When it comes to the opportunity of listing a commercial or retail property, you sometimes only have one chance and that can be very short and brief. Preparation for the process is therefore essential. Every salesperson should carry with them a listing presentation kit to be used at any time and in any circumstances.
Presentation kits should be specifically designed for the following:
· Commercial and or Retail Property Sales
· Commercial and or Retail Property Leasing
· Industrial Property Sales and or Leasing
· Commercial and Retail Property Management Services
In each of the above cases, the kit it is quite unique and special. Special attention needs to be given to the presentation and the layout of the kit. A higher bias needs to be made towards visual material including photographs, graphs, illustrations, and testimonials.
As part of the presentation kit, you should include standard checklists relating to your specialty property types in your local area. This will allow you to have a specific focus on key questions and solutions that should be involved in your discussions or with relevance to the property type.
A common problem in the industry is that many salespeople create questions from previous experience and market knowledge. Whilst this works in part, it does not allow you to comprehensively cover the specific property type and the detailed challenges that the client may be facing. You only have a few minutes with the client and during that time you must impress them with comprehensive information and solutions. A checklist will allow you to do that.
So your presentation kits with due regard to the above property types can be built around some or all of the following factors:
- To provide details of recent sales and leasing activity in the local property area.
- Have a selection of photographs relating to other properties sold or currently listed.
- Property research will always be of value when it comes to the supply and demand of commercial, industrial, and retail property space currently.
- Factors of time on market need to be shown to the client. They need to understand that the sales or leasing process could take time based on current market evidence.
- Have selections of marketing material available for them to choose from. This will also include estimates of costing for at least three alternative marketing programs.
- Provide examples of recent advertising in the newspapers, Internet, e-mail marketing, and direct mail categories.
- Provide a summary of your database segmentation so they understand the ability that your office has to tap into the right target market quickly.
- Your presentation kit should include legally correct listing materials so that you can sign a client on to a listing immediately.
- Carry some standard form that you can complete to capture property enquiry details from any one at any time. These forms can be entered into the database at a later time.
- Carry with you contracts and lease agreements to be used at any time when you are away from the office.
- Have a variety of property inspection forms with you so you can list any property type comprehensively and thoroughly.
- Carry a digital camera at all times to take photographs of any property
A comprehensive presentation kit will give you confidence in your listing meetings with clients and prospects. It also shows the client your level of preparedness to proceed.