Many estate agents dream of regularly closing major investment property deals – such as hotels, logistics centres or residential complexes – at the notary’s office. But the reality is that these deals don’t just fall from the sky. Anyone wishing to secure one or two additional transactions of this kind per year needs a clear strategy, specialisation and a systematic approach. Here, we outline the key steps.
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Unlock content Accept the required service and unlock content1. Specialisation rather than a haphazard mix
The first mistake many estate agents make is a lack of positioning. Those who offer everything rarely come across as experts. You should therefore make a conscious decision to specialise in a particular asset class, such as hotels, warehouse space or residential property. This does not mean you can never market a different type of property. However, market participants prefer specialists because they expect them to have greater expertise and better contacts within their niche.
2. Build and deepen your knowledge
Once you’ve defined your specialism, invest in your expertise. Books, specialist articles, further training and discussions with experts are essential. Modern tools such as chatbots can also help you look up technical terms and the basics quickly. Anyone who speaks the language of the industry and impresses with sound background knowledge is perceived as a reputable partner.
3. Building an investor database
With sound expertise, you can take the next step: systematically identifying investors. Create a database of the relevant players in your sector. Make targeted enquiries by telephone or email about their investment profiles and record this information in a structured manner.
Excel, with its filter functions, is ideal for efficiently matching these profiles at a later stage. Alternatively, you can make use of existing systems such as the Off Market 24 database, which already contains tens of thousands of investors along with their search profiles. This saves you time and gives you immediate access to a broad base of potential buyers.
4. Systematic acquisition
A database on its own won’t secure a notary appointment. You need to actively seek out opportunities. Regularly browse property portals, approach owners directly and explore joint ventures with other estate agents. A tried-and-tested approach is to show owners, using specific figures, how many investors you already have on your books. Many sellers respond positively when they see that their property can be immediately marketed to a large target audience.
5. Utilise and expand your network
Industry events, local business networks and personal contacts remain valuable sources. The difference is that, with a well-organised database behind you, you can make an immediate impression in conversation. Demonstrate that you know a large number of active investors and have direct access to their purchase profiles. This builds trust and opens doors to new clients.
6. Online presence and content marketing
Anyone wishing to regularly broker large-scale investment properties in the long term should position themselves as an expert online. LinkedIn posts, YouTube videos or specialist articles ensure that you gain visibility within your niche. This is a marathon, not a sprint. However, by consistently delivering content, you build up your authority and, over time, investors and property owners will approach you directly.
7. Best Practices in the Sales Process
Once you have a mandate, the real work begins. There are a few essential principles to follow:
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Clarify with the owner in advance how discreet the marketing should be and whether a non-disclosure agreement or a letter of intent is required.
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Use precise, concise teasers. Decision-makers at investment firms have little time and value clear key figures.
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Stay on the ball consistently. Many deals fall through not because of a lack of interest, but due to a lack of follow-up. A friendly phone call after sending the property brochure can make all the difference.
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Present yourself in the most professional manner possible. Punctuality, reliability and a professional demeanour are essential in this sector.
Conclusion
Getting more large-scale investment properties onto the market is not a matter of chance, but the result of consistent effort. The key factors are:
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Specialisation in a single asset class
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Continuous professional development
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Building or utilising a professional investor database
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Active and creative acquisition
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Long-term positioning as an expert
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Consistency and professionalism in the sales process
Those who take these points to heart will significantly increase their chances of regularly closing major deals successfully and establishing themselves in the market as a serious player.
