Presenting and Pitching for a Commercial Property Management Appointment
Commercial property management is a special field in the property industry. The same, if not more, can be said about retail property. The property managers who work on these property types should be well-chosen for their skills and/or training for the needed skills.
Commercial Property Industry Averages?
Far too many agencies employ people in property management with little commercial or retail property training, leaving those people to the tasks of ‘managing’. The result will be poorly managed properties and a tenant mix that is ‘imploding’. That then unbalances the cash flow and rent from the property.
It is easy to see a commercial building that is poorly managed. From a new business perspective in commercial real estate brokerage and property management, they can be focus points for you.
Property Management Problems
Poorly managed properties then have common problems such as:
- Leases that miss critical dates
- Rents that are below market
- Tenants who are disruptive
- High maintenance costs
- No property budget in income or expenditure
- Landlords that are unhappy with the property manager but fail to move their portfolio elsewhere
So What Can You Do?
The simple answer is to employ the right people and train them up to do a great job for the clients that they work for. It is a fact that good property managers will help your agency fee base and increase the portfolio over time; that will then mean more properties that you will have to sell at some stage in the future.
If you are going to present to a client for a new property management appointment, bring innovation and relevance to the pitch or presentation.
You should not have to win the appointment on low fees, but rather use top services and innovative property management work systems.
Pitch and Presentation Ideas
Here are some ideas to help you with your next presentation for commercial or retail property management:
- Tell the client about the local area and competing properties so they know what supply and demand can do to or for their tenant mix.
- Build a profile of the market rents that apply to the property type today. Tell the client about how those rents can impact their next market rent review and show them what you will do to improve the results that can be obtained.
- Give the client some strategies to minimise the property’s vacancy factors over time. The next two years will always be challenging when it comes to vacancy management. If you have some good tenants in the property now, establishing a ‘tenant retention plan’ to keep those tenants in situ pays.
- Tell the client how you will optimize the rent for the property and control the expenditures to a budget. This process will help remove the challenges and instability of the client’s cash flow.
To win a new property management appointment today, use your best people and implement the best systems.
Over time the message will get out into the market that your agency is a top performer in commercial and retail property management.
