1 / 12

Blocking & Tackling “ Back to the Basics”

Blocking & Tackling “ Back to the Basics”. Presented by: Stephen Downes Kevin J. Crowley. Stephen Downes. One of Cushman & Wakefield’s Senior Brokers Tenant Representation Specialist SIOR Office Designation Past President of the New York Chapter of SIOR. Kevin J. Crowley.

zeke
Download Presentation

Blocking & Tackling “ Back to the Basics”

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Blocking & Tackling“Back to the Basics”

  2. Presented by:Stephen DownesKevin J. Crowley

  3. Stephen Downes • One of Cushman & Wakefield’s Senior Brokers • Tenant Representation Specialist • SIOR Office Designation • Past President of the New York Chapter of SIOR

  4. Kevin J. Crowley • Over 20 years experience • SIOR Office Designation • SIOR Industrial Designation • President of Crowley Commercial Real Estate Services • Past President Mid-Continent Chapter of SIOR

  5. Type of Relations in the New Millennium • Traditional Services • Advisory Services • Management Services • Knowledge/Experience • Continuing Education/Reinvesment • Objectivity - Avoid or Disclose potential areas of conflict • Know your Strengths • Leverage your Experience

  6. Developing a Client Relationship As Brokers we are/should be trying to cultivate the client relationship. This is a relationship business. Keys to a successful relationship: 1. Establish and maintain a regular schedule of communication and reporting. 2. Learn to know and be recognized by everyone in the client’s organization. 3. Show interest in the client’s business. 4. Be as available as you possibly can be - by phone, voice mail, e-mail, other.

  7. Developing the Client Relationship Today - Develop a relationship with the client that builds trust.

  8. Communicate, Communicate, Communicate • In the Beginning - Paper/ U.S. Postal Service • 80’s - Fax Machine • 90’s - E-mail/Cell Phone • New Century - HTML • Communicate, Communicate, Communicate

  9. Getting the Assignment Area of Expertise Geographical Product Type Experience Agent/Company Resume Benchmarks of the Business Relationship

  10. Getting the Listing • Analysis of the Market • Develop a Business Plan • Develop a Marketing Plan • What are the triggers to generate proposals and listings

  11. Reporting and Communication E-mail Hard Copies By the inch/by the pound (see examples) How are you tracking your progress? How is the client tracking the process? Offer Solutions/Options Course of Action Necessary Reasonable Client input/feedback Report action steps taken.

  12. Tools of the Trade Reports (see examples) Marketing Plans - Advertising Signage RFPs Delivery of Promises -We tend to over sell -Over Promise Under Promise/Over Deliver

More Related