Commercial Real Estate – Listing Presentation Tips For Agents

The real estate listing presentation has to be specific to the property and the local market. Generic listing presentations are not worth the paper they’re written on. Far too many real estate agents use generic presentations which do not deal specifically with the property or the current economic climate.

If you have been invited to prepare a listing presentation for a vendor, the following list of topics will assist your presentation process and format. They are in relative order although the order may change to suit your business focus and the property.

1. The executive summary should appear at the front of the document. This should be no more than two pages in length and should include the key attributes of the following proposal.
2. A property brief should be included here to explain the requirements of the client and the sale as you understand them.
3. A description of the property in detailed format is required at this point. This will require a search of the property title, leases, encumbrances, rights of way, and any other orders or notices that can have impact on the property sale. It is also appropriate to attach indicative plans of the premises and the tenant mix.
4. A summary of the current market trends is important at this point. The client needs to understand the location of of any existing comparable property with which they compete, the current price evidence from other listings and sales of recent time, time on market for recent sales, and the enquiry type that is being recorded in this market.
5. A summary of the target market that you wish to tap into will give the client a solid understanding of the property as you see it. When you define the target market correctly, you can define the marketing campaign and its individual elements.
6. A summary of property changes and alterations that should be adopted and required prior to the releasing of the property into the market place. Give due regard to the tenant mix, any vacant areas, the exercising of any lease options and rent reviews, the improvements on the property, legal documentation, and operational costs.
7. The recommendations that you wish to make to the client regards the pricing of the property given the existing comparable sales and other methods of price analysis that you adopt. It will be necessary for you to use evidence of other sales in this process.
8. The recommendation that you wish to make regards the method of sale to adopt with the subject property. Not every method of sale will be appropriate in a given market. It is necessary to explain to the client the best method of sale that you believe is relative to the marketing campaign.
9. Details of the marketing campaign to be used in the property promotion process. That should include costing’s, selected media to be used, a draft adverts, and examples of other campaigns where the client can make choices of format and layout.
10. Testimonials and other information regards the staff and your office involved in the sale process will be relevant but should only be inserted at the back of the document. Most clients find this information tedious and irrelevant.

When you prepare a comprehensive document to support your listing presentation, the client can see that you are totally aligned to the opportunity that the property presents. This property market requires agents that are innovative and proactive.

Listing of a property for sale is the first stage of a strategic and comprehensive sale process. That is the high value the real estate agent brings to the clients in this market.