Creating A Winning Property Presentation

A property presentation is the unique opportunity to get in front of your potential client and have their undivided attention. There are none of the usual barriers that keep you from a potential client: secretaries, appointments, etc. You have the floor.  Now, how will you fill that time in the most effective way possible?


Be Concise
Clear through the clutter and get to the point. The last thing that you want to do is waste your potential client's time. Your presentation should cover the major points that are most important to your client:

• What their property is worth
• How you will market to get them that price
• What your fee is for making this happen

Offer your client with the basic information that they need to make a decision and leave out the rest of the fluff.

Know Your Audience
Some audiences may require more information to make a decision than others. Know what your client is looking for and what is important to them when looking at the specific property being considered. Also, get into the head of the potential client. What will be the deciding factor on who they choose? Why are you right for the job? From there, identify why key points about yourself that you will sell to appeal to your audience. You can also look for associates and past clients to vouch for you that your potential client will find impressive.

Be Personal
With Skype and GoToMeeting and all the business software you have at your disposal, you may be tempted to skip on the travel and present to your potential client remotely. Don't. In today's day and age with all the extraneous ways to contact people, it's even more important that you present in person. This shows your client that they are important enough to you for you to take time and put yourself in front of them. If you do have to travel, and feel that the trip isn't worth it, than that indicates to your client that they aren't worth it.

Don't Rely Too Much on Technology
Clients are becoming more savy with apps and technology. They expect a professional Power Point presentation with crisp and clean visuals, but don't let yourself get lost in technology. The tools you use for your presentation should strengthen your message, not distract.

Go into your presentation with the mindset that you want to be memorable and win over the business. Taking these suggestions in mind will help you do just that. Also, CCIM offers some excellent presentation tools for the CRE industry here. 

Contributing Author:

 
Kenneth G. Block, SIOR, CCIM
Managing Principal
Block Real Estate Services, LLC
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