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Ways to Get New Business Now!

By: Greg Schenk, SIOR
 

More Greg Schenk Articles


Commercial Real Estate Market Overview
May 22, 2012 The Commercial Real Estate Market is changing! Are  you keeping up with it? If not listen to our latest webinar that goes over each product type ( office, retail, industrial and…

Commercial Real Estate Spring 2012 overview
Want to learn what to do now in the commercial real estate market for your firm or to assist your clients to learn grow and prosper? Hear about each market segment (office, industrial, apartments and…

Have you noticed the tide is turning? What are you doing about it?
Vacancies in many areas are starting to come down in all product categories, this is a good sign as companies are starting to rent space again, vacancies are going down and rents will start to slowly…

Commercial Real Estate Market overview June 2012
http://www.lawline.com/cle/course-details.php?i=1921   helping you help your clients to learn grow and prosper Greg Schenk SIOR CNE Schenkseminars.com

Office Planning Guide for you and your clients
our guide to helping you and your clients to save time and money in the process of moving your office and various vendors to help make it easy transition

If you want to get new business today you have to do a few things differently:

Be a consultant /advisor, not just a  salesperson or Realtor.  Be a consultant first and a “resultant” second! Work on your listening skills. Live with an attitude of gratitude! I recently heard a great motivator, Dr. Kevin Elko (see www.drelko.com), who inspired me and he will inspire you. I can tell you this winter during the dark gray days my attitude needed a nudge and this gave it to me!

Be their ultimate service provider.  Seek first to understand , then be understood! Be a “master of the market” and a “master of the process”.  Learn probing skills The Who, What , Where , When and why (see our website www.irepthetenant.com under “get started” for questions to ask in probing)
Be a “relationship oriented” consultant, NOT a salesperson! Or what we call our relationship approach to business

#1 Understand your prospective clients real estate needs

This is what you need to know about each and every prospective client:

Their short and long term strategic plans and goals including: Name: Title: Company: Address: City, State, Zip: website and E-mail address: Product Type: Checkmark (√) the product you’re interested in. □ Office □ Industrial □ Flex □ Retail □ Investment Current Needs: Checkmark (√) the services you’re interested in. □ Acquiring commercial property □ Acquiring commercial property □ Leasing commercial property □ Commercial real estate consulting services □ Consulting Services □ Project Management Services □ Build-to-suit □ Investment property acquisition □ Other Desired Property Location: (City, State) In order to better analyze your current goals, please fill out in detail your Vision and your Profile below Square Feet Needed: Personnel Count: Parking Needs: Space Usage: Location Preference: Please give North, South, East, and West Boundaries. Base Lease Term: (How long do you want the lease?) Please checkmark (√) your choice. □ 3 □ 5 □ 7 □ 10 years □ Sublease
Part 2: Company Profile cont. Desired Occupancy Date: Existing Lease Expiration: Existing Square Footage: Existing Rental: Rate/Square Foot: Dollars/Month: Hours of Operation: Part 3: Floor Plan Requirement List the number of rooms and the size in sq. ft. Private Offices/Size: Conference Rooms/Size Open Area/Size: Kitchen – Lunch Room/Size: Computer Room/Size: Training Rooms/Size: Mail Room/Size: Supply Rooms/Size: Dead Storage/Size:
Part 4: Warehouse Needs List the number and/or the size. Rooms/Size: Ceiling Height: Docks Needed: Drive in Doors Needed: Part 5: Building Needs Special Electrical/HVAC Needs: Wiring and Cabling Needs:
Part 6: Image and Identity What style do you want to have in your new space? Please checkmark (√) your choice. □ Business-like □ Trendy □ Up and Coming □ Flex Space □ High Rise Class A

Part 7.Decision Making Criteria:

Circle the level of importance on a scale of 1 to 5.
One being the highest and five being the least important.
Quality/Image of Property/Building: 1 2 3 4 5
Cost: 1 2 3 4 5
Parking: 1 2 3 4 5
Occupancy Date: 1 2 3 4 5
Amenities: 1 2 3 4 5
Competition: 1 2 3 4 5
Boundaries: North South East and West
Explain Your Site:
Tell Us About Your Goals:
What do you want to achieve?
What is your goal and objective?

Part 4: Warehouse Needs List the number and/or the size. Rooms/Size: Ceiling Height: Docks Needed: Drive in Doors Needed: Part 5: Building Needs Special Electrical/HVAC Needs: Wiring and Cabling Needs:
Part 6: Image and Identity What style do you want to have in your new space? Please checkmark (√) your choice. □ Business-like □ Trendy □ Up and Coming □ Flex Space □ High Rise Class A

Part 7.Decision Making Criteria:

Circle the level of importance on a scale of 1 to 5.
One being the highest and five being the least important.
Quality/Image of Property/Building: 1 2 3 4 5
Cost: 1 2 3 4 5
Parking: 1 2 3 4 5
Occupancy Date: 1 2 3 4 5
Amenities: 1 2 3 4 5
Competition: 1 2 3 4 5
Boundaries: North South East and West
Explain Your Site:
Tell Us About Your Goals:
What do you want to achieve?
What is your goal and objective?

Once you know all of this information and let the client know you want to become one of their trusted advisers then their wall usually comes down. This doesn’t always happen right away but if you put them first you will be well on your way to greatness. Most agents had very tough years the last few and our business has continued to thrive using this method.

For more information and to watch a brief video we did on office planning please visit

http://www.ibswebsite.com/Commercial-Real-Estate.html

It will help you understand how to best help your clients now to improve their bottom line.

We are here to help you learn grow and prosper.

Schenkseminars.com

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