In commercial real estate you do a lot of presenting and pitching. Just about every stage of the commercial property sale or lease process has one form of sales pitch or presentation that you have to use. Here are the main ones:
- Making the contact
- Getting the meeting
- Showing your properties or services
- Converting to a listing
- Inspecting the property
- Closing on the lease or sale negotiation
- Getting the offer signed
- Getting the contract or lease document signed
- Arranging the move in date or settlement
In all of this there is one process that is overlooked or not handled well by most agents and salespeople. It is this. At the end of the meeting or presentation most salespeople are not asking to set the next date and time of the next meeting. They are simply leaving that to be arranged over the telephone at a later and different conversation.
Understand this; it is easier to set up another meeting when you are with the person, than it is to leave it to another day. The next time you call them they may have changed their mind or could be hard to find or talk to.
In this business it is not wise to loose time between connections or meetings. Keep up the momentum between each stage of the deal by asking for the next time and meeting to be set up.
Commercial real estate does not have to be hard if you work smart. Keep things moving by clear decisions on the next meeting; you are in control of your time and the transaction when you take this simple strategy of moving through the client connection and presentation process.
My name is John Highman and this is what I do in my business. You can get some of my other ideas for commercial real estate agents at my website http://www.commercial-realestate-training.com/