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Commercial Agents - Effective Sales Presentations for Leasing Commercial Properties Today

February 16, 2012 | Comments: 0 | Views: 124

In undertaking a sales pitch or sales presentation for commercial property leasing, there are a number of key factors that should be addressed that will help the landlord make a positive decision. Here are some tips for real estate agents in that regard.

The sales presentation or pitch should be specifically designed for the property in question. A full 90% of your discussion should be about the property, and the remaining 10% should be about your expertise and knowledge in the local area. Regrettably a lot of agents reverse the equation and spend far too much time talking about their experience. It is far easier to win the listing when you apply your perspective of experience, knowledge, and relevance to the client's property. The presentation is all about the property and the client, and from that basis you can create a successful presentation. Drill down on any facts, so the client gets the main points of what you are saying and how they will apply to the leasing approach. Given that the leasing process for commercial and retail property can be complex, it pays to have a bias towards visual tools and displays as part of the presentation process. One that I find is very successful is a Gantt chart. In the Gantt chart you can display the various stages of marketing, inspection, and tenant mix that you believe are relevant to the adopted leasing strategy. You can also use a Pert Chart as a stage prior to the use of the Gantt chart. Both charting processes assist you to comprehensively connect with the client and allow them to see exactly what is going to happen during the lease promotional period. I am normally against the use of computers and PowerPoint presentations in any lease sales pitch or presentation to a property owner. That being said, there is one variation which I believe is worthwhile discussing and that can give you significant advantage in the focus of the client. If you have a laptop computer, you can use a photographic slide show display that simply rolls over as you discuss the property with the client. Many times I have seen the success of this process. You simply need lots of photographs taken in and around the subject property and then load them to your laptop computer. When it comes to the time of connection with the client, perhaps over coffee or in a meeting, you simply turn on the laptop and allow the selected photographs to continue to roll during your discussion. The advantage here is that the photographs are totally about the property. They have nothing to do with your presentation material. I have found that the client tends to get absorbed in the property issues, and the photographs tend to strengthen your comments and connection with the client. Every property sales pitch and presentation should be a conversation more than a one sided sale process from you. This means that you need to get the client to connect with you and talk. Asking questions will always be critical part of the process. Decide what questions are relevant and can help your presentation. It is recommended that you visit the property with the client at an earlier opportunity. During that earlier meeting you should identify the concerns of the client has in dealing with the leasing challenges right now. Those questions, perhaps three or four of them, then become central to your sales pitch and presentation. I would put those questions on a simple proposal document with the relative answers in a Q and A process. This helps the client see that you really did listen to the concerns at the last meeting and that you have some solutions. Around these factors, you can position the graphing models that I mentioned earlier.

The sales presentations and pitches for leasing property today do not need to be lengthy but they do need to be relevant. I go back to my point earlier where I clearly said that your focus should be entirely on the relative property; when you get this balance correct, the client will connect with you and understand the relevance of your experience and strategy to resolving their leasing discomfort.

In any property market, you can always find tenants providing the marketing actions that you take are correctly implemented. That is why the landlord has come to you as the expert.

If you want some more tips and ideas to help your commercial real estate agency and convert more opportunity into listings and commissions, you can get a free eBook of tips and tools at http://www.commercial-realestate-training.com

John Highman is an experienced Commercial Real Estate Agent, International Speaker, and Sales Coach.

Source: EzineArticles
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