When working as a real estate agent in commercial property, you will find plenty of situations where negotiations can be protracted, complex, or detailed. Prepare yourself and the client for the complex property negotiation, and the questions from the very outset of the listing at its marketing. Buyers Know Facts The fact of the matter…
Every property sale or lease in commercial real estate is impacted by negotiations in several ways. Think about the elements of listing, marketing money, inspections, offers, and the actual lease or contract as the case would be. Knowing the Property and the People One property listing will go through several stages of negotiation, so be…
Where do you start with your commercial real estate negotiation? Get the facts and build your story. Understand the people, the property, the market locally, and the motivations of all involved because every property negotiation is unique as are the people. Just about every stage of commercial real estate sales and leasing involves some form…
The busier you get in commercial real estate brokerage, the greater the importance of note taking and record keeping. Every meeting and key conversation should be supported by detailed notes. Frequently you will find that the process of note taking will help you stay on track through complex property challenges and disputes. It is hard…
In commercial property investment sales today most of the parties that you negotiate with will be experienced and quite direct when it comes to closing on a contract or sale situation. They know what they want to achieve through the property marketing, sale or acquisition process, and they know the strategies to achieve that outcome….
In commercial real estate agency there is no point in taking the ‘standard approach’ to a client or a property. If you want to win a listing then many factors come into the communication and presentation process. It helps if you brainstorm questions in advance that will lead you closer to completing and winning the…
The questioning process will help you build market share in commercial real estate. It doesn’t matter whether you focus on sales, leasing, or property management. The right questions will help you build the conversations to connect with the client or prospect. Forget about pitching and start connecting. It should be said that a top sales…
The offer and counter offers that occur in commercial real estate are the end result of a negotiation with qualified parties. It is the ‘business end’ of the deal where people are seeking to bargain and achieve an outcome or benefit. Some offers are easier to negotiate than others and a lot depends on the…
In commercial real estate today, we negotiate in many different ways in all stages of a transaction. The parties involved in a sale or lease, and within the property types will have a lot to do with the levels and the intensity behind the negotiation. It directly follows that every broker and agent should be…
In commercial real estate brokerage, you must have a listing process and strategy that helps you connect with more clients and prospects. I would even go so far as to say that the process should be practiced weekly within your sales team. Do you know your conversion rate in any presentation for a sale or…
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