Commercial Agents – Top 7 Tips for a Commercial or Retail Lease Analysis Today

When it comes to working as a commercial property agent, you frequently have to read leases to understand what is going on in the property with the tenant and or the landlord. Lease interpretation and analysis will generally occur at the time of property handover in property management, preparation for a sale, or preparation for a lease.

When you are involved with a larger property with a number of tenants in the tenancy mix, the analysis of the lease or leases gets more complicated. It pays to have some form of checklist to help you analyse tenancy and lease situations. You need to know the particular factors of each or lease that have impact on the compliance of the tenant and the landlord to the current occupancy. Dates and actions will be clearly defined in the lease document.

Why is it important?

The lease between a tenant and landlord will have significant impact on property usage, pricing strategies, and lease compliance. Top agents are quite familiar with reviewing and interpreting lease documentation prior to doing a sales pitch or presentation. The process would also be undertaken prior to any actions or decisions on the property.

Here are some tips to help you focus on the key points within the property lease documentation. These tips will get you to the key factors within the lease documents quickly. At a later stage you can go back through the leases to review them in greater detail and before any final decisions are made in the management, lease, or sale.

  1. Names of the parties and addresses for contact should comply with the facts as you currently know them, and the tenant in occupation. Look for any supplementary agreements such as deeds of assignment, or arrangements of sub leasing.
  2. The description of the premises should comply with current plans and drawings of the property. The tenant in occupation and the physical premises should all cross reference correctly to the occupation and the boundaries of the property.
  3. The permitted use of the premises will be detailed in the lease. Specifically that is the use that the premises can be put to by the tenant. The current use of the premises should comply with the permitted use as detailed in the lease.
  4. Term of lease will usually be a number of years. Make sure that the lease is not close to the expiry date; if it is, you will need to take immediate action on a future lease strategy.
  5. Rent review provisions and options for renewal all involve critical dates and particular actions. Ensure that the dates have been correctly implemented by both parties to the lease. Get copies of documentation and letters to signify any agreement between the parties.
  6. Rent and other lease charges to be paid should be understood. The rental may be one of a number of charges to be paid by the tenant. Look for the differences between gross and net rental, together with the outgoings to be paid by the tenant.
  7. Clauses and conditions relative to the landlord and tenant will apply in all leases. Some of those clauses and conditions are time critical and will require specific action by certain dates. In a property with a number of leases, you should expect that each lease will be unique and different to any other. That is why you really do need to read each lease comprehensively. Look for the differences and identify the critical dates.

These simple seven points will get you to the key factors of the leases quickly. At a later stage you should go through the leases comprehensively to pick out any other concerns or factors that can have impact on occupancy.

Commercial Agents – Getting Your Proposal Message Across to the Client

In commercial real estate, your proposal to sell or lease or manage a property can be a highly competitive process. Most property owners will seek three or four proposals as part of the comparisons between local property agents. They will then make a choice based on factors that are important to them in the selection process.

As listing property for sale or lease is a competitive process, it is important that written submissions for owners are presented promptly and personally.

It is usually the salesperson or the individual agent that will win the listing based on their confidence and knowledge to solve the client’s property challenge.

It is interesting to note that the real estate office and brand may have created the enquiry from the client in the first place, but it is the salesperson that will convert the deal or listing based on a their personal characteristics and relevance to the client. We need the best salespeople to represent agencies today.

The importance of the document

The listing proposal or agency appointment contract is an important document and it needs to be prepared carefully to ensure that all the arrangements negotiated with the owners have been included and are understood. Any confusion or misunderstanding needs to be reduced or satisfied.

Top presentations should include:

  • Information concerning the property in the local area and the alternatives of marketing that are available given the prevailing economic climate and competing properties.
  • A market analysis should be comprehensive so that the client can fully understand the pressures that they are up against. The trends of the local area should be clearly identified together with a history of prices and current time on market.
  • A proposed financial structure relating to price or rental should be provided. That will include an assessment of marketing costs associated with the promotion. As a general rule, the client should pay for the marketing of the property. The payment or the marketing should be made in advance.
  • A reference to the owners’ goals and motivations will be helpful when the proposal. Takes the client through the alternatives that are available to help them with the goals and motivations. Give them some choices when it comes to marketing, method of sale or lease, and the process of negotiation.
  • Give the client your understanding of the market appeal and relevance to the target market. Tell stories relating to the target market and what they’re looking for currently. You may also have stories relating to other successful clients that have moved through similar challenges with their properties.
  • Your recommendation and supporting commentary is always important. The client likes to see that you have a definite idea of how to solve the challenge that they are attempting to handle. Give them some solid recommendations based on sound logic and market evidence.
  • Visuals, such as company brochures, newsletters, copies of press articles or advertisements, can also be included in your proposal and marketing presentation. Importantly all of these tools should be distinctively relevant to the property and different than anything else the competitors can provide. Give the client some real reasons to choose you as the best agent.
  • Always present your proposal in person in the presence of the client. A successful sales pitch or proposal can take approximately 1 hour and should be quite specific in all details relating to the client and the property.

If at all possible obtain exclusive listings at every opportunity so that you can control the listing and the inquiry. Whatever the situation, ensure that the document and your proposal is accurate, well presented and that your oral presentation complements it. Practice will always improve your presentation.

 

Commercial Agents – Prove Yourself and Market Yourself Better Today

In today’s property market, not enough salespeople really do prove themselves or sell themselves strongly enough. They hope that the office or boss that they work for will do that. It’s time for a reality check.

The only reason people will use you as an agent or salesperson is if you have convinced them that you and your office are relevant to them; that you really do know how to handle their property situation in the best possible way.

It is a personal thing; if you do not have enough listings or enough deals on the go right now, then you have not sold yourself enough. It’s time to take more of the right action.

So let’s look at some points of relevance that you must have:

  • A great database of up to date contact and prospects that you can quote your listings to even before you advertise the listings in the internet or local newspaper
  • A signage presence in the local area that shows the market that you are a dominant specialist commercial agency
  • Marketing systems and skills that really do reach the right markets in the best ways for the right levels of enquiry
  • A website that attracts enquiry in the local area and does so in a way that is better than the other agents
  • Search engine optimization that takes you to the top of the website rankings for your local area and property specialty
  • A social media strategy that keeps you in contact with your prospects and clients
  • The ability to prospect, inspect, negotiate, and close listings and deals in the most efficient and productive way
  • Knowledge of the local area, the properties, and the deals that have been done

Why not prove yourself to your company before you ask them to prove to you that they want you. It takes a bit of time to build a footprint of experience and relevance in this industry, however after about 12 to 24 months of hard work you can get there.

You will note that the items above are including some very individual issues and facts relating to the web and the internet. Over the last couple of years, the social media process has taken over the way in which we will be communicating in the future. It is not just the real estate office that has to be web savvy, but now also the salesperson. It is time to build your online presence as a property expert in your town or location.

Take the time to prove yourself and market yourself to the stakeholders in your life and career. Understand how to do that and start taking more daily action. The really successful people in the commercial or retail property industry are those that are known and respected by many.

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