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In commercial real estate agency today, most listing opportunities will be competitive events and presentations. You will have other real estate agents chasing the same property at the same time. That being said, your sales pitch or presentation to the client needs to be of the highest quality in every respect.

You will only have a short period of time to get your message and strategy through to the client. Choices will be made from the 30 minutes that you spend with your client pitching for the listing. Why are you the best agent for the job? Give the client the right answer.

In preparing for a property presentation, it is wise to understand the client, the property, and the motivation that puts the property on the market today. Every client will have a story to tell and a requirement to fill. You need to get inside the ‘clients head’ to identify the ultimate outcome required and the best timing that will help them achieve their property goals.

Here are some presentation tips that will help you position yourself for the property listing and to help satisfy the needs of the client:

1. Confidence is a significant leverage tool when it comes to winning listings. To build your confidence you really do need to understand the property type, the location, and the available strategies to optimize the enquiry from marketing. You can then match these factors to the client in a confident and relevant way. A generic approach to marketing will not help you win listings.
2. A question and answer process will help you get to the main factors and motivations behind the clients requirements in selling or leasing the property. You can improve your questioning strategy through regular practice and role playing. Given that the property market changes throughout the year, the questioning process will also need to change and adjust to the prevailing market conditions. Share experiences and challenges with your agency colleagues to improve the presentations that you are making.
3. Your knowledge of the property type will allow you to show your relevance to the client. Give them some specific solutions to achieving higher levels of enquiry and inspections from the marketing effort. Put yourself into the marketing process so that the client feels that your offered solutions are more important than that provided by any other agency.
4. In this property market, direct marketing takes preference over generic marketing. The direct marketing approach only applies to exclusive listings. On that basis you should be seeking an exclusive listing for the agency appointment. Make sure that the client understands the differences between open listings and exclusive listings from a marketing perspective. If they are genuine in the sale or leasing process, the choice will be logical and simple.
5. Stories connecting to the property type and the overall location will help you in attracting the attention of the client. That will then give you that extra advantage when it comes to converting the listing from the presentation. Choose your stories relative to the property type and the current market conditions, using other clients that have had similar challenges. A prospective client likes to know that they are not alone in handling property challenges.

The property presentation today needs to be well planned. A generic approach will simply not win the listings that you require. Be prepared to be specific and direct with the client using information that will help them make the best choice when it comes to you as a commercial real estate agent.

Speaking in public always instills fear and trepidation in most adults. Some adults tend to run away from presenting their proposals and ideas. However, avoiding yourself from speaking in public will never lead you to success.

Here are some useful tips which can assist you to develop more confidence during public presentation.

Prepare yourself

It is a true fact that even the most experienced speakers and presenters get nervous before they start delivering their speeches. The key point here is to use the nervous energy to boost your delivery. How can you do that? You are advised to spend more time to do preparation. The first thing you need to prepare is the content of your speech. You need to make sure that you know WHAT you are going to say, WHY you are saying it and HOW to say it. Always keep to the main subject and keep it simple, short and precise.

Practice makes perfect

In order to deliver excellent presentation, nothing replaces practice. You need to run through your presentation in front of the mirror and watch yourself as you speak. You are reminded to watch out if you have any strange or odd gestures. You must control your movements well. If you can get your family members or friends to help, get them to listen to your speech and ask them for positive and constructive feedbacks.

H2O

You definitely need water. It is always best to have a glass of water near to you in case your throat gets dry or when you cough.

Take a deep breath

Just before you start your speech, you are recommended to take 3 deep breaths to calm your nerves.

Being humorous

Personally I agree that not everyone is born comedian. If you are not comfortable with telling jokes, please don’t do that. Maintaining your smile during the presentation will be the best you can do. At the same time, you should make sure that you are actually addressing the entire audience and not just one person. If possible, make eye contact with as many of them.

Pause

If you are delivering a heavy-going subject, you are advised to pause when necessary to give your audience time to understand what you have said. If you have Q&A session, then you may get the audience to ask you during the session.

Do you know that you can actually look confident even if you don’t have full confidence in yourself? Please bear in mind that your audience can’t see your sweaty palms or hear your pounding heart. So, why are you worried so much? Stay cool!