Commercial Real Estate Training Tips

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 find a company's decision maker without insulting anyone

 

When you call on a company, you want to be sure that you are talking to the decision maker, but you don't want to insult anyone. Inquire about the decision process with the person you called. Even if you already have the decision maker on the phone, you'll wan't to know about the company's decision making process. 

 

 

 

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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.   

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How Your Assignments are Impacting Your Brand

 

As a commercial real estate agent, the assignments that you accept greatly impact your brand. Choose to work on projects that align with your long term career goals. A prospect looking to sell a ten million dollar investment property is going to want to hire an agent that only works on large investment property deals every day. Consider how the assignments that you accept shape the way potential clients perceive your brand.

 

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