Present and Pitch for More Commercial Real Estate Listings

One thing that really matters when you pitch for real estate business is the ability to prove you really do know the market. So many agents just say they know the market and have little to show or prove that they do. Verbal comments are of little substance when it comes to proof. Show and tell is the way to go.

To prove that agents know the market I recommend that they use a series of graph displays that track things such as these:

  • lease rents,
  • time on market,
  • sale prices,
  • incentives in leasing
  • supply and demand for space
  • vacancy factors
  • listings on the market currently
  • regional growth (community and business)

The best graphs for this are:

  1. Line or column graphs for results
  2. PERT and GANTT graphs for processes

So many times I have seen this graphing process win the business in real estate agency. It is simple to use and the client can interpret it in seconds. They do not have to read anything. It’s a powerful tool in the real estate agency game. You can also talk to a graph; it’s a powerful tool to win the presentation or pitch.

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By John Highman

John Highman is an International Commercial Real Estate Author, Conference Speaker, and Broadcaster living in Australia, who shares property investment ideas and information to online audiences Worldwide.