Presentation Sales Pitches for Commercial Real Estate

Every day as a real estate agent you will have the need to present on something to do with a commercial property or listing. Perhaps you are:

  • Pitching for the listing
  • Selling the marketing package
  • Inspecting and presenting the property to buyers or tenants
  • Making the contract or lease negotiation move onto paper
  • Closing the sale or lease
  • Facilitating the settlement
  • Handling the due diligence issues

Here are the rules that I coach for just these very cases.

  1. Get all the detail of the property or deal together before you meet with the parties
  2. If you have not already done so, fully inspect the premises and the property so you know it intimately
  3. Define what the best outcome is for you and your client so you know what you are targeting
  4. Have a BATNA (Best Alternative to No Agreement) ready to use
  5. Have some visuals available to use in and simplify the pitch (bulky documentation is hard to pitch for or with)
  6. Create a simple series of steps in the presentation that will move you towards the outcome you seek
  7. Have a series of good questions ready to use in the meeting with the parties
  8. Select one or two relevant stories about the property or the area that can be fed into the discussion
  9. No pressure selling please. Just use relevant information and logic.
  10. Understand the pressure of the other party and the ultimate target that they want.

Every good sales pitch or presentation in commercial or retail real estate is a product of preparation and relevant connection. If you want more on this check out my other articles on

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.