In commercial real estate brokerage there is some value in chasing listings that are ‘for sale by owners’ (FSBO) but only if the listing and or the client offers promise of a positive result, and the asking price or rent is right. Make no mistake that many agents continually chase these listings, given the odd…
When it comes to pitching and presenting your real estate services to a new client, you have to tap into the real value that your services provide to the property, the clients investment situation, and any challenges that they may have. Look for the issues that need to be resolved, and show the client exactly…
The property presentations and listing pitches that you make today must be first class and comprehensive; they have to be a ‘cut above the rest’ in every respect. Most client presentations today are highly competitive. The choice of agent will usually be biased towards the professional salesperson that is committed to solving the client’s property…
In the commercial real estate market, you can boost your commission and listing opportunities substantially through refining and improving your core skills. There are certain things that will help you convert more clients and properties to your marketing process. It is interesting to note that many agents believe that the trends and the property market…
When it comes to most sales pitches for listings in commercial real estate today, the presentation you make will be competitive. You will be up against a few other agents, all telling their version of what should be done with the property. On that basis, you only have a short time with the client to…
In commercial real estate today the competition can be fierce. It is not unusual for a high quality property to be put through a tendering process with a number of brokerages and tenderers pitching for the same listing. Property owners and corporate clients like to know that they have ‘explored’ market conditions and weighed up…
When you are pitching your real estate services to a prospective seller of commercial real estate, the best way to approach the presentation is to be comprehensive, accurate and precise. The seller must see that you are on top of the issues at hand and that you have some solid solutions that they can use….
Proposals for new business in commercial real estate brokerage are a standard event. That being said, they should never be a standard document or approach. Relevance and innovation are the key concepts that help agents win a listing sales pitch or a client over to their brokerage. Every proposal that is put together should be…
Often I see agents struggling with a sale or listing presentation with a client. They don’t know what to do to attract the interest of the client, given that many other agents are competing for the same listing; they think about discounts and other marketing enticements as potential leverage. The real fact of the matter…
When you have a look around the property market you will likely see lots of competitor agents all claiming to be ‘good’ at what they do. It’s no wonder the clients get confused and invite several agents or brokers to pitch on a listing. All of a sudden, the client makes a listing decision based…
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