When you are pitching for a listing, get the client to think about the real benefits of your ideas and your recommendations. Your ideas should stand out beyond that of your competitors. Match your ideas to the property situation, and the target market. Have some stories to tell as part of engaging the clients…
When you are pitching for a listing, be it in commercial property sales or leasing, there are many things to cover-off and talk about with the client. At the top of the list will be the client’s property and their immediate challenge. There are things that you must know as part of that process. (NB…
A proposal to sell or lease a commercial property is a unique document and should be such. It needs to reflect the requirements of the client, the real estate market conditions, and some important strategies for the asset in its current condition. (NB – you can get our free real estate course here) If you…
As you strive to resolve vacancy problems and leasing challenges for your landlord clients, the communication channels used and the reports that you create will be important. The clients that you serve are looking for feedback and guidance. You can be the professional with that feedback, and the industry specialist to take them forward through…
When it comes to most sales pitches for listings in commercial real estate today, the presentation you make will be competitive. You will be up against a few other agents, all telling their version of what should be done with the property. On that basis, you only have a short time with the client to…
As a commercial real estate agent or broker, be opinionated and have a firm focus and direction with the clients that you work with. Show the clients the way ahead with their property in today’s real estate market. In this way you can be seen as a specialist. There is nothing worse than an agent…
In commercial real estate brokerage, your listing pitch or presentation will likely strike a few barriers before you get close to an agreement with the client or prospect. The client will give you a few challenges before the point of decision is reached. They are testing you to see if you ‘qualify’ in their estimation…
Like it or not in commercial real estate brokerage, you will not win all the properties that you pitch for or present on. Over time your conversions for new business should improve but you will still not convert everything to a listing or a finalised transaction. There are reasons why listings and deals go to…
When it comes to working with clients and prospects, the stories that you tell will help you significantly when it comes to winning the business and converting the client. It is a known fact that a client will listen more intensely to you when it comes to a story of relevance. They will also remember…
Have you ever asked yourself why top agents get more of the commercial real estate business? In your property market you would know some agents that are significantly more successful at attracting the quality listings and converting the sales and the leases. It is not so much the ‘agency’ that you should look at with…
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