boardroom meeting property presentation

Presentation and Sales Pitch Tips for Commercial Real Estate Agents

When it comes to your career in commercial real estate, you will frequently be presenting and pitching for potential sales and leasing business.  It pays to have a system of approach to showing and sharing your ideas about a property for a client.

It could also be the case that you are a property manager and must pitch for the commercial or retail property management appointment.  Make the property presentation special so you display your skills as the agent of choice.

Either way, your presentation strategy needs to be ‘spot on’ regarding the current market conditions and property attributes. The property market always changes, and top agents are part of that change. They get involved in what people are thinking and doing. They come up with solutions.

The presentation approach today needs to be quite specific to the property and the property market. Most listing opportunities will be taken to the open tendering process, with several agents involved and presenting their ideas for the new business. How can you be ‘better than the rest’? 

real estate team meeting

Discounts Are NOT Needed Please!

When this competitive situation occurs, it is not (should not be) a matter of providing discounts as your point of difference but of providing real solutions and recommendations to help the client through the current property pressure. Knowledge and confidence are the keys to helping you here.

Here are some tips to help you engage the client in the property presentation and sales pitch.

  1. MARKET TRENDS: From the outset, it is essential to establish some form of agreement or awareness with the client regarding current market conditions and the position of the subject property within the market.  This is an excellent opportunity to show your experience and relevance when it comes to the property type.  Talk about the client’s situation from a knowledge perspective and a strategic approach to the resolving of the property challenge for the client.  Tell the client about other current listings that are on the market at the moment and why you believe they will or will not be successful.  Tell the client how their property is different and what you are going to do about it.
  2. PROPERTY FACTS: Every property will have a distinct set of attributes that will help you build the marketing campaign and the right focus for property inspections.  All of these factors will involve the target market.  Exactly where does the property sit when it comes to attracting a target audience and focusing the property inspection?  How will you take people through the property, and what will you show them as part of the marketing process?  Have your ideas and answers set so you can tell the client about your real and relevant approach.
  3. LAYING OUT THE STRATEGY: Organize your presentational material to a system or order.  Prepare your presentation or pitch based on that material and have all of the supporting evidence at your fingertips to use as required.  Comparable market evidence, the trends of current property enquiry, and information relating to nearby listings will help you give substance to your property presentation.
  4. SOLUTIONS AND RECOMMENDATIONS: A successful presentation will usually involve unique solutions and ideas from a marketing perspective.  In today’s property market, every marketing initiative should be specific to the property and involve specific personal efforts on your part.  Get involved with your campaigns, and take your property detail to all of the local businesses.  Every quality listing is a great excuse to talk to other property owners and local business identities.  In this way, you can grow your market intelligence and feedback.
  5. RESULTS AND BENEFITS: Show the client how they will benefit from your unique approach to the marketing effort.  Providing a graphical display of the program and the campaign.  This is best done through a Pert or a Gantt graphing process.  The graphing system can show the separate stages of the marketing campaign and how you will get involved with the local business community and property investors.  From that process, you can add a specific method of reporting back to your client three or four times a week.  The object of client involvement is to keep them well informed and condition them for the potential negotiation if and when it occurs.
real estate team meeting
Creating your listing framework

agent listing presentation summary

A good property presentation is a strategic process. It is planned in every respect and will involve your best people working together as a team. 

Top agents always do this, so create and refine your sales pitch system to achieve the best results in all of your property presentations. As your listing presentation improves, so will the actual listings and your presence in the market.

Success in commercial real estate sales or leasing is essentially a choice around which any agent can refine their approach and relevance. Are you ready for the challenge?

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