Principles of a commercial property tenant sales pitch
When you lease a commercial property to a tenant, there are some good principles to follow in the premises pitch and in the lease negotiation process. These principles apply to both offices and industrial premises.
To begin with, remember that the inspection and the pitch are about the tenant and the premises; It has nothing to do with you. You are only the facilitator of the deal. All comments and questions should be focused on the tenant and their needs.
Kill your ideas of more commissions and close another deal right away. Start focusing on the tenant and the benefits he can get from the property. You must know the property and the location better than the tenant so that the tenant can do something with that knowledge.
Here are some ideas to introduce to the inspection and negotiations:
- How would the tenant and business operate from the new location?
- What will tenant ownership and leasing do for your business?
- How will productivity impact costs and time?
- What will the staff do with more space and fresh new facilities?
- How can equipment design improve its business function for company staff and departments?
- What are the possibilities of expanding the premises in adjoining leases?
- Will the facility improve your customer access and serviceability?
- Proximity to other businesses on the premises can be beneficial
- What image and prestige will the new premises give the tenants and your business?
- Transportation facilities and car parking can offer better business functionality for the tenant.
- Will the new facilities help with storage, access to raw materials, or ports?
All these points will help the tenant to look and see the advantages of the new property. When you add your local knowledge to the inspection and discussion process, the tenant will give you more ideas to dig deeper.
Another strategic factor to use in the tenant introduction process is how best to inspect the property. When the property was first listed, you should have agreed with the landlord on the best way to get tenants to and around the property. This helps you with the interest factor and closing when you need to.
The rental property inspection and sales pitch process is really easy when you think about it from the tenant’s perspective. Put yourself in his shoes, talk about the place from his angle; the lease negotiation will be much easier.
