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.
- Get all the detail of the property or deal together before you meet with the parties
- If you have not already done so, fully inspect the premises and the property so you know it intimately
- Define what the best outcome is for you and your client so you know what you are targeting
- Have a BATNA (Best Alternative to No Agreement) ready to use
- Have some visuals available to use in and simplify the pitch (bulky documentation is hard to pitch for or with)
- Create a simple series of steps in the presentation that will move you towards the outcome you seek
- Have a series of good questions ready to use in the meeting with the parties
- Select one or two relevant stories about the property or the area that can be fed into the discussion
- No pressure selling please. Just use relevant information and logic.
- 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 http://www.commercial-realestate-training.com/