Commercial Real Estate Sales – Prelisting Kits for Better Presentations

In commercial real estate, it is wise to use a pre-listing kit when it comes to pitching for the sale or leasing of property. A pre-listing kit should be supplied to the vendor prior to the final meeting with the vendor. The issuing of the pre-listing kit also allows the real estate agent the necessary time to undertake the inspection of the property.

Supply the kit to the property owner at least 24 hours prior to the meeting. In that 24 hour time frame the salesperson can inspect the property in detail so that the final proposal or sales pitch is matched to the needs of the property and the vendor.

The structure of the pre-listing kit is as follows:

  1. A personal profile of the salesperson undertaking the enquiry. That should include your experience in the industry locally and examples of your successes.
  2. An information brief detailing the property and its basic attributes that are currently being inspected for the client. Make reference to the fact that the inspection process is critical to the presentation to come. You want to ensure that the recommendations you make are matched to the attributes of the property.
  3. A detailed company profile of the agency involved in the presentation. That should include some information of success in the area. Further to that, information should be given regards the variations of services which may help this sale process. For example leasing services, and property management services that can package the property for the future sale.
  4. Examples of the marketing alternatives available in the sales process which will be discussed in the following meeting.
  5. Details of similar properties with which your company has had successful involvement of recent time.
  6. Examples of Property Marketing currently active in the local area.
  7. Testimonials from happy clients and customers in recent property transactions.
  8. As simple summary of the preparation of a typical commercial or retail property for sale involving the property tenant mix, the leasing profile, and physical attributes to the property which will be looked at.
  9. A question and answer sheet to be provided to the property owner so they can raise any special questions in the following meeting.
  10. A statement regards the inspection process which is currently being undertaken on the subject property so that the listing presentation can be effectively targeted.

The use of the kit is primarily to prepare the client for the detailed listing presentation to come. The listing presentation is far more detailed and involved. The listing presentation talks to specifics of the marketplace, the property, and the target market which you believe will be relative to the property promotion.