When you are wanting to win a listing or a new client, make sure that your listing or commercial real estate services pitch is directly tailored to the client’s intelligence, market knowledge, property situation and property. As simple as the rule seems, so many agents take the ‘generic’ approach and thereby fail to lift their…
The listing presentation that you make in commercial real estate can and should be highly focused on the client and the property. Your preparation, local market knowledge, and relevance are the keys to making the presentation process successful. If you really want the listing then you will need to commit to the listing facts in…
In commercial real estate brokerage today it is common for any agent to present services and real estate proposals within a boardroom setting. The corporate clients that we work with frequently require comprehensive market information to be presented to a board of directors or group of business owners. Presenting and pitching to the client in…
Landlords in commercial real estate almost always need help leasing property. They don’t have the resources to attract tenants like a commercial property agent can. Therefore, landlords are a source of new business and commissions for any agent or broker. In saying all this, some landlords can be unrealistic in the leasing process; those landlords…
When you present or pitch for a commercial property sales listing in this market, always be clear cut in your solutions and recommendations that you provide to the client. That being said, don’t provide your solutions too early in the presentation. Time your approach. As a basic strategy of listing negotiation get closer to the…
Often, I see agents struggling with a sale or listing presentation with a client. They don’t know how to attract the client’s interest, given that many other agents are competing for the same listing; they think about discounts and other marketing enticements as potential leverage. The real fact is that they should have looked at…
A listing presentation in commercial real estate is the make-or-break point for winning new business. Many times, you will be up against other agents who will all be producing ideas and strategies to list and market the property. Think about these questions: There are far too many generic presentations every day in the industry. Top…
In commercial real estate brokerage it is easy for a client to get confused with the options and the alternatives offered by all brokers and agents pitching for the same listing. The way to help you beat this is to adopt an ‘educational’ selling approach. So what do I mean here? You can help the…
Your sales presentation is a critical part of your commercial real estate business. It follows closely behind the requirement of prospecting every day. If you put the two skills together you have the foundation of a good career in commercial real estate brokerage. Most brokers and agents have plenty of scope for improvement when it…
As commercial real estate agents and brokers, we are (or should be) always pitching and negotiating on a regular basis as part of the job. The pitching or presentation process therefore directly impacts prospecting, listing, and negotiating. It is essential that every broker or agent is highly skilled when it comes to connecting with the…
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