How to Ask the Right Commercial Real Estate Qualifying Questions

When you first meet property investors and know that they want some help from you as the local specialist real estate agent, you should ask good discovery questions to get to the source of their need or property pain quickly and professionally. The processes of selling, buying, renting, and property management all have unique questions that can make you stand out as a specialist that understands the property type.

The quality of those questions will help you with branding yourself as the expert that you want to be; the process will help you close on the listing or on the inspection with buyers or tenants as the case may be.

So many agents should listen to themselves and see just how ordinary their questions are. Specific information is what you need; you can add to the questions some observations regards the local property market.

Here are some great questions and ideas for real estate agents to use in their pitch or presentations:

  1. What properties have you seen in the local area recently?
  2. What other agents have you spoken to regards your property needs?
  3. There are many methods of sale to consider in this market, but only one or two are the best for your property. What do you know about methods of sale today?
  4. Here are some marketing alternatives that will work on most properties. I also believe that only one or two will really reach your target market effectively. What do you know about your target market?
  5. What do you like about the property and how it may work for you and your business?
  6. Rents to lease a property in this area can be handled in different ways. What do you know about rent structures in commercial leases that would best suit your needs?
  7. Expansion may be a real option that you should consider in the property purchase. How will your business be operating from the location and over the next few years?
  8. Signage on the property will be of great benefit. Have you considered talking to the local signage experts that understand the policies of the planning office on signage?
  9. How will the change in property impact your client base, and what are the right property improvements to help with the change?
  10. If your clients want something special from you in the new property location, what would it be?

The list can go on and be based around many different approaches of property, location, production, improvements, timing, and price. When you ask questions of the prospect, deliberately ask deeper questions and really listen to the answers; they will give you leverage to take the discussion further.

You can get more tips and ideas 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.