Calm in the Storm




It seems the world has found itself in the middle of a storm. What are you doing for your clients to help them through this time of uncertainty?

Are you checking in on them or are you hiding under your desk? What kind of tone are you taking? Are you a voice of calm & encouragement or have you adopted a more negative attitude?

The best thing that we can do in this present time as commercial real estate professionals is to reach out to our past, present clients, continue our prospect calls, and reassure them all that we are available to help in their time of need.

Maybe they need referred to their lender to get some payment relief until things settle down. Or maybe they need help contacting their landlord to discuss any delays in rent payments.

Or just maybe they need some one to talk to. An encouraging voice telling them it's going to be alright and we're going to do our best to help them get through this together.

Whatever the situation or circumstance, commercial real estate brokers can be the calm during a storm to their clients.

Many of our younger clients and younger professionals have never experienced anything like this, while those of us that are a bit older have seen several of these episodes come and go. As the old saying says this too shall pass and it will.

So let's talk to our clients and give them a bit of hope. There is a light at the end of the tunnel, and this storm will subside.

Comments

Post a Comment

Popular posts from this blog

A Listening Ear.

Image
  Compassion is a helpful quality in many professions; however, when you think about commercial real estate, compassion may not come to mind.  Let me tell you a story. I was recently asked to visit with a potential seller to discuss a property they were considering putting on the market. Prior to our meeting, I had been briefed on the situation, did some preliminary research, and felt confident I would get the listing and make the sale. When I arrived, the prospect had a different idea. She had just lost her husband, who, according to her, was the face of the business. The conversation centered mostly around the man her husband was, what he meant to her, how much she missed him, and everything he had poured into their business. This woman was looking for a friendly ear, so I listened. How could I not? Towards the end of our visit, we did transition to why I was there and got down to the business of it all. I left with the hope that I was able to provide her with good, dependabl
Read more

A Commercial Building Sale from Soup to Nuts

Image
  Selling a commercial building is not something that is done spur of the moment. There are only a few reasons why an owner would choose to sell a valuable commercial building. #1 Retirement. The owner retired and sold their business and no longer needs the building. #2 Expansion. The owner may have outgrown the building and is purchasing another building. There is an immense about of thought and tax planning that goes into selling an established commercial building. But, once the decision is made to sell, the owner selects a commercial broker to handle the marketing and sale of the property. The next step is to d etermine the asking price with your broker. This is where it gets really interesting… The asking price is crucial for attracting potential buyers. Some brokers may suggest a pie-in-the-sky value just so they can secure the listing (A horrible idea ). However, a more prudent approach is to price the property approximately 15% above the market value to maximize the return. Th
Read more

Prospecting: The Thoughtful Way

Image
Prospecting: The Thoughtful Way In any kind of sales, especially commercial real estate, you will most likely need to do some kind of prospecting for new clients. An old mentor of mine once said that new business doesn’t just walk in the door all the time, and wow, is that true. When you think of prospecting, the first thing to come to mind is probably the dreaded “cold call”. Everyone knows what I’m talking about, whether you’ve received them or done them yourself. The pitch for the latest service, investment, or product always seems to be the same and generally ends the same as well, without commitment. Instead of blind, cold prospecting, what about taking the time to research potential clients, obtain a base level understanding of their property, and make a “warm call”? What would that look like? Try sending an introductory letter or other mailed version of outreach. Perhaps include a photo or map of their property, including comparable sales, other current listings, and/o
Read more