The best negotiation tool for any commercial real estate broker is to listen to their clients. This would also be called as an effective listening method. It is not just about listening to what they are saying, but also to observe and understand what your client is saying through different ways.
These different ways may include observing the body language and feelings of the client, positioning in the room, answers to questions and content of the conversation. These all collectively give you a perfect idea of what is really going in the mind of your client.
You would generally be discussing about the below mentioned points during the proposal presentation or listing procedure:
- The types of rentals and their price in present market
- Combative properties in real estate
- The renters looking for an accommodation
- The buyers who are willing to buy a property
- Marketing strategies
- The history of the property
- The specific requirements of the client
- Total time involved in the whole process
As a real estate agent you should try to gain more and more knowledge on the type of property that your client wants. When you ask questions to the clients, you need to focus on what is important for them and the results that they desire.
If they do not make themselves clear or there is any kind of confusion, do not hesitate to ask them further about the specific topic.
If your client wants a property in specific location, say Long Island, then you must show him all Long Island commercial real estate properties that matches his requirement. Do not waste his time by showing properties that you have and not that he wants.
If you are able to recognize the needs and requirement of your clients, you will be successful in converting the listings with more frequency. You may check out this web link to get more tips on negotiating in commercial world.