Asking the Hard Questions in Commercial Real Estate Brokerage
Some questions are better than others in commercial real estate brokerage. Some questions give plenty of information and get to the point or the facts of what the client or prospect is thinking and doing about a property.
Unfortunately, we have been ‘programmed’ in life not to ask deep and direct questions; that can be a big problem in brokerage. Whilst it is good to show respect and professionalism in gathering property facts by questioning, the real information cannot be left ‘unspoken’ or ‘untapped’.
Ask and inquire about what your clients and prospects are needing to resolve in property activity. Get into the facts about:
- Timing
- Price or Rent
- Risk factors
- Pressures and priorities
- Marketing money
- Decision limits
