Commercial Real Estate Agents – Client Relationships and Service in Sales and Leasing

business meeting
Understand your commercial real estate clients.

In commercial real estate agency today, it is essential that we take all necessary steps to understand the potential of the property transaction and the client.  A complete and comprehensive understanding will help you when it comes to a successful outcome for both you and the client.

Here are some tips from our commercial real estate training website.

This then says that you should really take the time to know the key facts that relate to the particular property situation and the requirements of the client.  Here are some questions to help with that process:

  1. Define the property from a legal perspective so that any listing and negotiation process can be correctly implemented and documented.  Copies of supporting documentation, titles, owner representations, deeds, and conversations will be central to the accuracy of the listing.  Look for any missing documentation or confusing circumstances.  Resolve any of these challenging issues as part of the listing process.  Review all of the property ownership documentation prior to any marketing campaign commencing.
  2. Many properties will have extended issues to investigate.  They could relate to rights of way, easements, encumbrances, orders or notices.  The leases on the property may also have an impact on any sale or property investment situation.  This then says that you must be accurate and detailed in the property listing process.  Any errors made in documenting the listing can come back to ‘haunt you’ later during the negotiation or due diligence process.  Learn how to interpret property documentation, leases, and factors that relate to the tenancy mix.
  3. The local property planning process will have impact on building usage, improvements, tenant occupancy, future developments, and capital growth.  Take the time to understand the local property development plans as they apply in your region and for any particular listing.  Look for any changes in the development plan that could have an impact on the property in the future.
  4. If you review the history of the area, you will see certain trends that relate to prices and rentals.  You will also see factors that have impact on marketing, listing, negotiations, and time on market.  Stay ahead of the current trends in property activity and the history of prices and rentals as they apply for each property type.
  5. Every client or prospect will have factors of focus when it comes to property ownership and portfolio development.  Some clients will own a number of properties or seek to do so over time.  This then says that some clients can be very valuable from an ongoing business perspective for a real estate agent.  In saying this, the cycle of activity in commercial real estate is relatively long.  It can be many months if not years before a client is ready to take the next step in their property investment and ownership plan.  You need to stay with the client for the long term, nurturing the relationship wherever possible with relevant and real information.

A client or a property investigation can be quite complex.  Look for the potential that the client or a property can offer you as real estate agent.  Position yourself for ongoing service and support to the client.  The business, new listings, and commissions will soon be easier to attract.

You can get more tips like this at our main commercial real estate training website right here.

Author: John Highman

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