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16 Feb 2016
How to Do a Everlasting sales pitch in Commercial Real Estate

In commercial real estate, you will undertake a number of presentations, in a variety of circumstances. Most of them are business-like in nature, centering on the needs of the tenant, the house buyer, or the property seller.

Get through to the core issues

Each one of these groups has unique property requirements and points of focus. It can be their needs which should be identified and clearly addressed within the sales pitch or presentation. Many successful real estate agents will have a preliminary ending up in the client or customer so that they can identify key issues and concerns. This gives the commercial agent to go back to the client or customer in the future with a well structured proposal that addresses the requirements the customer or client.

All is here THEM, not YOU!

Once you design an investment or commercial property proposal for presentation, the document needs to be 90% regards the property and also the client. Frequently the truth is this rule disregarded or broken together with the proposal document being largely regards the company and the personnel.

Rarely could be the property transaction rather simple of the property rental, the property price, or the physical portions of the property. In most situations, oahu is the combination of these things which must satisfy significant equation of need the customer or client has. In getting them to this fundamental need, you are going to identify an element of pain how the customer or client is experiencing. This is what you focus on.

They are Experienced

It is interesting to note a large number of clients and customers in commercial property are reasonably comfortable in circumstances of business negotiation. This means they could not tell you the entire big picture or every one of the elements of a transaction until these are ready. Conversation and connection inside the presentation process needs to be biased towards the client or customer using well selected questions which permit the agent to interpret our bodies language coming from the client's response.

When you believe you have identified the portion of clients pain associated with the property transaction, you begin to magnify the problem regarding today's market, then offering stable and logical solutions that your particular real estate agency business provides to the client or customer. Invariably, the real estate transaction in today's market centres on financial matters including:

* High vacancy factors
* Other property choices and odds are available
* Underperforming leases
* Unstable cash flow
* Unstable tenancy mix
* Tenanted conflict
* Escalating building operating costs
* A shift in demographics which exposes the exact property to a unstable future
* Mortgage payment pressures
* Age with the asset
* Needs for refurbishment or extension
* Competition properties attracting tenants away from the subject property

This sort of information and interpretation requires your intimate knowledge of the local region. This really is by both property type by location. This is the higher value that you simply bring to the customer or client. To be able to distinctly define local market awareness can be a major advantage in a commercial real estate presentation or everlasting sales pitch. You must be seen as the very best knowledgeable solution to the problem.

From Experience

After many years working exclusively in the industry real estate industry, I came across that my unique skill was in market knowledge along with the display of that in almost any formal presentation to the client. Being able to discuss market trends and financial performance within a solid and sound way may help the client understand that they require your services. Coupling by purchasing your extensive and relevant database of enquiry clearly shows the client that they need you.

A fantastic commercial real estate presentation is a function and balance of many things. Things like:

* A well established pre-planning process is really a strategic advantage for each commercial real estate presentation. Method is everything in commercial real estate. Every property presentation requires planning.
* Making sure you are asking the right questions with the client or prospect. Plan your queries relative to the subject property so that you will help the client consider opportunity and changes which can be possible.
* Using your market knowledge and giving good answers. Have a variety of market facts and trends offered to call on. Feed them into the presentation; facts are always useful. They may also be used as a channel to direct the discussion once the client is forcing you to definitely justify your approach or your experience. Confidence and control have to be the basic rule of your home presentation. When the client takes control over the presentation you might have lost.
* Using your experience of the marketplace so that you are telling relevant stories of success in similar properties. Stories of other properties will usually interest of the client.
* Making sure your own personal presentation is optimised for the connection in the presentation. It could be that you are using a mix of the proposal document, the marketing document, and computer slide presentation, examples of your database, photographs of the subject property projected on to slides, and photographs of comparable properties projected on to slides.
* Choosing the placement of people at the table or strategically positioning them in the room is always important. Much has been written about where you should sit relative to the client. The basic rule is adjacent to the client rather than across an area of barrier such as a table. Being within arm's reach enables you to pass documentation for the client at the appropriate time. Documentation should not be provided to the client before you are ready for them to analyze it; otherwise it is a distraction of these attention.
* Make sure that your proposal is straightforward and yet well directed with a clearly defined connection between sale or lease. Many proposal documents in real estate are much too wordy therefore the main messages are lost instead of clearly defined. The top proposals are less wordy and more illustrative. The best balance of your commercial real estate proposal is really a mixture of 25% words, 25% pictures, 25% graphs, and 25% white space. This gets to be a document which is clearly read and understood.
* Combine good illustrations and photos of the subject property in the proposal or presentation so that any lengthy descriptions or paragraphs are broken up. This will keep interest of the client in your documentation.
* Make sure your marketing package is value for money, and yet reaching the target market that the property serves or must attract. All too often, we have seen examples of generic marketing with the commercial real estate agent for the broader and less specific marketplace. Showing the consumer that you clearly know and can attract best the target market will always help your conversion to a potential listing. Be very specific regarding the target market and how you may reach it.
* Ensure that your particular commission costs are fair and cost effective to the location. In most circumstances, discounting your commission really should not be an option as it forces you to poor and remove or detract from your enthusiasm for the sale or lease. 'Cheap' means 'cheap and without focus' along with the client needs to know this. The property deserves better. You aren't cheap because you are the best and you do a great job. A fair commission is always paid for a positive property outcome.
* Always provide testimonials which might be relevant to the property transaction. Once you combine relevant past and details of happy customers in your presentation you will make the client feel more comfortable.
* Always display clear and sound market knowledge that impresses the client relative to their property. This will include extensive awareness of comparable properties that compete with the subject property. You need to be able to talk solidly about property prices, comparable rents, rental growth, returns on investment, changes to the future demographics of the area, and properties in the immediate precinct of relevance. In many cases, it pays to walk across the local area just prior to any property presentation so you bring immediate and clear images of the precinct to the discussion. Many times this has been of great advantage in my presentation processes. Discussing neighbouring properties localises the client and their thought processes.
* Come on top of a variety of ways to serve your client. Innovation and relevance will invariably impress. In today's market, this is relatively easy considering the marketing opportunities and tools provided by the internet & technology. Be proactive with your property promotion processes so your listing for sale or lease stands uniquely different in the marketing campaign from the others in the area. This does not have to be harmful for the client or to work, given that the internet and electronic technologies are historically cost effective. In today's market, the traditional methods of publicising the home in the property pages of the local paper, is becoming a smaller amount important in the marketing campaign. Most commercial property buyers and tenants research the market from the Internet to start with.
* Almost every property agency will say that they have excellent communication and connection skills to guide the property promotion process. From experience, this really is largely incorrect and typically the average commercial salesperson or leasing person will exercise ordinary communication channels with all the client. Put yourself in these shoes of the client. They expect and deserve frequent updates about the promotion of the property regardless if nothing is happening or once the adverts are producing little response. Whenever a property campaign just isn't producing the results, it is important that you act or adjust with alternative recommendations and strategic changes on the promotional campaign for your client to consider. Rarely would you get to the property campaign correct within the first week. It can be in this time that you need to consider fine tuning the promotion process so the target market is being reached in a timely and effective way. Which means that every property enquiry generated from your promotions have to be tabulated so that you understand what channels of marketing work most effectively with the property in question.
* When addressing the client or the client group in a formal property presentation, the answers and information you give must be delivered well and still provide relevant solid property knowledge, in the practiced and professional delivery. Any sales or presentation tools compared to the property must be relevant and you ought to know how to use them with exceptional skill. Fumbling and faking info is not tolerated through the client.

So there you have it. They're some of the key skills to utilize in a commercial real estate presentation. Whilst many real estate agents think that they are the best alternative seem to promote sell and rent commercial property, the fact is they do not get the message across in the event it matters most in front of the client.

To be the best commercial real estate agent in your area, you must show that you're just so, and you make this happen in the first Ten minutes of the time that your presentation takes. The customer will have formed an opinion by then.

Be prepared to leave behind any demands for discounting that the client or customer demands. In this market they need an excellent commercial real estate agent providing a fantastic job; discounting is not an option. Show pride within your services and walk away when the client demands discount in marketing or lower commissions.

##Need More Help?##

John Highman can be a prominent investment real estate property speaker and coach which enables real estate agents and real estate brokers globally to improve their commercial real estate market share and close more sales and leasing deals. He himself can be a successful real estate agent which has specialised in commercial, industrial, and retail real-estate of all types for over 30+ years.

Regardless of whether you specialise in real estate sales, leasing, or investment, John contains the tools that can help you plus your office succeed in your market.

Today John Highman gives workshops and keynotes to real estate agents and brokers globally on how to be professionally much better than your competition in any market and drive numerous right listings and commissions.


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