Learn how to make a sales pitch or presentation at a commercial real estate agency

In today’s commercial real estate industry, the pressure to present and promote your services can be high. Most listing opportunities will involve a few agents looking for the same listing opportunity. This then says that your presentation process must be finely tuned and very professional.

The ‘generic’ approach to presenting your services to a client simply doesn’t work today. In all respects, your presentation must be of the highest standard. To help you with that, I have given you some tips below:

1. Review the client’s situation before developing any ideas about the property and how you can take it forward. Find out why the client may be selling or renting the property today; that information may affect your options for promoting the property. Find out why the client bought the property in the first place. Also ask about his impressions of the property’s features and improvements.
2. Get the market facts locally. There will be some competing properties in the general area that will tell you something about prices, rents, inquiries, occupancy and time on the market. Gather all of that data as part of your preparation to meet with and make recommendations to the client.
3. Walk the streets around the property. As simple as it sounds, the process of getting out of your car and walking around helps you see and observe many things that you would normally miss.
4. Understand ownership legally and physically. Most properties will have issues that will impact the marketing campaign. Look for the ‘roadblocks’ that could affect your marketing and property inspection options with prospects. It is advisable to remove the “barriers” before you start marketing the property.
5. Learn about the site and its history. Records of sales and leases should be accessed so you know what has happened in the area over the last few years.
6. Give information to the client about the best alternatives in the commercialization and inspection of the property. They like to have options and understand the logic behind each one. That way they won’t be limited or frustrated in the agent’s final choice or decision.
7. Show some success as a local agent. Most clients want to work with the best agents and those who really know the local area. Have some practical examples of relevant property transactions you have been involved in before.
8. Be relevant in your presentation and provide a visual timeline for the actions you will take. The client can then see how you will move things forward for them in a timely manner. If anything, that will give them more confidence when it comes to the final choice of agent.

Presenting and promoting your services as one of the leading real estate agents does not have to be difficult. You can make a deliberate decision to be the best agent for the job and provide all of the process data to move forward. Confidence is the key.