Commercial Agents – Getting Your Proposal Message Across to the Client

In commercial real estate, your proposal to sell or lease or manage a property can be a highly competitive process. Most property owners will seek three or four proposals as part of the comparisons between local property agents. They will then make a choice based on factors that are important to them in the selection process.

As listing property for sale or lease is a competitive process, it is important that written submissions for owners are presented promptly and personally.

It is usually the salesperson or the individual agent that will win the listing based on their confidence and knowledge to solve the client’s property challenge.

It is interesting to note that the real estate office and brand may have created the enquiry from the client in the first place, but it is the salesperson that will convert the deal or listing based on a their personal characteristics and relevance to the client. We need the best salespeople to represent agencies today.

The importance of the document

The listing proposal or agency appointment contract is an important document and it needs to be prepared carefully to ensure that all the arrangements negotiated with the owners have been included and are understood. Any confusion or misunderstanding needs to be reduced or satisfied.

Top presentations should include:

  • Information concerning the property in the local area and the alternatives of marketing that are available given the prevailing economic climate and competing properties.
  • A market analysis should be comprehensive so that the client can fully understand the pressures that they are up against. The trends of the local area should be clearly identified together with a history of prices and current time on market.
  • A proposed financial structure relating to price or rental should be provided. That will include an assessment of marketing costs associated with the promotion. As a general rule, the client should pay for the marketing of the property. The payment or the marketing should be made in advance.
  • A reference to the owners’ goals and motivations will be helpful when the proposal. Takes the client through the alternatives that are available to help them with the goals and motivations. Give them some choices when it comes to marketing, method of sale or lease, and the process of negotiation.
  • Give the client your understanding of the market appeal and relevance to the target market. Tell stories relating to the target market and what they’re looking for currently. You may also have stories relating to other successful clients that have moved through similar challenges with their properties.
  • Your recommendation and supporting commentary is always important. The client likes to see that you have a definite idea of how to solve the challenge that they are attempting to handle. Give them some solid recommendations based on sound logic and market evidence.
  • Visuals, such as company brochures, newsletters, copies of press articles or advertisements, can also be included in your proposal and marketing presentation. Importantly all of these tools should be distinctively relevant to the property and different than anything else the competitors can provide. Give the client some real reasons to choose you as the best agent.
  • Always present your proposal in person in the presence of the client. A successful sales pitch or proposal can take approximately 1 hour and should be quite specific in all details relating to the client and the property.

If at all possible obtain exclusive listings at every opportunity so that you can control the listing and the inquiry. Whatever the situation, ensure that the document and your proposal is accurate, well presented and that your oral presentation complements it. Practice will always improve your presentation.

 

Commercial Agents – Rental and Leasing Strategies for Commercial or Retail Property Today

When it comes to renting and leasing commercial property today, the ultimate target should be to establish a stable and professionally prepared lease that encourages cash flow on the property over future years. Every landlord will have a different focus points and ideas relating to their investment. It is important that the lease matches the intentions of the landlord. The commercial agent needs to understand what the landlord wants to do and how the plan should work.

So when you find a tenant today, it is critical to know the lease terms and conditions that will be presented to the tenant. Hopefully you will have advised the landlord at an earlier stage so that the critical decisions here are well understood and have been set.

The different types of rental strategies to consider in commercial property include the following:

  1. The outgoings for the property should be identified and quantified. It is possible that the landlord will want to recover some of those outgoings from the tenants within the premises. This matter becomes more complex when it comes to multiple tenant occupancy in large premises such as shopping centres.
  2. The property type will have set trends and averages in the local area when it comes to lease procedures and rental levels. Ensure that you understand the factors here so that any advice that you give to the property owner will be accurate and correct as it relates to the property market at the moment. Market rentals change frequently, so speak to a number of other property agents and property valuers who can advise you of the recent benchmarks and new property deals locally.
  3. There is a significant difference between gross and net rental. The main difference is the recovery of outgoings and how it will occur. When it comes to a gross rental, the tenant is only paying one amount of money so the landlord has to gross up the rental to include the outgoings component that they would have normally recovered in a net rent situation. When it comes to net rental, the landlord will set a base rental above which the tenant will contribute towards particular outgoings relating to the tenancy and or the property. Clearly some decisions need to be made here before a tenant is located.
  4. When a lease is under negotiation, the factors of lease option come into discussion in cases where the tenant wants to remain in occupancy for an extended period of time after the first lease term. Options are useful property investment strategies although they do have limitations and frustrations from a landlord point of view. One option may be acceptable to the landlord after the initial term, but numerous options of three or four years for multiple renewals are to be discouraged. Multiple options remove the control of the property from the landlord and this can be a negative factor at the time of renovation or relocation. Options of this type also impact the property at time of sale.
  5. The rent reviews to be set for the growth of rental over the lease term should be discussed with the landlord prior to the location of the tenant. It is preferable for the landlord to set their own rules regards rent review processes rather than let the tenant dictate lower levels of rental escalation.

The rental strategies in commercial property are complex and critical to the future of the property. Take time to carefully consider the rental strategies with your client the landlord, prior to undertaking any special marketing campaign relating to leasing and tenant location.

Establishing Credibility As the Top Commercial Agent Today

There is a lot of difference between being a local commercial real estate agent and being the top commercial real estate agent in your area. The latter requires consistent effort and significant market share. Everyone aspires to the position of being top of their market and that is just fine, however if this is your focus, you really do need a plan to bring it to fruition and reality.

The top agents are really there at the top for one main reason and that is because they have driven their market share consistently. Their client services in commercial property are superior and clients want to deal with them as the top agent because they know that their chances of success are much greater and faster. That being said, the top agent has to consistently list quality property in a way that suits the current levels of enquiry and the prevailing market conditions. The top agent knows what the property market wants.

The best agents also know how to list property correctly and consistently to get the best results. When they take on a listing, they totally believe that the desired results of sale or lease at the price or rent are quite achievable. They then build their marketing process to suit the needs of the client and the prevailing market conditions. It is quite common for the top agent to refuse to take on listings that are incorrectly structured or of low quality.

So what makes a top agent consistently better than the rest? Here are some ideas to help:

  1. They continually prospect into the local area so that they have a growing database of businesses and property investors looking for change or opportunity. They also understand the needs of those particular groups regard timing and property type. They track this opportunity through a personally maintained database.
  2. You will usually find that the top agents list only or in the main, the best properties in the local area. This is because they make choices as to what they will take on and market; they know what works and avoid what doesn’t. They believe that they can bring about the results that the client requires given the prevailing market conditions.
  3. Top agents will have more signs in the local area on quality properties. This gives the perception of market coverage and agency success. The majority of those signboards should be specifically designed for the particular property. Feature signboards always have greater impact when compared to the generic signboards of other agents.
  4. The listing of property on the Internet is a common factor and strategy in marketing. You can improve your chances of enquiry when the adverts are specifically written to the target audience using keywords that search engines prefer. You can also enhance the listings through some premium placement and ranking. This will cost extra money but most top agents have no problem in obtaining vendor paid marketing funds.

Top agents know that they are selling a concept when they pitch for a listing; they are selling the concept that they are the best agent in the area and on that basis they have the tools to help the client.

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