Principles of a Sales Pitch to a Commercial Property Tenant
When you are leasing commercial property to a tenant, there are a few good principles to follow in the sales pitch about the premises and in the process of negotiating leasing. These principles apply with both office and industrial premises.
At the outset remember that the inspection and the pitch is all about the tenant and the premises; it has nothing to do with you. You are only the facilitator to the deal. All comments and questions should focus on the tenant and their needs.
Remove your ideas of more commission and closing another deal immediately. Start to focus on the tenant and the benefits they can get from the property. You should know the property and the location better than the tenant so you can do something with that knowledge.
Here are some ideas to introduce to the inspection and negotiations:
How would the tenant and the business operate from the new location?
Starting a Career in Commercial Property Sales and Leasing
Commercial real estate is a specialised and lucrative part of the property industry. It does however require specialist knowledge and commitment to ongoing personal development if it is to be your career for a long time.
You will see salespeople move from residential real estate into commercial real estate as part of a career change or improvement. Whilst that is quite possible and feasible, the commercial property type is quite different and demands an altered approach to marketing and selling.
When it comes to commercial real estate as a career, it is wise to learn as much as possible about matters such as the following:
Property financing alternatives as they apply to the different types of commercial property require review and understanding; that is office, industrial, and Retail Property. The loan factors for commercial properties are predominantly based around the market value but also income generation and potential.
Commercial Real Estate Agents
Let’s face it – you cannot intelligently buy commercial real estate properties without the help of an expert. Hiring a commercial real estate agent is your best bet against losing thousands of dollars you’ll likely spend, when you make costly mistakes or miss out on solid, commercial real estate investing opportunities. That is why finding and hiring a commercial real estate agent should be your first and most crucial step – it can make or break your commercial real estate venture.
Benefits of hiring commercial real estate agents
Professional commercial real estate agents or broker companies give you access to the best commercial real estate information available. They provide you with information about the latest sales price data, vacancy and absorption rates and comparative tax and labor costs to help you make informed decisions.
Experienced commercial real estate brokers can also help explain to you the present market lease trends, the current demographics, and they will give you a straightforward competitive analysis of different commercial properties that fit your purpose and budget. Professional commercial real estate agents or broker companies give you all this information so that you can anticipate opportunities, gain a competitive advantage and implement the best possible real estate approach.