises

locally and what they are thinking and doing about property change and growth

of the franchise network.

Niche Marketing Strategies in Commercial Real Estate Brokerage – Commercial Real Estate

Training Online

Niche Marketing Strategies in Commercial Real Estate Brokerage –Commercial Real Estate Training Online

Property developersProperty developers – When you build good levels of trust and

communication with a developer locally, they can provide you with the

opportunity to work on a property project. Many projects have multiple

sources of commission over time. In saying that, the developers in our industry

are a ‘special breed’ and they are motivated by the end result or return. They

need good agents and brokers to help them pull in sales and leasing, but the

upfront assistance they require and that you can provide to them can be taxing

and time consuming. It takes months if not years to see a return from a

relationship with a property developer. Choose your developers carefully.

Overseas investorsOverseas investors – Understand the investment rules that apply to

commercial real estate in your location. There will generally be certain ways an

investor can put money into property in your location. When you know the

rules you can market yourself and your services into this segment. You can

then look for the right properties that match the requirements of the overseas

investor.

Out of all of these segments, which one will offer you the most excitement andopportunity? Understand the commercial real estate niches for what they are and wherethey are heading.

Market yourself comprehensively into the niche segments that you know and understand. Stand out as the commercial real estate agent of choice. Help the people in the localproperty market see that they need you.

(N.B. these ideas are also sent out to regularly to our friends in Commercial Real EstateOnline Snapshot to help amplify brokerage results…. Get your access here)

Niche Marketing Strategies in Commercial Real Estate Brokerage – Commercial Real Estate

Training Online