Commercial Agents – Effective Sales Presentations for Leasing Commercial or Retail Property

Leasing commercial real estate is quite a specialised service and should be sold and pitched for by local real estate agents on that basis.

Have all the facts at hand!

As the local agent you can lease all types of property today, although market knowledge and leasing skill always comes into play. The leasing of property can and should be a specialist service in your agency office; it can involve skilled people and marketing tools relevant to the property type.

The leasing team in a large agency can comprise of a leasing manager, tenant advocacy specialist, lease administrator, property manager, and tenant liaison person. In large retail premises to be leased you will add a marketing manager to the leasing team.

In real estate agency you can have specialist strategies developed on:

Office property leasing
Retail free slanders and small premises leasing
Shopping Centre and Mall leasing
Industrial leasing
Warehouse leasing
Fitout works and controls
Tenant advocacy services
Tenant mix strategies and planning
Renovation and relocation plans for leasing
Project leasing of new properties and developments
Know Your Leasing Market!

It is in fact very difficult to pitch for and list a property to lease unless you really know the market trends and solutions. That is why many agents specialise in leasing and special segments within it.

Here are some key elements of the presentation to be handled when you are pitching for the leasing listing appointment.

Supply and demand for leased premises in the local area will be based on tenant enquiry today. Explain what the supply and demand factors are today and how they are expected to change given the local business and population demographics.

The type of tenant target market that will be attracted to and served by the property should be defined (in this way you can design more relevant marketing packages)

The best methods of lease given the age of the property and the cash flow requirements of the landlord should be defined. Use a Gantt chart to explain the leasing stages and time line.

The types of rent to be used in the promotion of vacant areas will be based on the history of other rents in the local area. Explain the best types of rental (gross or net) for the situation at hand and give sound reasons for this choice.

Comparable properties that have an impact on your subject property. They should be located and details of the relative asking rents provided. Explain the differences between those properties and the subject property.

The timing of the lease promotion given the seasonal business community will have some relevance to your pitch for the appointment to lease

The methods of handling outgoings recovery for the landlord given the tenant enquiry out in the market today should be incorporated into the lease type selected.

Definition of landlords works and the timing of such should be quite clear from the outset

Lease documentation strategies and implementation programs should be considered (this is highly relevant when many vacancies are being leased in a new development)

Explain the methods of marketing the vacant property or tenancies to different targets (primary and secondary level tenants). In properties with multiple vacancies this will become a complex process taking into account the tenancy locations and priorities for specialty or anchor tenants.

Inspection strategies to take tenants through the property given its design and function should be explained (give due consideration to other tenants in the mix or customers to the property)

The size of the tenancies to be leased and their locations will create different asking rents.

The impact of incentives to lease in the current market should be defined and strategies struck.
To win a presentation or pitch to lease a property you need all the facts and the solutions. When you seek to specialise your leasing services this becomes much easier for the agent.

Tips to Speak and Give a Good Presentation

It is known that public speaking can be something that many people seem to struggle with. There are several types of public speaking, starting from the simple one like answering the questions in front of the class of college students, until giving presentation in front of public. Whatever the mission, there are several ways that you can take a look for speaking and giving a good presentation.

Firstly, if you are going to have a presentation in front of the audience with prior knowledge, the most important thing that you need to keep in mind is to be prepared. You have to study the materials that you will share with the audience.

Secondly, you need to know your audience. You have to exactly know whether you are going to give presentation for male group, female group, or others. Knowing the audience will determine on how you are going to deliver your presentation. For instance, if you are going to give a presentation to a group of 7 years old children about safety seat belt, you should avoid using horrible bloody pictures which can make them scary. Thus, it is very important to choose appropriate material for the appropriate audience.

Thirdly, you have to make eye contact with the audience. You need to try to not always read your notes or slides, which can make the lack of eye contact with your audience. The lack eye contact can also potential to make your audience get bored watching you read the notes during the presentation. So, you have to make sure that you give eye contact to your audience and try to make some jokes if possible.

Lastly, you need to learn about breathing techniques. By learning the techniques of breathing, you will know how to control your speaking speed so that you can speak naturally on your presentation.

Tops Tips for Powerpoint presentations

Over the years I have lost count of how many Powerpoint presentations I have created. They are so easy to do and they are a great way to get your message across.

I’ve learnt a lot of great tips for Powerpoint and so I thought I would share some of my favourites in this article.

Copying from Excel to Powerpoint

How many times have you tried to include an Excel spreadsheet into one of your Powerpoint presentations? Frustrating isn’t it. The cells never seem to line up properly or not all of the spreadsheet seems to copy across.

Did you know about the Copy Picture function in Excel?

Simply hold down the Ctrl and Shift keys. Then with them held down, click on the Edit menu on Excel’s toolbar. You will now see an option called Copy Picture. With this you can now copy your spreadsheet easily. You can select what you see on the screen or the print area.

Changing from CAPS to lower case in PowerPoint.

If you need to change the case of text in your Powerpoint slides, simply select the text and press Shift+F3. The text will toggle through ALL CAPS, lower case and first letter in Caps.

Moving objects around in PowerPoint.

Did you know you can move objects around using the arrow keys? Simply select the object and then use any of the arrow keys to move either up, down, left or right.

If you hold down the Ctrl key at the same time will move the object a very small distance. Excellent for fine tuning your slides.

PowerPoint Shortcuts.

Here are some shortcut keys for PowerPoint.

Ctrl+Shift+> Increase Font size

Ctrl+Shift+Hiding screens in PowerPoint

Have you ever wanted to hide the current PowerPoint screen while you are doing a presentation? Maybe you have the presentation ready to go but you don’t want people seeing the first screen until you start.

To hide a screen while you are presenting, simply press either W or B, W will give you a plain white screen and B will give you a plain black screen. Pressing the key again will take you back to your original slide.