THE ATMOSPHERE WAY.
Standard Operating Procedures
The Roadmap To success
THE SALES PROCESS
& OPERATING PROCEDURES
“You should be servicing your clients to the point where they heartily refer you to everyone they know. When you close a transaction, remember—you don’t run away from your client, you run toward them.”
THE SALES & LEASING PROCESS
STANDARD OPERATING PROCEDURES
1.1. CANVASSING FOR LANDLORDS & SELLER
1.1.1: Understanding the Importance of Private Stock
- Acquiring private stock, that is not owned by a property fund allows us to: access properties that we might not be able to find on VacancyPro and is more likely not not be listed by other agencies.
- Confirm Payment: Establishing a brokerage relationship with the landlord ensures proper compensation for our services.
- Sign the STE: The Sole and Exclusive (STE) agreement formalizes the partnership with the landlord, solidifying our role as their broker.
1.1.2: How to Find Private Stock
Step 1: Conducting Research and Analysis
- When canvassing for stock work in specific areas and industries to familiarise yourself with the market, supply and demand in that area.
- Competitor Analysis: Utilize online platforms like Property24, websites, and Google searches to identify properties listed by competitors.
- Networking and Referrals: Leverage connections with leasing managers, CEOs, and property funds to discover private stock opportunities.
- Canvassing: Explore potential properties by physically visiting locations and knocking on doors.
- CMA (Comparative Market Analysis): Access information about properties listed under a head office, including zoning, GPS data, owner details, and more.
- Send at least 10 new prospecting emails per day and make at least 20 new prospecting phone calls per day to businesses.
Step 2: Gathering Landlord Information
- Sale Information: Determine whether the property is owned by a company, individual, or trust. Obtain the owner’s name and contact details.
- CMA: Use the CMA system to search for a company and initiate conversations to gather more information.
- Apollo: Use Apollo to obtain tenant contact details and inquire about the landlord’s information.
- Neighbors and Staff: Speak to surrounding tenants and staff/receptionists who might have insights into the landlord’s identity.
- Newsletters and Alerts: Auction companies often provide addresses for sale properties, which might lead to private landlords.
- Site Visits: Visiting the site can provide additional clues about the property and its ownership.
Step 3: Dealing with Private Landlords
- Educate Landlords: As a broker, educate private landlords about real estate terms like Base Occupancy (BO) and Tenant Improvements (TI).
- Avoid Assumptions: Refrain from making assumptions about incentives offered by private landlords compared to property funds.
Step 4: The Importance of STE (Sole and Exclusive Agreement)
Purpose: The STE agreement serves two primary purposes:
- Confirms our exclusive or non-exclusive mandate to market the landlord’s property.
- Specifies the commission structure and payment terms.
1.2 CANVASSING FOR TENANTS & BUYERS
Step 1: Find tenant details via your own private networks, canvassing or online channels.
Step 2: Ensure you have a clear understanding of the prospective tenant’s/buyers shopping list
Step 3: Issue an appointment letter to the prospective tenant or buyer.