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.
- 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.
- 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.
- 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.
- 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.
- 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.