When you sell or lease commercial property as an agent you want more quality listings in the right location. You also want a realistic property owner or landlord that understands the true market conditions and will accept reality on prices and rents. So how can you fix and satisfy these matters?
Some of those listings that you find in the property market today will sell or lease as the case may be, and some will not; on that basis you need a steady source of new opportunities to pitch for the listings in your area. Prospecting for new business will always improve that opportunity number, so let's assume that you have prospecting under control and then just look at the presentation or pitch process.
The best listing presentation is one that involves you only, and no other agent is pitching at the same time. In that case the client is not influenced by discounts and bargains offered to woo them to the other agent. In this market only about 25% of presentations will be on a single agent basis. So this says that you have to be prepared to win the clients business through a great presentation that is tuned to the needs of the client and the property.