How to Make Your Sales Pitch in Commercial Real Estate More Engaging

In commercial real estate brokerage, your sales pitch can always be improved through practice and skill development.  The information that you gather locally and have compiled over time relating to the local property market will always be valuable and interesting to the clients and prospects that you work with. Recognize the value of your information, and use it comprehensively in every listing pitch and presentation. (NB – you can get plenty of sales and listing pitch ideas in commercial real estate as part of our ‘Snapshot’ program right here – its free)

 

You can talk about recent levels of enquiry, trends in prices or rentals, the best methods of marketing, and feedback from recent inspections.  You can display your information graphically, as statistics in the form of the chart, and also pictorially.  Recognise the different ways to engage your client in the listing presentation with valuable local property market information.

 

In this audio by John Highman, you can learn some of the very specific ways to improve your sales pitch and presentation with a new client when it comes to listing their property in today’s market.  You can listen to the audio below, where you can download it as required.

 

Commercial Property Management Questions to Use in a Handover

When you take over a new commercial property as part of a management strategy for a new client, you should ask specific questions relating to the asset, its history, and the tenancy mix.

You can get plenty of commercial property management tips and ideas as part of our regular online coaching right here.

There are many things to explore as part of a new property management listing on your brokerage books. In this audio program, John Highman talks about the factors to question and review. Most particularly key matters to look into will include:

– lease documentation
– tenancy mix
– property maintenance routines
– risk matters
– rentals and rent recoveries
– critical dates
– vacancy factors and pressures

You can listen to the audio program here to understand exactly how you can approach the handover process in commercial property management today. It doesn’t matter whether you are managing a retail shopping centre, or a commercial office tower. The same strategies and processes apply. Attention to detail will help you with the fact review and gathering process.

You can get the audio below:

Why Commercial Property Leasing is a Leverage Point in Brokerage

Having spent a lot of time working on and in various building and leasing projects over the years, I know that the opportunities of working with commercial tenants and landlords today will always bring in other business openings into the future. (NB – you can get more commercial brokerage ideas here in our Snapshot program – its free)

Everything in our industry is linked, and your clients locally will usually have diverse needs in leasing, sales, and property management at some stage.  It is all a matter of timing and relevance.  Are you ready for some property leasing action?

Landlord and Tenant Opportunity

Recognize that a simple property lease transaction can open the door for you with a key landlord or business owner.  Relationships are important.  It can also be said that if you know plenty of things relating to local rents, lease documents, occupancy costs, property performance, and fit-out improvements, you can add considerable value to a property in capitalized cash flow.  Strategy and ideas can help facilitate an agreement between a landlord and tenant.

In this audio program, I talk about the importance of the tenant and landlord relationship and how you can tap into it as part of your commercial real estate career.

You can listen to the audio right here:

 

 

The Secrets to Finding More Commercial Real Estate Tenants

If you work in commercial real estate leasing, it will be critical if not essential that you know plenty of tenants in your location. Look at your database now, and understand the relevance of that list to your prospecting and commission activities. (NB – you can get plenty of commercial real estate leasing ideas in our free Snapshot program here)

  • How involved are you with your database list currently?
  • How accurate is that list?
  • Are you building some pipeline of contact with all the people in your list?

 

Contact Activities

 

The secret to finding and converting more commercial real estate tenants will always be in your canvassing and prospecting activities as a broker or an agent; those are the specific activities that you activate and deploy every day into the local business community and or the tenants in your location. Landlords and tenants will be critical to the growth requirements that you have in commercial real estate leasing.  Grow your contact model, and grow your real estate business.

 

Consider these questions:

  • How many new tenants to contact each and every day?
  • Understanding your town or your city, and the local businesses to you connect with regularly each 90 days?
  • If you were to show the landlord your database to impress them as part of the property leasing presentation, how impressive with your database be, and would it attract the landlord to your services?

 

Ratios and Results

 

There is a ratio to know and respect here, particularly as part of this leasing and investment property process.  The number of listings that you convert exclusively over time will be influenced greatly by the number of landlords that you know personally and connect with regularly.  Focus on building trust and confidence with the landlords that you work for.  Provide regular updates of the leasing market together with comments leading to market rentals, incentives, and lease strategies.

 

Audio Program about Tenant Attraction

 

In this audio program, john Highman shares some of the proven strategies and ideas that can help you find better quality tenants and better landlords to work for.  Honing your prospecting activities with a bias towards quality and ongoing contact will always be a valuable strategy to deploy.  Connect with the landlords and tenants using relevant local information and local market knowledge.  Connect with landlords and tenants at least once every 90 days.

 

Here is the audio program:

 

Boost Rents and Leasing Strategies in Commercial Real Estate

There are many different rent strategies that you can implement in commercial real estate brokerage.  The facts of the rental matter hinges on just how long the property owner wants to own the property. (NB – you can get plenty of commercial property leasing tips in our Snapshot program right here)

You can have rent strategies for the short term or the long term.  You can boost property value in a rental lift.

You can encourage a tenant to lease a property using fair and staged rents, or you can ask for the highest levels of income from the leased space and run the risk of a vacancy occurring.

Don’t forget that you also have net rents, gross rents, and incentives to work with in any lease negotiation.  The income or rent that you start with can be enhanced over time, so look at the bigger picture when negotiating with tenants.

Don’t focus so much on the start rent, but the income over time.  Look at the rent reviews and how they can support stable occupancy for the longer term.

In this audio program, John Highman talks about the rent and leasing strategies that are so important in today’s property market.  You can listen to the audio and download it here:

Commercial Property Management Skills Start Here

In commercial property management today there are plenty of things that you can do to differentiate yourself from your competitors. Make no mistake, managing a commercial or retail property can be quite a challenging process. (NB – you can get plenty of commercial property management skills and ideas in our Snapshot program right here – its free)

Real skills are required and special people should be dedicated to the process of providing specialised services to investors and company owners.

In this audio program, John Highman talks about the special and unique skills required to manage a commercial or retail property today. Learn how to grow your brokerage business from a base of management activity and property management clients.

 

Property Facts and Controls

 

When you completely understand the strategies behind property management, you can develop special services across asset performance including the following:

– tenant retention
– income enhancement
– lease negotiation
– expenditure management
– net income generation and cash flow control
– lease administration
– maintenance management
– risk minimization
– renovation and refurbishment activities
– vacancy minimization

So there are many concepts and strategies within this list. If you take each individual concept, there are many specialised services that can be provided to your clients and customers.

In this audio program, John Highman talks about the importance of commercial and retail property management in brokerage performance today. Learn how to improve your brokerage business and the future commission opportunities available in your town or city.

How to Develop a Competitive Advantage with a Commercial Real Estate Database

A commercial real estate database will help you build momentum and traction in your real estate business. If you are a broker or an agent seeking to grow your market share with sales, leasing, and property management, then your database will be foundational and important to the traction you need with clients and prospects. (Note – you can get plenty of tips and ideas relating to client lists and database software programs in commercial real estate through our snapshot program right here – it’s free)

Choose the database program that works for you with your property types and your business specialities.

So there are many different types of database is out there for brokers to use. Some are more expensive than others. The important thing here is that you understand the information that you need to capture as part of talking to clients and prospects in your territory, your town and your city.

The software that you choose should give you the flexibility to capture the information and filter the important information when the right property situation arises.

 

Logical Database Systems

In this audio program, John Highman talks about the logical processes of database activity, and why you should merge those processes into your business model. The key thing here is that the database should be authentic, up-to-date, and relevant to your local area and property knowledge. Each day you will be talking to new people in different ways. Every conversation and every meeting should be captured into your client list.

 

VIP Lists

 

It should be said that parts of your client list should be dedicated to VIP contact with qualified people. The software that you choose to use as part of the client list should allow you to connect via email, mail merge, automation, and regular pipeline contact. The frequency of contact in commercial real estate is so important to the results that you will achieve.

 

Relevance

Relevance will help you maintain the right momentum with the qualified people that you connect with. Provide plenty of local information tuned to the market and the client or prospect. I go back to the point that your software program should be carefully chosen for the communications that you need to do and the budget that you can afford.

You can listen to the audio program here and downloaded for convenience. Learn all about data-basing in today’s commercial real estate environment: