Make Your Best Pitch for the Commercial Property Listing

When you, as a real estate agent, pitch for a property listing in commercial real estate sales or leasing, the reality is you will not win every property that you go for. You should however aim for a better average success rate than the other agents that you are up against. A 65% to 80% success rate is a good result. It shows that you are doing things in a way that is attractive to most of your clients and prospects.

Some clients and prospects will be motivated by things that you cannot change or wish to cooperate with as part of the listing; the reality is that you should not agree with all the demands of the client in a sales or lease listing pitch. Your confidence, market share, knowledge of the market, recommendations, and communication skills in the pitch will determine how successful you are. These factors give you leverage above the competition and through the soft demands of the client.

Whilst the client may demand discounts in fees, low vendor paid advertising, and open agency methods, the reality is that they are not dumb and will still choose the best agent to do the job. They want the agent that can market the property in the most efficient way to get the best outcome for them. When they try you on, you do not have to agree. In most cases they will take your offer and recommendation if you stick to the process and show them why you are the best agent to do the marketing and promotion of their property.

Do not be generic in your sales pitch. Be specific to the property and connect with the client’s dilemma. Show them how you can resolve their property pain.

You can get more tips for commercial real estate agents at

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.