Commercial Agents – 5 Keys to a Top Sales Pitch and Presentation

In commercial and retail real estate today, the clients that we help are looking for some real solutions with some unique and challenging property problems. The tough property market today requires top agents with high quality solutions.

Given that we are the commercial real estate specialists, we can provide those solutions that will shorten the client’s property pain and discomfort. Market yourself as the solutions specialist.

We know the market trends more than anyone else. We also have the ability to tap into the enquiry base from a broad base of other listings and recent property enquiries. The database that we have in our office today is a key component of attracting and winning listings. Use your database as leverage in the presentation process.

Competitive?

Just about every sales pitch and presentation that we do today will be competitive against a number of other agencies. The hour or so that we spend with the client will be the only time that we have to convince the client that we are the best agent in the local area to help them.

This then says that our sales pitch and the presentation has to be of high quality and extremely relevant. Top agents do this each and every time when chasing a listing to ensure that their property solution is the best available.

Here are five of the most important keys to wait top sales presentation with commercial and Retail Property.

  1. Inspect the property comprehensively beforehand. Take a significant number of photographs around the property that can be used as part of your presentation. A good strategy here is to let the digital photographs automatically scroll on your laptop as you talk about the property and your marketing solutions.
  2. Review all competing listings in the local area before the presentation. Understand how those properties are being marketed currently and what challenges they present to your new client with the new listing. The competing properties can be a source of real leverage when it comes to explaining your marketing solutions. Tell the client how their property is to be marketed in comparison to these other properties.
  3. Provide unique marketing strategies for every listing. The strategies should feed into your presentation. Provide examples of marketing solutions that have been successful in the past with the other properties. Include yourself as part of the solution process so the client can see that they should choose you as the agent to implement the program. When it comes to marketing listings today, specific marketing is far more successful than the all too commonly used generic approach. Real personal effort is required to market a property today.
  4. Tell stories of similar challenges in the local area. Stories are perhaps the most successful marketing tool that we have available. Clients tend to listen to stories and relate to the challenges much more effectively than a simple list of solutions and quotes detailed in your proposal.
  5. Show them a timeline as part of your presentation. This will show the client that you really do know how to move the marketing process ahead. The time line will also put them in the decision facility and the stages of the property solution. Every listing with its expected marketing and negotiation processes should have ten or so stages to move through.

Every sales pitch and presentation is an opportunity to be tapped. In a short period of time these five simple steps can position you more effectively for improved listing conversion. Develop the process and practice it regularly. 

Commercial Agents – Checklist for Territory Domination

In commercial real estate sales and leasing, you have to know your territory as a salesperson or agent. In particular you should define and then manage your territory activities. When you manage the territory, you can adjust for any pressures and identify any opportunities faster than your competitors. A fast response will always produce better results in listings and commissions.

So the management of your particular territory can only occur when you understand the boundaries that you need to work within. To be realistic, and to drive more business your way, you can divide your territory into primary and secondary zones. The primary area will be that which produces 80% of your business. The secondary area is everything else outside of the primary area.

The primary area of focus should be that which gets the majority of your prospecting efforts, and on that basis has the best chance to give you signboard presence. To achieve the recognition as a top agent in the local area, you will need signboard presence and that dedicated effort.

Ask yourself these questions with regard to the local property market and area you work within.

  1. What are the geographical boundaries and roads that signify the end of your territory? Use a map for this process and place it on the wall within your workspace.
  2. Where are the distinct commercial retail and industrial areas within your territory? What makes these areas attractive or desirable for business activity?
  3. What are the planning regulations and zonings that relate to property occupancy and construction in the local area?
  4. How many properties exist inside your territory that you consider would be potential listings for opportunities in the future?
  5. Within the defined primary area of focus, what property types should you be focusing your marketing efforts on? Typically they will be properties of size, quality, location, and desirability.

These four simple questions will allow you to identify the primary area of opportunity for listings and new commissions. It should also be said that the area should not be overly large given that you are a single salesperson with limited resources.

The area of primary focus should contain approximately 3000 properties and or businesses. Anything beyond that number will be too difficult to personally penetrate and control from the marketing perspective. Getting to your local area on a daily basis to meet business proprietors and inspect properties.

When you have chosen a particular property type to focus on, make sure you have the necessary property knowledge and skills related to the property type. That will involve understanding pricing, rentals, lease strategies, development activities, property investment strategies, refurbishment activities, and portfolio management. Also take time to review the history of local property activity over the last few years.

Establishing Credibility As the Top Commercial Agent Today

There is a lot of difference between being a local commercial real estate agent and being the top commercial real estate agent in your area. The latter requires consistent effort and significant market share. Everyone aspires to the position of being top of their market and that is just fine, however if this is your focus, you really do need a plan to bring it to fruition and reality.

The top agents are really there at the top for one main reason and that is because they have driven their market share consistently. Their client services in commercial property are superior and clients want to deal with them as the top agent because they know that their chances of success are much greater and faster. That being said, the top agent has to consistently list quality property in a way that suits the current levels of enquiry and the prevailing market conditions. The top agent knows what the property market wants.

The best agents also know how to list property correctly and consistently to get the best results. When they take on a listing, they totally believe that the desired results of sale or lease at the price or rent are quite achievable. They then build their marketing process to suit the needs of the client and the prevailing market conditions. It is quite common for the top agent to refuse to take on listings that are incorrectly structured or of low quality.

So what makes a top agent consistently better than the rest? Here are some ideas to help:

  1. They continually prospect into the local area so that they have a growing database of businesses and property investors looking for change or opportunity. They also understand the needs of those particular groups regard timing and property type. They track this opportunity through a personally maintained database.
  2. You will usually find that the top agents list only or in the main, the best properties in the local area. This is because they make choices as to what they will take on and market; they know what works and avoid what doesn’t. They believe that they can bring about the results that the client requires given the prevailing market conditions.
  3. Top agents will have more signs in the local area on quality properties. This gives the perception of market coverage and agency success. The majority of those signboards should be specifically designed for the particular property. Feature signboards always have greater impact when compared to the generic signboards of other agents.
  4. The listing of property on the Internet is a common factor and strategy in marketing. You can improve your chances of enquiry when the adverts are specifically written to the target audience using keywords that search engines prefer. You can also enhance the listings through some premium placement and ranking. This will cost extra money but most top agents have no problem in obtaining vendor paid marketing funds.

Top agents know that they are selling a concept when they pitch for a listing; they are selling the concept that they are the best agent in the area and on that basis they have the tools to help the client.

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