A listing kit can help you greatly when it comes to pitching for a commercial real estate listing with a client.

At any time you can use the kit to make a point about a property opportunity, a method of marketing, or a negotiation solution.

Given that most of our time today should be spent away from the office, the listing kit is a valuable tool to help you move ahead with a listing or make a point with a client.

Tips for Creating Your Commercial Real Estate Listing Kit

So let’s look at what you can put inside your kit and how you can use those things:

  1. Graphs – Have some recent analysis of property trends relating to prices, rents, and time on market. The visual approach really works when you are pitching for a listing.
  2. Recent market evidence – Some clients take time to understand the realities of the property market. Carry some recent market evidence with you of deals that are completed and closed.  It is hard for a client to refute the real facts of the market.  Use professional photographs to support your observations.
  3. Laptop or tablet computer – Have a selection of property images and documents for convenient access in a laptop or tablet computer. As part of that process make sure that your device can access the web whenever you want to.
  4. Copies of recent marketing – Carry a good selection of samples of property advertising in newspapers and online to show your prospects and clients. You will also find it useful to carry different marketing samples for the different modes of sale and lease.  Be prepared for showing the client every variation of property promotion.
  5. Photograph of staff and office – As strange as it seems, some clients like to see your office and staff in forming an opinion regards your relevance as a brokerage and a real estate agent.
  6. Testimonials – Have some testimonials on hand to show the people you connect with. Every time you successfully complete a sale or lease, ask the client for a testimonial.
  7. Property Case Studies – Given that each property is unique, you will have some good stories to tell from recent sales and leasing. Turn a successful transaction into a ‘case study’ for reference with prospects and clients.  You can also place that case study on the internet or distribute it through your email marketing to other prospects and clients.
  8. A selection of recent listings – Show your brokerage relevance by carrying with you a set of listing facts and updates from current properties on the market.
  9. Listing forms – Have the correct forms on you to list a property at any time. Be prepared to write out the listing using the valid and enforceable listing appointment forms for your location and property type.
  10. Samples of marketing campaign budgets – It is best to have a few marketing campaign solutions at hand. Most clients like a few choices when it comes to spending marketing dollars.
  11. Business cards and brochures – Your business card will be the most effective marketing tool that you can use. Carry plenty of business cards with you at all times.  Add to that a few brochures of recent listings so that you can give any prospect or client a solid idea of how you do things in marketing and promotion.
  12. Supplementary documentation for sales, leasing, and property management – You never really know when you will need to talk about other property requirements and needs. Carry sufficient support forms and charts to use in other property services such as leasing, property management, tenant mix analysis, and lease management.

Your listing kit is a valuable tool in so many different ways.  Be prepared at all times to present your ideas to clients and prospect so that you can capture the listing opportunity.