When you are to do a sales pitch to try and win the commercial real estate listing, the preparation you undertake should be all about the property and the client’s immediate need. When you do this, the client will listen to you and your proposal more effectively. So how can you do this well? Let’s set some rules.
A sales pitch in commercial real estate sales or leasing should be totally about where the property is now, how the client needs a resolution, and how you can help them. The pitch should be composed as a story; you are the story teller. Your story should show the client that you really understand and that your solution is better than anything else around.
The more closely you align to the client focus, the more real your chances are of closing on the listing. The only way you can do this to an exceptional level is by understanding the client and the property fully beforehand. This means doing some listing presentation preparation work something like this:
- Inspect the property with the client a day or two before the final presentation
- Question the client comprehensively about their ultimate plan and requirement in going to market
- Show the client what comparable properties and situations are going to challenge them
From a base of issues like this you can move to your solution and strategy.
The best sales pitch or presentation is about the client and the property; it is not about you and your achievements over time. The client would normally have known about that before they asked you to quote on the listing.
You can see some other tips and tools for real estate agents at http://www.commercial-realestate-training.com/