In commercial real estate agency you will find that you will constantly be up against many agents in the presentation and pitch process. The question is can you present and pitch your services for a listing at a better level or in a better way than your competitors? Can you show why you are the better agent for the job?
Sure, things are competitive in our industry but with a little self-development you can expand your strengths and make them even stronger for any sales pitch you make on a listing. When you know that you are a ‘top agent’ and that you have all the relevant skills that a client or the property requires, then you can convert more listings. Confidence will get you ‘across the line’ when it comes to your pitching and presenting.
Here are some tips to help you with your presentation and client connection processes today. See how these things match your current skills and approach to attracting more listings.
- Know what you are good at when it comes to selling, leasing, or managing commercial property. Build that relevance into your presentation with stories that attract the attention from the client. Most clients like to know that they are not the only ones struggling with sales and leasing challenges. Show them the solutions as you see them. Give them the ideas of just how they can fast track the marketing and results process given the prevailing market conditions. Put yourself into the property marketing and promotional process; if the client then wants to get the results as you see them, they will need you to do that. Top agents sell themselves very well.
- Find out what people are looking for in solving their current property challenge. Ask them questions about what they have done to date in marketing the property in case you are taking on something that has been taken to the market unsuccessfully before.
- Review the skills of the competition so you understand what the competitors will be saying in their presentation to the client. How can you be better than the others that the client may be meeting?
- Start practicing on your good skills so they get even better. Every day when you first arise, read a business or sales related book aloud for some 20 minutes or so; it helps you with verbal flexibility and confidence that is just so important in our industry. Just about everything that you do and negotiate on in property sales and leasing will hinge on your ability to communicate. The words that you use and the way you deliver them will be strengthened by this voice practice process.
Are you ready to win new commercial real estate clients and listings? Now is the time to build on your strengths as part of starting that process.