When it comes to the leasing of commercial real estate today, care should be taken with choosing the right properties, tenants, and landlords to act for.
It is a fact that a poor quality listing will likely be twice as much work in leasing as that of good listing.
It is also an established fact that low quality listings do nothing to improve your personal brand and image in the local property market.
Success breeds success, and good listings will help you consolidate market share as an agent.
In most towns and cities today, the abundance of vacant space means that we can choose the properties and the landlords that we act for.
In other words this is an agent's market.
Putting the effort into find the right properties and clients to act for is really what this property market is all about.
Your database of tenants is of high value to you in that process.
Certain factors in the market will influence the amount of enquiry from tenants and landlords with regard to leasing.
Those factors in your local area need to be tracked.
Those factors will also influence your prospecting strategies.
Understand what is working in the leasing market and do more of it.
Consider the following issues and the impact that they may have when it comes to vacant property and lease negotiations locally.

• Review the local property market to understand the amount of vacant space currently available.
  
• Understand what new property developments are being considered currently and may be released into the market over the next 12 months.
  They will generally be offered with some form of incentive to influence new tenant occupancy.
  Those incentives will throw instability into the levels of market rental.
  
• The amount of vacant space currently available should be compared to the gross lettable space for the region.
  Generally speaking, and within property types, a vacancy factor of over 20% is considered excessive supply with many vacancies will be available for tenants to lease.
  In such a market, rents would be in decline and incentives would rise until the oversupply is absorbed.
  
• A vacancy factor of below 5% would indicate that the market is tightening up.
  It is at that time where you see new property developments under consideration.
  
• Understand the types of properties that are currently available for lease.
  Determine the property types that are more attractive from a leasing perspective.
  
• What are the property types that are popular with tenants? Have you got enough of those listings on your books? Exclusive listings are the way to go with property appointments today.
  
• Assess the levels of market rental that apply throughout your region.
  Compare the market rentals of today against the shift in market rental over the last five years.
  That comparison will give you some trending that can apply to the future.
  
• How are vacant properties being marketed today? Can this be changed or improved?

From a leasing perspective, you should offer the landlords comprehensive services relating to tenant retention, tenant mix analysis, lease negotiations, renovation and relocation strategies, and property repositioning.
A true leasing specialist can handle all of these things while getting some good commissions on the way through.