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Archive for the ‘Creating Proposals’ Category

Presenting The New Business Proposal as a Business Plan

August 25th, 2014

One of the key catalysts for every commercial real estate agent to keep their pipeline full is the presentation of a steady flow of new business proposals. Through a strategic series of discovery questions, the most skilled commercial real estate brokerage professionals will uncover the wants, needs and problems that represent an opportunity for them to offer the services necessary to meet the clients’ needs. We can’t underestimate the importance of presenting our professional services and capabilities to the prospect in terms that directly relate to the solutions and outcomes that the client hopes to achieve. Too many times we are on our own agenda, telling instead of selling, touting our track record and making promises to dazzle the client with our sales skills, but falling short on directly correlating those skills to the benefits that will help the prospect. The proposal should not be defined as an elaborate dog and pony show that we use to ask for the business. A truly effective proposal should serve as a business plan or road map that demonstrates to the prospective client that you are acutely aware of what they need to achieve and you have designed a strategy for making it happen.

The process needs to start with a thorough discovery. Gather every pertinent piece of information related to the property and the prospects’ requirements. At that point a professionally created new business proposal should be constructed which will not only highlight your professionalism, but also clearly show the prospect that you are in touch with their needs, you are proposing solutions to those needs and you are the very best person to deliver on what you have promised. Utilizing a checklist and compilation system such as the one provided by the Commercial Real Estate Edge Proposal Generator assures a complete and impressive package that covers all the bases. (more…)

5 Keys To Consistently Generating New Listings

June 30th, 2014

Forgive the overused metaphors but:

  •  If our bodies don’t constantly pump new blood, we will die;
  • If our cars don’t get refilled with gas, they won’t run;
  • If you don’t recharge a battery, it will run out of power;

And if commercial real estate agents don’t constantly engage in new business development, they will go broke! All too many times, we let our days get filled up with “busy work” or we are consumed with all the little details involved in a deal or two we are working on. Because these activities feel like they are moving us closer to a closing, we let our daily business development activities take a back seat, delaying those activities to an unknown time in the future……that usually never comes.

Probably the single most important thing that we as commercial real estate agents and brokers must focus on consistently in our careers is new business development. It should be a daily scheduled activity with a strategy attached to it. Here are 5 keys to getting and maintaining a focus on new business development:

  1.  Have a Business Development Plan – As an independent commercial real estate brokerage professional, you should have a business plan that reflects your goals and methodology for reaching those goals. Clearly mapping out your plan for developing new listings should be an integral part of that plan. A detailed, written outline that (more…)

Delivering “Shock & Awe” To Win More Business

March 17th, 2014

The field is crowded. How many listing emails do you get each day? How many deal flyers and postcards clutter your mailbox every day? What percentage of what you see stands out to you?

Our prospects and clients experience the same thing. As commercial real estate agents and brokers, I believe we have become far too predictable in our approach to business development. Everything from the features and benefits we talk about to the new business proposals we present to our prospects and the marketing packages we deliver to our buyers, very few truly stand out from the crowd. Competing in the commercial real estate brokerage industry is difficult enough. Do you have a strategy for differentiating yourself from the competition?

Occasionally I am told by a potential user of our Proposal Generator software something along the lines of “I don’t want to create a report that is more than 3 or 4 pages” or “The package is too thick”. I always find this perplexing when considering the end goal of every agent’s presentation. Needless to say, our business contains it’s fair share of complexities and the proposal is our opportunity to showcase our value proposition to the prospective client by delivering a package that is complete, well thought out and professionally presented. More importantly, the proposal we present is our first chance to truly differentiate ourselves from our competitors. Why wouldn’t you want to do that every single time you interact with your prospects?

The expression “Shock and Awe” originated as a description of what would be expected during the second military confrontation with Iraq. The vision speaks for itself. In terms of commercial real estate, “shock and awe” can happen if we truly differentiate ourselves by exceeding our prospects’ expectations in an extreme way. This is not that hard to accomplish, especially if the prospect bases those expectations on the same old song and dance they have seen and heard from most of the other agents out there. This tends to set the bar fairly low. Advantage you.

Shock and awe happens when you begin by truly listening to the prospect’s needs and wants. Conducting an in depth and serious discovery process where you ask several levels of questions that will allow you to clearly understand the prospect’s situation, problems and needs demonstrates to the prospect that you sincerely care about helping them. Gathering a complete (more…)