Commercial Agents – Marketing Presentation Kit Ideas and Tips

When it comes to selling and leasing commercial or retail property, the marketing presentation kit that you use has to be optimised for your area and your property type. The marketing kit something that travels with you each and every day as you meet with clients and prospects in a variety of situations. This then suggests that the kit itself should be very useful and relevant to help you close on any listings or marketing strategies.

You never really know when the opportunity will arise to present and pitch for a listing. If you sell, lease, and manage commercial property the kit will need to be suitably versatile. If you work on Office Property, Industrial Property, and Retail Property, then the kit will also be comprehensively adjusted to suit these property types.

In your marketing presentation kit, you should have a selection of the following:

  1. Provide samples of advertisements that have been used on the other properties of various types. These should be local properties of a quality nature. When the client sees samples of good advertising with other quality properties they are likely to accept your marketing strategy and recommendation.
  2. Give details of the diversity and depth of your database. The database is a significant opportunity in the listing process providing you explain its relevance to the client. The client is unlikely to discard your agency from the presentation process if you can comprehensively connect them to the relevance of your database in providing the appropriate seller or buyer for the property.
  3. It pays to have a two phase strategy when it comes to marketing campaigns. Given that most of the marketing is focused on the first three or four weeks of the agency, this is what we call the primary marketing time. At least half of your marketing effort should be directed into that primary window of time. Most of the enquiry will typically come to you during this period. The balance of your advertising money and campaign can be directed across the remaining agency period which is the secondary promotion time. Throughout the campaign you should be tracking the results of advertising in the different types of media used. If something appears to be working well then it needs to be encouraged. If another segment of advertising or marketing is not getting any enquiry, then there is a need to adjust your campaign. There is no point in wasting time or money when it comes to marketing property. The vendor is seeking enquiry results and that is what you should be creating.
  4. Email marketing of commercial property through the database is a very effective strategy to attract enquiry. It is low cost and also easily undertaken. Show the clients some samples of email marketing and how they can tap into this opportunity.
  5. The signboard on a property is still one of the most effective tools of promotion. It is relatively cheap, and is usually seen by all the local property owners and business proprietors. Given that most enquiries come from the local area, the signboard is fundamentally important to creating enquiry. Show the client some differences between specially designed signage verses generic signage. Make your recommendations accordingly.
  6. Subject to the property type and the chosen method of sale or lease, you can show the client three levels of campaign as they can apply to a particular property. For example that can be the gold package, the silver package, or the bronze package. You may like to call them something different but the inference is that different levels of advertising commitment are available depending on the appropriate levels of vendor paid marketing. When you use this strategy, the client tends to select the middle package as a suitable solution.

As mentioned earlier, you may be involved with different property types. Because of this, you should carry within the marketing kit photographs of quality properties within the category of property. The client will generally only relate to their particular property type and the location.

Commercial Agents – Rental and Leasing Strategies for Commercial or Retail Property Today

When it comes to renting and leasing commercial property today, the ultimate target should be to establish a stable and professionally prepared lease that encourages cash flow on the property over future years. Every landlord will have a different focus points and ideas relating to their investment. It is important that the lease matches the intentions of the landlord. The commercial agent needs to understand what the landlord wants to do and how the plan should work.

So when you find a tenant today, it is critical to know the lease terms and conditions that will be presented to the tenant. Hopefully you will have advised the landlord at an earlier stage so that the critical decisions here are well understood and have been set.

The different types of rental strategies to consider in commercial property include the following:

  1. The outgoings for the property should be identified and quantified. It is possible that the landlord will want to recover some of those outgoings from the tenants within the premises. This matter becomes more complex when it comes to multiple tenant occupancy in large premises such as shopping centres.
  2. The property type will have set trends and averages in the local area when it comes to lease procedures and rental levels. Ensure that you understand the factors here so that any advice that you give to the property owner will be accurate and correct as it relates to the property market at the moment. Market rentals change frequently, so speak to a number of other property agents and property valuers who can advise you of the recent benchmarks and new property deals locally.
  3. There is a significant difference between gross and net rental. The main difference is the recovery of outgoings and how it will occur. When it comes to a gross rental, the tenant is only paying one amount of money so the landlord has to gross up the rental to include the outgoings component that they would have normally recovered in a net rent situation. When it comes to net rental, the landlord will set a base rental above which the tenant will contribute towards particular outgoings relating to the tenancy and or the property. Clearly some decisions need to be made here before a tenant is located.
  4. When a lease is under negotiation, the factors of lease option come into discussion in cases where the tenant wants to remain in occupancy for an extended period of time after the first lease term. Options are useful property investment strategies although they do have limitations and frustrations from a landlord point of view. One option may be acceptable to the landlord after the initial term, but numerous options of three or four years for multiple renewals are to be discouraged. Multiple options remove the control of the property from the landlord and this can be a negative factor at the time of renovation or relocation. Options of this type also impact the property at time of sale.
  5. The rent reviews to be set for the growth of rental over the lease term should be discussed with the landlord prior to the location of the tenant. It is preferable for the landlord to set their own rules regards rent review processes rather than let the tenant dictate lower levels of rental escalation.

The rental strategies in commercial property are complex and critical to the future of the property. Take time to carefully consider the rental strategies with your client the landlord, prior to undertaking any special marketing campaign relating to leasing and tenant location.

Commercial Agents – Market Intelligence Tips to Win New Business

The commercial property market today is changing frequently. Prices and rentals are shifting based on the supply and demand for commercial and retail premises. Whilst every city and town may have different pressures, it is essential to understand and track trends of the property market.

A commercial real estate agent can provide an exceptional service in property markets like this. They have the information from recent enquiry, and they can analyse the trends so that any property that is taken to the market for lease or for sale can be directed at the right target opportunity.

So the tracking of property trends becomes a point of difference in the agency marketing itself to property owners and landlords. Comprehensively understanding the following issues will help any agency attract new business. Here are some ideas to help with that:

Understand the supply and demand for property locally. As part of that process, you should identify where any new property developments are likely to be built and when they will occur. Keep in touch with the local building approvals office on a regular basis to identify this activity.

  • The zoning of property locally will offer opportunities of development and redevelopment. Understand where the changes to zoning will next occur. It is wise to carry a copy of the local development plan with you or within your computer for quick and easy access.
  • There is usually a lot of difference between the asking prices for properties vs. the achieved final prices or rentals. Having access to the final prices is really quite important when it comes to monitoring market trends. Given that commercial and retail property is rather specialized, the sharing of this information between agencies and Property Valuer’s is quite common.
  • In most locations, the amount of enquiry coming off of each advertisement or Internet listing is limited; you may have only a few genuine enquiries from each property marketing campaign. On that basis you need to track the sources of enquiry so you can optimise the marketing campaigns for each particular property as part of the listing process. Any old enquiry on a property that has now been sold or leased, can now be reactivated through networking and contact.
  • Even in today’s property market we still find that the majority of enquiry comes from local property investors and business proprietors. On this basis, it pays to target market every property comprehensively into the local area using direct mail, direct flyers, and a well-designed signboard. Each single listing has to be taken into the local market on a personalised basis. This is why the salespeople that know the local area are of high value to the clients that come to the agency.

So the key advantage that the local agency brings to the clients that they act for is centred on local property knowledge. Comprehensively understanding the local area and tapping into the opportunity that it presents will help you win new business and become the real estate agency of choice.

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