Commercial Real Estate Agents – Getting Results for Clients Today
In commercial real estate today, the clients that we work with want one thing, and that is, in one word, ‘results’. The common thread runs through everything in commercial real estate sales and leasing.
Every client will have different criteria for ‘results’; however, the fact remains that ‘results’ are the lever to client satisfaction and referrals. As agents, we can and should work with that.
Top agents focus on what I call the ‘results factor’. They aim for the results that will bring the best opportunity for the client and close the deal with the best possible outcome. When the client is happy, ongoing business will come towards you over time. Top agents grow their business on the successes that they create for their clients.
Client Satisfaction Program
It is no secret that the commercial and retail property industry is facing some challenges at the moment; that being said, results are still very possible, and the agent can set up the success circumstances for the client.
When you list a property, get to the bottom of what the client sees as the ‘result’ they require. A degree of honesty will be required on their part to share what they ultimately require. That honesty will typically only exist in an ‘exclusive listing’, and is unlikely to be achieved when it comes to an ‘open listing’. Ask plenty of questions of the client and be aware of what you are not being told.
In an ‘open listing, ’ clients tend to hold back from the full and honest facts of the sale or lease. From the very start of the listing, the agent has to ‘read between the lines’ with a client who is less than open and free with all the property information.
Perhaps I generalise, but it is a common problem that impacts the marketing effort for many commercial real estate agents.
The Client Result Index
To help you get to the bottom of what the client sees as the best ‘result’, here are some thoughts to take you forward and create successful listings:
- What is the best timing of the sale or lease?
- What factors exist in the property that could slow down a transaction?
- What is the price or rent the client sees as the lowest they can afford?
- When can the client commit to the marketing program?
- Will the client provide vendor-paid marketing funds?
- What can the client commit to when preparing the property for sale or lease?
- What will be the best method of sale that can help the client get the best levels of enquiry today?
- What will be the best rental and incentive to attract tenants to the property and inspect the premises?
Get to the real facts of the property and the client’s situation. When you do this, you can be a commercial real estate agent that brings in the ‘results’. Top agents do that all the time.
