Sales presentations and pitches are really important in commercial real estate today. Every presentation that we make has to be geared to the property and the situation. I have put together this mindmap about sales pitches that you could apply to commercial real estate or retail real estate. It is likely to give you…
Why should the client or prospect choose your Commercial Real Estate Agency above and beyond that of other real estate agents in the local area? It is an interesting question. Many agents struggle with the answer. Let’s raise the question now. You may also like to consider it yourself or debate it in a sales…
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…
When you sell and lease industrial property, the buyers and tenants that we work with may know little about the local area in which the property is located. For this reason, you should prepare a generic ‘evaluation survey’ of the local area and business community. This document as it relates to an industrial property will…
In industrial property agency sales and leasing, the prospecting process can be quite specific. Knowledge is the key to property listing success. There are plenty of businesses in your region that you can approach to see if they want to lease or sell premises. Create a consistent plan of contacting industrial and warehouse-type businesses locally. In…
In commercial real estate sales and leasing today, it is ever so common to hear an agent or a salesperson criticise the competition in the client’s presence. There are ways of dealing with competitor agents, but criticism is not the right solution. Focus on your performance and improving your communications, not that of others. Whilst…
When you have met with the commercial real estate prospect, you’ll have a reasonable understanding of their needs and demands, and you can merge those facts into your sales pitch. At this point, decide whether you want to work for them and take on the listing. Are your strategies and recommendations aligned with the client…
As the business world and the economy changes, so will the timing of your sales campaigns and the type of marketing tools that you use in commercial real estate. Refine your marketing strategies to suit the changes in today’s real estate market. It is a fact today that electronic media is taking over as the primary…
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