Commercial Real Estate Training Tips

How to get a purchaser or tenant to pay your fee

 

Properly presented, a buyer or tenant will be happy to pay your commission.

Why? Because they want to see the best deals regardless of who pays the fee. Sometimes the best deals are not offering commissions or adequate fees so they have less demand, which can work to your buyer/tenant advantage. It’s all in how you talk about the opportunity. “If the best deal in the market, even including you 'underwriting' my fee, is still the best deal, don’t you want to know about it?" Absolutely. Close more transactions by adjusting the discussion. Learn more by investing $200 in this video: "Say This – Not That"

 

 

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How to get a seller to counter offers from buyers

 

When you take on a new assignment, be sure your client understands that offers are not necessarily going to come in where they like. Your client should be prepared to counter offers, and counter them in writing.
Qualify the property or prospect and if appropriate and qualified, don’t let the ball drop in your court. Explain to your client that written counters give you the opportunity to ”sell” the other party on the deal.
An offer or proposal is like a pitch across the plate. You’ve done a lot to get to the plate. The offer or proposal is your time to swing the bat. Remember, you miss every ball you don't swing at. 
For more on improving your batting average to close more transactions, license the video “Closing The Bid-Ask Gap”


 

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How to confirm you are talking to the decision maker without insulting anyone

 

When you call on a prospect, you want to know if you’re talking to the decision maker, but don't want to insult the person you’re talking to. Here is a tip that works well. Ask the person you’re talking to about their “decision process”. The open-ended question kills two birds with one stone. You confirm who makes the decision and how it’s made! For more conversations that lead to business, see the one-hour training video “Say This – Not That” at www.CommercialAgentSuccess.com

 

 

 

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Does sending "snail mail" actually work?

 

If done properly, "snail mail" will absolutely work. Most people use email to communicate these days rather than use the USPS. Since people receive less physical mail, if the right message is sent, you are likely to reach your intended recipient. However, gone are the days of sending a flyer with an attached cover letter. Send your clients information beneficial to their line of business, and you'll see "snail mail" work for you. 
 

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How to Leave a Voicemail That Actually Works


Not everyone is going to return your phone call, that's just the nature of the business. Leave a professionally provocative message. Let the prospect know that you have a benefit for them. Stay away from fluffing how great you are, or your company's accolades. Rather, quickly and excitedly present them with a benefit that entices a returned call. What you say is important, and how you say it is what will set you apart. Learn more at "Say This - Not That."

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