Commercial Real Estate Agents – How to Get Leverage in Your Client Presentation

In commercial and retail real estate, as the broker or agent you really do need to know all the facts relating to the client and their property before you can successfully submit on the listing. The question and answer process between the commercial agent or broker and the client is critical to the listing process.

Top commercial agents place a high priority on being professionally confident and different in the eyes of the client. Their proposal needs to be exceptional in all respects so the client will find it hard to consider anybody else in the agency process.

Discounts offered in marketing and commissions to woo the client are really irrelevant when it comes to a positive end result; the client knows that, however you need to provide them with the confidence to take the step forward. Your sales pitch or presentation should be based on strategies and solid chances of success. Your confidence is the key to the process.

Certain Priorities

Every client will have certain priorities relating to the successful outcome they require. It is no secret that this property market can be a real challenge when it comes to property marketing and the final conversion of a property to a sale contract or lease.

Given that most listing presentations and sales pitches are highly competitive, you must make your property solution the best that is available given the attributes of the property and the local property market.

Understandings Property Owners

Presenting on the listing is not simply a matter of taking down the information about a property and going to work. Understanding the owners and the factors that motivate them is at least 50% of the presentation and transaction. At the point of sales pitch and listing, spend some time with the owners, and always list the property in their presence.

While listening carefully to the owners’ instructions endeavor to discover:

  • Find out just how long the owners have owned the property. The timeframe will have some relevance to their price or rental expectations. They will also have impressions regards local property prices and competing properties in the immediate vicinity.
  • Exactly how did they acquire the property and why did they choose the property initially? Their reasons for purchase may be suitable reasons for sale or purchase today. They will understand their property intimately. You will also understand the local property market, and on that basis two levels of understanding can meet for a suitable marketing strategy.
  • Through a question and answer process, try to understand whether they are ambitious, conservative, or cautious when it comes to the listing and marketing process. You will not change their immediate position but you can offer solutions that match their personal traits and decision facility. Make it easy for them to formulate a decision.
  • Seek to understand if they have the most up to date market information relative for the area. Always carry a selection of market comparison reports to use for this very purpose. Also carry a selection of digital photographs on a laptop computer so that you can show the necessary images and challenges of other properties today. Some clients think that they understand more about the market than you do. Whilst this may be the case, take the time to fully understand the client before you ask them to understand your solutions.

A successful sales presentation will be driven from a confident agent or salesperson connecting with the client with relevant strategies and solutions. Take the time to practice the process and improve at every opportunity.


2 Key Focus Areas to a Great Investor Presentation

How do you create a great investor presentation? After all, you aren’t meeting with investors to gain their good will. You are seeking their support with their valuable capital. The fact is a great investor presentation is not magic. Instead, a great presentation is a combination of quality relevant information combined with intense preparation.

The first key to a great presentation is cool, calm, detailed confidence in the material you are presenting. Reaching this level requires you to know your business plan inside and out. You must be well versed in your market place. You must demonstrate a thorough understanding of the industry standard operational standards. The investor has to sense your competence during the meeting. And, perhaps more important the information, positions, and issues you hold up as the critical items must stand scrutiny outside of the investor presentation.

So, you have to demonstrate a combination of verifiable competence and confidence. How do you accomplish this? Besides knowing your business your presentation should include facts and figures that can be checked out and proven as accurate. At the same time, the facts and figures must be presented in a simple clear way that the investor does not have to struggle to follow. Causing the investor to have to figure out the information being presented is a sure fire method for killing your opportunity’s chance of success with the investors.

The second key is to deliver a sharp, professional, attractive, and thorough presentation as a combination of reports, presentation materials, and oral delivery that supports all of the information you provide to the investor. For investors, this presentation represents the investors likely best view of the kind of work you do and the work that can be expected from the entity he is investing into. Your investment presentation needs to deliver an image of quality, efficiency and effectiveness that you expect from your company and that the investor can feel comfortable meets his expectations.

This implies that you should come to the presentation with a very sharp presentation to share with the investors, with well organized background and support information to answer questions that may arise, with access to resources and information that answer any additional questions or needs that arise. In effect, you are showing the investor that you can deliver, that you are well prepared and researched and not flying by the seat of your pants, and that you don’t act impulsively choosing instead to support your work with the right resources and support. If you tie these two key issues together, you will be on your way to delivering superb business presentations to investors.

Improve Presentation Skills By Providing Your Listeners With A Solution To Their Problem

Generally speaking, professionals in your workworld are busy people. More to the point, they have limited time and interest in other people’s problems. However, they do possess an unwavering interest in their own lives and predicaments. That said, if you want to engage an audience you need to identify the problem faced by your listeners and then go on to SOLVE it!! Moreover, you want to impress upon them that they can solve their own predicament by listening to your talk and following the steps you provide.

Solution focussed speaking is an important tool in your communication tool box. By highlighting the pain or dilemma your listeners face you can then let them know that your presentation will provide key tools to assist them in resolving their own issue. One way to share your solution and how it applies to your listener is to outline your experience and how it applies to the audience by using the W4H1 Approach. This W4H1 approach has long been used by writers to convey information in a concise and organized manner. It involves utilizing a five-pronged explanatory approach by asking and answering five questions; these questions start with either a “W” or an “H”. For example, look at questions that start with: What? Where? When? Why? & How? This combination of five helps you to provide a concise overview of your own experience.

For example, let’s say that you were talking to a group of professionals who were concerned about upcoming layoffs. After first tapping into the pain and anguish this is undoubtedly producing in a group of staff, you could discuss how you successfully prepared for and transitioned through a lay off experience by starting your own consulting business. Let’s look at the W4H1 approach and how it would apply to this example of starting a consulting business. Notice that the questions are also written in an audience focussed manner by dealing with what THEY can do, rather than a pure history of what YOU yourself did.

- What Can You Do?

- Where Can You Find Customers?

- When Should You Start Your Business?

- Why Promote Your Services?

- How Can You Promote Your Services?

By answering each of these questions in a clear and concise manner you are directing your audience to solution oriented steps that they can take to resolve their issue. Your audience will thank you for not only connecting with their dilemma, but for explicitly helping them to understand a solution and take action! For more information on how to communicate with your audience visit our website at to find out about presentation skills training, communication seminars, free reports and more!