Objections are a Negotiation Opportunity in Brokerage

In commercial property sales and leasing, the objections that you will receive from your prospective clients are many and frequent, and they are usually all unique based on market pressures and trends

The buyers and the tenants that you attract and work with as part of closing a transaction will all have individual targets, concerns, and situations that they want resolving.  Top agents are skilled negotiators and solution providers.

Think about your listings and your clients. Add to that the variables of the location, the property, and the elements of the deal.  Preparation is the key to resolving objections in commercial real estate brokerage.

Preparing for Negotiations

There are plenty of things to work across and through, and you have quite a few things to think about before you reach a negotiation with the parties.  Prepare and plan for the objections across your brokerage activities of listing, marketing, inspections, and bargaining.

What do you need to agree on with a buyer or renter before they move on to the next step or end the negotiation?  Handling objections becomes a critical component of the ‘toolbox’ for agents today. 

Practising and Preparing

Understand how to negotiate in the sales pitch and on the close of a listing process.  The good thing is that you can practice your negotiation skills every day and the dialogues that are important for your property market.  Here are some rules to prepare you and guide you in negotiation in commercial real estate:

  1. Location factors – some things are ‘common’ when it comes to a property negotiation or marketing process.  You hear them often when it comes to property sales and leasing situations.  Look at the location when it comes to surrounding businesses, nearby listings, property trends, and recent transactions.  There are positive and negative factors locally that will impact your listing and your negotiation.  Be prepared by knowing what the facts are in the location.
  2. Property market trends – go ‘deeper’ when it comes to actual price and rent results from a transaction.  Share information with your other agents so you can see and know what is happening with closed sales and future supply and demand.
  3. Client requirements – every client is different when it comes to their priority or targeted outcomes in leasing or selling their property.  Get closer to those facts because there will be some impact flowthrough on your negotiation and transaction or bringing a deal to finality.  It is all about reaching an agreement in the best way possible for your client.  Sure, there is always a degree of ‘wheeling and dealing’; however, the investment targets of your client should be well known as you move to a successful transaction.
  4. Local area supply and demand – the future trends and upcoming developments locally will impact your property market.  Look for those trends and track them.  Be prepared to talk about them as you pitch and present your ideas to the parties to a lease or sales deal.  As part of that have some precise information about price and rent benchmarks to keep any transaction in the ‘realities’ of the location and the current property market.
  5. Documentation – as you move towards and through negotiation, have your documentation ready to present to others and use.  The accuracy and timeliness of presenting your documentation in a negotiation will be a critical element in closing or advancing a transaction.  Always be in control when it comes to your documentation.  When someone tells you that they are ready to make an offer, get it in writing and a legal form quickly.  Preparation and accuracy of documentation will help you move ahead in any property negotiation and across the objection handling process.  Any verbal comments made by others should be also be acknowledged and documented.

Use these ideas to control and handle your transactions and objections.  A firm approach to negotiation and mediation will help you move ahead and close more deals.

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