In commercial real estate, formal presentations are required on a fairly regular basis. For corporate owners, it may be presented to a board of directors or key decision makers for the business. Your skill in the presentation process must be well considered and planned.
In many situations, you only get one chance to make the best impression with these decision makers. However, they may receive introductions from several of their competing real estate agencies. To help with this process, we have listed below some of the key topics you can bring up at the meeting that will demonstrate your relevance and professionalism to the client.
Good focus points in a great commercial real estate presentation include:
- Innovation must be clearly foreseen in the ways of marketing the property lease or sale.. Innovation is essential for the promotion of commercial property. Strive to be different in your approach. Today, we see more and more promotional and marketing elements on the Internet that skillfully support the sale or lease of the real estate in question. It is not just about having your website on which to advertise the property. It is the cleverly designed advertisements that describe the property using relevant keywords that are used to attract search engines. In this way, your property advertisement will be seen more easily and more frequently by the target market.
- Pricing and rental structures are provided to the client offering sound reason and sound logic. When providing a recommendation to the client on the rental or price of the property, it is important to have a reason for such a choice. The client needs to know the reasons for his recommendation and receive proof of nearby comparable properties. Sometimes it is necessary to collect comparable evidence from elsewhere. This is due to the unique nature of commercial property and the consequent lack of comparisons in your local area.
- Alternative structures are offered that the client can use when the agreement is being considered or negotiated.. Not all transactions in commercial real estate happen easily. Therefore, it is necessary to have a support position and a logical support process that the client can understand. If the client needs to accept a rent or property price that is below their initial benchmarks, it is the logic you provide that will support the transaction and potentially bring it to completion faster. If it really depends on what the customer needs to do with the proceeds of the sale or lease. Every property transaction provides an element of pain for the customer. It is their pain factor that will be their lever to bring them to a final decision.
- Robust and verifiable property lookup sources, such as databases, are integrated into marketing throughout. Each property transaction must be well promoted in and through the database within your business. This means that your database must be searchable within particular criteria related to property type, size, price, rent, and other key criteria relevant to your area. In many cases, the size of your database will be an attraction for the client when making the final decision on a suitable agent to take on the development of the property. Your database is a marketable feature of your business, so use it in your customer dialogue.
- Modern internet marketing methods are provided and optimized in a unique way for the property.. The Internet today offers many property listing channels. Importantly, it’s the optimized query that you want from that listing process. Each real estate development will allow you to build your database. Each query must be entered into their database for a chance to be redirected to another listing in the future. The better you handle the Internet, the more queries you will achieve.
- All methods of selling or leasing are explained, but the best option with logical reasons to proceed is recommended. All real estate developments should be carefully considered as the market and location of the property will dictate the most appropriate method of development to achieve the best result for the client at the right time. It is important to understand client time pressures in the sale or lease process so that your deal can be structured as quickly as possible. If a sale or lease is not negotiated in time, the listing may move to another agency. This is not a good result.
- Target markets are defined and explained. Each property must be adapted to the market, which will give you the best results. If the property owner understands and agrees with their target market, then the property promotion and decision process is more easily accomplished. It is the best target market that will bring the best results in the sale or rental price. Get the client to commit to his recommendations on the selected target market.
- Any customer challenges and concerns, such as price, rent, and time, are strongly addressed and understood by all stakeholders. If the client has any concerns regarding the market, economy, or property, it is advisable to qualify and handle the client’s concerns before they delay or affect the final decision and negotiation. In some situations, you can raise the customer’s concerns in the listing process to show full understanding of the customer and then offer solutions to help overcome their concerns.
Yes, the listing time is the display time in commercial real estate. It is not an isolated event, and it is your moment to stand out above your most common competitors. It’s not a canned, standard, or memorized pitching script you do every day, but instead you need to delve into the critical elements of property promotion. It is dynamic, attractive and productive to approach the property in question.
Remember that the presentation for commercial property promotion is about the client and their property needs, not about your business and its history or experience. Effective presentations are at the core of effective sales and lease transactions in commercial real estate. The better you do your job at submitting, the more listings and commissions you will generate.