In commercial real estate agency today you will be presenting to or connecting with many clients and prospects frequently. In one day you could be doing this 5 or more times. All the clients are different and all the properties are unique. For that reason you should have a strategy to use that allows you to prepare your thoughts and recommendations before you speak.
A top real estate agent knows what to say and when to say it. Practice the process, it really works; here are some ideas to help you.
As simple as it seems, taking notes while the other person talks is a great strategy for salespeople in commercial real estate. As you take the notes you can think about just what the client has said to you and how you may want to respond. The note taking process helps remove the problem of the ‘automatic’ and ‘ill-prepared’ response.
In every property presentation we need to think about so many big picture things including all of these:
- Property improvements
- Services and amenities
- Target market
- Advertising strategy
- Marketing strategy
- Competing properties
- Price or rent
- Method of sale or lease
- Other Agents
- Inspection processes
- Negotiation issues
- Timing of listing and marketing
- Recommended factors to be done prior to marketing
- Client requirements and needs
It’s all quite a ‘handful’ of challenges when you look at it. Without due consideration and the right information you can make a few mistakes very easily.
The best way through all of this is to take notes whilst the client talks to you and gives you the property information. You can also ask lots of questions at the right time to get to the facts of the matter.
The note taking process in commercial real estate agency practice is productive for these reasons:
- It shows the client that you are interested in what they are saying.
- You are taking the time to record their valuable comments for later review and reflection.
- You value what they are saying.
- They will not have to repeat themselves later on key issues.
- It allows you to retain key factors that impact the sale or the lease.
- It helps you ask better questions relating to the property and the client.
- It allows you to use a ‘checklist’ approach in the conversation so that all bases and facts are covered.
To look at the reverse of this situation, when a salesperson walks away from a client or prospect meeting or conversation without taking notes, the other person feels that they are of little relevance to the agent.
Start taking notes as part of your business contact and presentation processes. It will become a valuable and strategic process to help you formulate the right recommendations for the prospect.