Top Presentation Tips for Commercial Realtors

boardroom of an office
Be prepared for those tougher commercial real esate presenations in boardrooms.

When you do a commercial property presentation today to win a listing, the competition agents are likely to be ‘breathing down your neck’ and connecting with the client with all types of bonuses and ideas.  On that basis your presentation just has to be the best and most relevant to the client.

Why are you the best agent to market this property?  The client has to see the answer quite clearly and efficiently.  Your presentation will do that.

Here are some common problems that we see in today’s market.

  • The competition agents will be chasing your client or prospect constantly for a listing.  They will be filling the clients head with misinformation and ideas to destabilise your listing or opportunities.
  • The price or rent that you offer the client is likely to be different than that which they require.  Show them some relevant market evidence to help them understand the circumstances of the market today.
  • The listing type that you need may not be what the client wants to give you.  Always go for an ‘exclusive’ listing.  Open listings are a great waste of your time and effort; if they sell or lease, it is more from luck than anything else.
  • Your fees in both commission and marketing can be a hurdle.  Set fees that are based on a quality service and the time that you are going to apply to the listing.  Tell the client how you will take their property to the market.
  • The method of sale or lease can be of concern to the client.  They may not want to take too much risk in the sale or lease process.  That being said, if you know the right way to sell or lease the property then have strong evidence to support your arguments.

Here are some presentation tips to use as you present your ideas to the client about their property and their needs today.

  1. Do not use a fixed or written script that is likely to limit the presentation.  Be open and natural as you talk to your prospects to show your confidence and knowledge that can help them.  The confidence that they see from you will come from the body language and the words that you use.
  2. Use all the clients’ senses to convey the message.  Bring together two or more senses in your presentation so the client is involved and connected to your story.  You can do that by giving them something to hold (a proposal) whilst you show them some images or photos of the property, and as you explain your ideas and strategies.  Fully connect at all levels.
  3. Have solid recommendations that are innovative and relevant to the best outcomes for the client.
  4. Show them the competition properties that they are up against and how you can adjust around those issues.

Know the market and the relevant property solutions that are applicable to your market.  It is notable that many agents and realtors are too general in the presentation.  You must build your presentation on relevance and speciality that is connected to the property.  The client has to see that you are the best choice of agent to help them.

Author: John Highman

Commercial Real Estate Broker, Coach, Speaker, Author, Broadcaster.