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. 

The stock market has “crashed” as of late and this has sent many investors scrambling for the exits. So many people have seen the slumping economy and thought to themselves that the world was coming to an end. This fear has caused the market to fall far lower than it ever should have and know is the opportunity to cash in on other peoples irrational behavior.

Now don’t get me wrong – the stock market should have gone down. The financial system has some major problems and the economy as a whole has faced some struggles. But the market has gone done close to 50% – a far larger drop than the economic factors should have caused.

Fear and emotional responses of investors play a massive role in stock prices. The term “herding” refers to a group of people simply following the masses and acting in the way others are. This is exactly what has happened in the stock market.

People have read horror story after horror story about the markets and seen other selling and have simple followed the crowd. This selling pressure has resulted in a far larger drop than what should have ever happened.

Here’s the good news though – you can know jump in the stock market and take advantage of this mispricing. In recent times, the markets have been experiencing slow upward growth and although there is pessimism that remains, the fear and mass selling is no longer playing the same role. This points to the bottom of the downswing.

Now’s the perfect time to catch the markets and profit from their upswing. Gradually, positive economic news is being released and the markets need to rebound and correct the mispricing that this fear has caused. If you get in now, you will catch it at the perfect time. And it’s very likely that the opposite will occur – investors will be overly excited about the rebound which will cause an even greater upswing.

Bottom line, don’t be cautious to invest in stocks! This is truly a “once in a lifetime” opportunity that will make you a tidy profit if you take action.

In this property market it is very important to generate the appropriate levels of enquiry for each and every property you have listed. Given that the commercial and retail property market is generally tougher to achieve a sale or lease, the levels of enquiry become more selective and restricted. Every marketing campaign has to be carefully planned.

It can be said that a quality property will always create enquiry. The assumption is generally correct although the volume of enquiry has lessened given the tightening of finance and loan activity.

A good database program is today more important than ever before, and it is the tool of choice for expert commercial real estate salespeople. Your attention to detail in any database maintenance will help you build significant market share in this challenging property market.

Here are some strategies for capturing and converting enquiries in every property marketing campaign.

1. In most locations you will find that property enquiry is higher towards the end of each week. That is the period between Wednesday and Saturday each week. On that basis you should focus most of your advertising for each property into this window of time.
2. Internet advertising of commercial and retail property remains one of the most effective and cost efficient ways of communicating property availability. To optimise the process there are some strategies and feature placements that can be applied to internet website advertising to place a feature of the property above others in the same location or suburb. This is sometimes called premium marketing or elite marketing, and is highly effective to gain a better position in the search engines when a person is looking for a property to buy or lease in a particular location. It should be said that there is a cost for this placement above that which applies to ordinary property listings on the internet.
3. As a general rule, you should not give out any property information to a person enquiring over the telephone until such time as they have given you the appropriate personal contact details. It is not uncommon for other agents to masquerade as a property purchaser or tenant seeking listing information for their own purpose. If real doubts exist, arrange to meet with the enquiring part at your office.
4. All inspections of commercial and retail property should be undertaken personally. In that way you can really understand what the property offers to the potential buyer or tenant from their perspective. You can also identify any other properties that are worthwhile bringing into the inspection process. Relationships are really important in property marketing today.
5. Every property enquiry should be carefully collated into the database for any future opportunity or reference. As part of that process, details of mobile telephone numbers, email detail, and websites allow you to comprehensively contact and review the needs of the prospective purchaser or tenant. Asking the right questions and having a checklist for the process will improve your connection here.

Sometimes a busy and buoyant property market will influence us to forget the good business practices and prospecting models that should be occurring each and every day.

The agents and salespeople that keep their prospecting model running through all market conditions achieve long-term success and commission stability.