| Today we see the connection with commercial | | | | 6. Personal Presence - this is how you enter the |
| leasing landlords as being more critical to the | | | | room and create personal impact. It's the energy |
| business process than ever before and that is due | | | | and conviction you apply to the connection. You |
| to one thing called competition. Our competitor | | | | must appear confident in all respects. |
| real estate agents and brokers in commercial | | | | 7. Communicating and Relating - this is the linkage |
| leasing are more numerous and sometimes more | | | | tool to the landlord and the tenant. How you |
| skilled. For this reason we need to be much more | | | | relate will help them see that you respect their |
| effective in our connection with landlord and | | | | opinion and comments. |
| tenant prospects. | | | | 8. Selective Questioning - Allow good question |
| The commercial real estate leasing executives | | | | interaction on points of lease relevance to flow |
| that take this matter seriously and handle it well, | | | | through the landlord or tenant connection. Help the |
| are the people that do far better than anyone | | | | other party see that you fully understand their |
| else in getting the listings and closing the deals.To | | | | leasing position and opinion. |
| take this matter of rapport and handle it | | | | 9. Listen with your eyes wide open - It sounds a |
| effectively is the key to your future in the | | | | bit strange but your eyes are a large part of the |
| industry. You need to do all the things necessary | | | | listening process. As words and meaning are |
| to professionalise your contact and connection | | | | transferred between the landlord and yourself, |
| systems within your leasing business. To help you | | | | look for reactions and feelings that the other |
| with this we have created a blueprint for the | | | | person displays. Are they relaxed, alert, focused |
| process. | | | | or distracted. Many observations flow from and |
| As you go through this list, take the time to | | | | through the body. Look for these things and |
| consider what you are doing now in commercial | | | | interpret them together with what is being said. |
| real estate and identify the things that can be | | | | 10. Personal Positioning - Where you sit in relation |
| improved. Make notes and plan the things that | | | | to each other and how you face the other |
| need to be enhanced. So let's start the review. | | | | person is part of the meeting connection. They |
| | | | may have positioned you in a place of weakness, |
| 1. Develop a landlord and tenant mindset - What | | | | so that you cannot easily connect. If this is done, |
| we think of and focus on in leasing a property is | | | | then you need to work and move to a more |
| to a great degree what we will achieve. This says | | | | favourable place of connection. That may mean |
| that we should focus on the systems and actions | | | | moving around the table or moving your chair. A |
| we are taking to find and connect with more | | | | good business linkage distance is up to 1.5 metres. |
| landlords and prospects. If you are a leasing | | | | Beyond that distance you are isolated. That could |
| executive, this point needs to be first on your | | | | be part of their strategy. |
| agenda each and every day. | | | | 11. Check facts and restate - In dialogue with the |
| 2. Prepare connection materials that give | | | | landlord or tenant, good leasing executives use |
| information and match your main message - | | | | the process of restating the others position as a |
| Remember here that adults don't like too much | | | | strategy of moving towards a close. By |
| clutter and reading material. They prefer images | | | | questioning them regards their comments you are |
| and pictures that are supported by a small | | | | showing respect and linkage to their focus and |
| amount of text. Your leasing display and listing | | | | opinion. It makes it easier to close later and at the |
| materials must be designed to these simple rules. | | | | right time. |
| Take with you extensive support and facts on | | | | 12. Sharpen your skills with practice - all of the |
| the current local market trends. Adult love to see | | | | above are the essential connection skills in the |
| numbers to support your discussions and ideas. | | | | leasing process. They need to be honed and |
| They need a reason to accept that you are the | | | | developed. Practice is the key word here. The |
| best person to deal with. Numbers and facts from | | | | better you connect, the better the outcomes for |
| the leasing and property market will do this. | | | | you. If you are in a team of real estate people, |
| 3. Know the leasing tenant well - to help our | | | | you can do regular dialogue practice to help with |
| connection and the outcomes we achieve with | | | | this. |
| landlords and tenants it is quite important to | | | | 13. Open with the tenant or landlord in mind - |
| understand the elements of the tenant's situation | | | | always open your dialogue with the other party |
| and business. This is done more easily today with | | | | using a focus on them. Never approach a tenant |
| the internet and search engines. Calls and | | | | or landlord and create an opening biased towards |
| meetings should therefore be pre-researched | | | | your needs for a lease deal or sale. The best |
| before they occur. The object is to understand | | | | leasing executives do this well and keep the |
| the tenants business and leasing situation before | | | | discussion directed towards the tenant, their |
| you get to the meeting. | | | | situation, their leasing needs and the relevancy of |
| 4. Set your Agenda not theirs - Knowing what | | | | their ideas. This process in negotiation is called |
| you are doing in the leasing market and how you | | | | 'pacing' and it infers that you are moving in verbal |
| will discuss it, helps the meeting flow with logic and | | | | dialogue with the other person. Make sure you |
| interest to the tenant or the landlord. Remember | | | | show full respect for the tenants or landlords |
| that the meeting is about them and not you. The | | | | comments and ideas before you talk about |
| flow of interaction needs to be biased towards | | | | yourself or your lease and property opportunities. |
| them at least 60% of the time. | | | | If you know the needs and concerns of the |
| 5. The critical skills of connection - these skills are | | | | landlord or tenant, then the property deal is 75% |
| the tools used in the physical part of your | | | | done. Simple isn't it? It then comes down to your |
| interaction. They are seen by the landlord and | | | | mastery of communication and closure. Since this |
| tenant early in the connection and will largely | | | | is a personal skill it only requires your practice. |
| affect the flow and outcome of the connection. | | | | The best people in the industry do extensive |
| Landlords interpret these aspects of your | | | | dialogue practice. Start practicing. |
| connection. | | | | |