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.

 

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