Eden Salilig

Why You Need a Sales Development Rep for Commercial Real Estate Business The commercial real estate is quite competitive especially if you cover a part of town that’s highly urbanized. You have malls, strip centers, lifestyle centers, factory, and community centers to compete with. If you want to beat the competition, you need to employ a strategy that is yet to be fully utilized by a sales-driven industry such as real estate; you need to hire a sales development representative. “What is a sales development rep?” “Do they do sales?” “What’s the point of being a commercial real estate agent if another person will take over my job?” These are some of the questions that may come to mind. Before you make any conclusions, let’s make it clear that sales development reps are NOT sales people. They don’t close deals and they certainly don’t maintain a relationship with clients once you have closed a deal with them. Instead, they help streamline the sales process by making sure that you are talking to the ideal prospect. Sales involves a lot of steps besides convincing the prospect to buy the product or service. This is especially true in the commercial real estate industry where 6 to 8 cash figures are involved. With a sales development rep, the delicate stage of qualifying a prospect is fully taken care of without compromise. If you’re the sole agent taking care of everything from lead generation to closing the deal, you’d be wasting a lot of time and money. When you have too many responsibilities, a part of the sales process will eventually suffer due to overwhelm and it’s often the prospecting part that takes a hit. This is not good for your commercial real estate business. Without prospects, you wouldn’t be able to make sales in the first place! Sales development reps take the stress away from quota-carrying salesmen by setting up sales meetings between qualified prospects and sales representatives. The sales development rep’s job is to prospect and prospect ONLY. This results in you getting more business appointments with a high success rate. No more spending time on prospects who weren’t right for your business in the first place. As a person running a commercial real estate business, you know too well that time is a valuable resource. With the help of a sales development rep, you save a lot of time connecting with prospects that have an exponentially higher rate of becoming a client.