When you systemise the listing process in commercial real estate today, you can improve the quality of the listing, the marketing, and the future negotiation. The best listing process involves a checklist procedure. Commercial real estate agents should optimise the listing process in this way.
Today we find that most listings are competitively tendered between several agencies. This means that your sales pitch for the listing may be the only opportunity for you to convert the business. Everything has to be prepared and aligned for the sales pitch and presentation process.
A good listings system will involve questions, checklists, and a gathering of the relative facts. When this is professionally done, the client cannot help but be impressed with your thorough and detailed approach.
Clients like to choose the agent of skill and experience. The only way you can help them do this is through displaying your comprehensive property procedures as part of the sales pitch and listing presentation.
Here are some ideas to help you establish the listing process and improve on your listing conversions. This can be the start of your listing system.
- The gathering of property facts will be the start of the entire process. That will be the information relating to the property itself, improvements, the property owner, the general precinct, and any leases or tenants in occupancy.
- Inspect the property prior to the meeting with the client. If you can meet the client on site, this will be even more productive and help the eventual sales pitch or presentation process.
- Get the history of the property and ask the client about their reasons for sale or lease today as the case may be. They will have specific needs in taking the property to the market today, and you need to know what they are. This will then help your final listing pitch and negotiation.
- Most properties today will be impacted by encumbrances, property interests, rights of way, leases, adjoining properties, tenants, risk, permitted use, and other things such as property improvements, design, and building compliances. Many of these facts will be influenced by the property type and the property location.
- Some precinct or geographical issues such as flooding, services and amenities, highways, transport, car parking, and raw materials may also have an impact on the property occupant for the property owner. It is important that you observe and question everything relating to the property.
- When a client takes their property to the market they will have an ultimate goal or target to satisfy. That fact will influence the listing process, the marketing, and the negotiation when it occurs. Work through these issues with the client so you can get to the real facts of the property as it is today and their needs.
The listing process should be highly professional. This will then help your ongoing business opportunities.
