Commercial Agents – Tips for Inspecting Properties for Sale or Lease

When it comes to inspecting commercial property today, it is critical that you as the agent gather all the information about the property, the precinct, and local property activity. All of these factors can have significant impact on the way in which the subject property is used and or marketed.

In preparation for the property inspection the following information will come in handy:

  1. Get the plans and drawings relating to the improvements as constructed on the property. These plans should give you an idea of the age of the property and the original configuration when first constructed. If the property looks different today, then some alterations have occurred and it is up to you to ensure that the appropriate construction and building approvals were obtained. Marketing a property that is not legally approved for the configuration or usage currently can lead to significant problems in the sale and settlement process. The due diligence process undertaken by a property buyer prior to settlement will usually find any discrepancies in construction approvals. The local building authority or planning approvals board would have given their consent to any legal changes to the property. The property owner may have some knowledge here, but always make your own enquiries at the planning office in addition to what the owner tells you.
  2. The title to the property will give you some idea as to where the boundaries are located. Ask the property owner about the property boundaries and any potential encroachments that may exist. If you have any doubts regards property boundaries, it is best to get a property surveyor to re-peg the boundary points. As part of the process you can also speak to the adjoining property owners to get some feedback on the local area and any relationship problems between properties across the boundaries.
  3. The services and amenities to the property will be important to property purchasers and tenants. In many cases you can identify the services that are supplied to the property quite easily although further detail and information may be required; this is the case with energy capability and supply from the power grid within the street. This is quite relevant to industrial type tenants or building occupiers that need greater levels of energy for manufacturing.
  4. Ask about special factors such as environmental matters, heritage issues, and energy consumption. These three issues provide significant challenges for property owners and occupants today. Matters of compliance or legislation within each category can have impact on the way the property is used or occupied. When in doubt visit the local property authority to understand these things and get written evidence of the issue in question. Written evidence can then be provided to enquiring buyers or tenants as the case may be.

So these are some of the key things to investigate in preparing to inspect a commercial, industrial, or retail property. When you have this accurate information you can inspect the subject property effectively and fully understand matters of compliance and legislation that apply. The end result is a better listing for you to take to the market.

Commercial Agents – Inspection Processes When Listing a Commercial Property Today

When it comes to listing a commercial property for sale or lease, you really do need to thoroughly inspect the property so the improvements and features can be correctly documented in preparation for marketing to the buyers or tenants.

There are many ways to look at a property that is to be taken to the market for sale or lease, but as the agent you are to find out all the details that impact the legal title, promotion, and improvements in the asset. Some of main things to question and explore are:

  1. The legal title for the property and the ownership structure should always be checked. Never rely solely on the representations of the client or their representatives.
  2. Identify and inspect any other properties in the local area that are of similar type and on the market at the moment. These properties can have significant impact on your marketing campaign.
  3. The leases for the tenants in the property should be sighted and read. Check all the terms and conditions in the leases to ensure that the tenants are using the property in accordance with the leases.
  4. Ask about vacancy factors and leases that are soon to expire. As part of that you can look at the leases in the tenancy mix.
  5. Any notices or orders that exist and that can have impact on the sale or lease of the premises. Ask about anything of this type that will apply to the property directly or indirectly.
  6. The boundaries of the property and any encroachments should be checked. This may involve getting copies of plans and surveys. As part of this look for any rights of way or easements that have impact on property usage.
  7. The history of the property and the tenancy mix will be of interest to buyers and tenants. Ask about the way that the property has been used over the last few years.
  8. Existing tenant profiles and leases that relate to all tenants in occupancy should be checked. This will involve looking at all lease documents and associated agreements. Do not rely on the tenancy schedule for this process as they are usually wrong or out of date.
  9. Risk related matters should be questioned to ensure that the property poses no threats to occupants, neighbours, or customers.
  10. Energy costs are of increasing concern to many tenants and buyers of property today. You will need to know just what the energy systems and consumptions are in the property and that they are in balance or better than other properties of similar type in the local area.
  11. Heritage factors can be significant in the future of the property. The heritage listed property brings with it matters of compliance, rules and regulations, and greater costs of maintenance. Some tenants and property buyers will avoid heritage listed properties, so make sure you ask the right questions.
  12. Environmental factors will always be of concern to tenants or buyers of property. Ask about anything that can have an environmental impact directly or indirectly on the property function. When it comes to industrial property, the topic of the environment is very common in lease negotiation and property usage.
  13. Outgoings within the property will have direct impact on the bottom line and most particularly the net income. Get copies of the income and expenditure budget for the property in the current financial year together with the actuals to year to date. Question anything that looks like a manipulated financial result.

When it comes to inspecting a property today, your diligence in the process will allow the property to be well listed in preparation for a productive marketing campaign. Gathering the correct detail and asking the right questions at the early stages of listing will assist you greatly in converting the listing to a successful transaction.

Commercial Agents – 5 Keys to a Top Sales Pitch and Presentation

In commercial and retail real estate today, the clients that we help are looking for some real solutions with some unique and challenging property problems. The tough property market today requires top agents with high quality solutions.

Given that we are the commercial real estate specialists, we can provide those solutions that will shorten the client’s property pain and discomfort. Market yourself as the solutions specialist.

We know the market trends more than anyone else. We also have the ability to tap into the enquiry base from a broad base of other listings and recent property enquiries. The database that we have in our office today is a key component of attracting and winning listings. Use your database as leverage in the presentation process.

Competitive?

Just about every sales pitch and presentation that we do today will be competitive against a number of other agencies. The hour or so that we spend with the client will be the only time that we have to convince the client that we are the best agent in the local area to help them.

This then says that our sales pitch and the presentation has to be of high quality and extremely relevant. Top agents do this each and every time when chasing a listing to ensure that their property solution is the best available.

Here are five of the most important keys to wait top sales presentation with commercial and Retail Property.

  1. Inspect the property comprehensively beforehand. Take a significant number of photographs around the property that can be used as part of your presentation. A good strategy here is to let the digital photographs automatically scroll on your laptop as you talk about the property and your marketing solutions.
  2. Review all competing listings in the local area before the presentation. Understand how those properties are being marketed currently and what challenges they present to your new client with the new listing. The competing properties can be a source of real leverage when it comes to explaining your marketing solutions. Tell the client how their property is to be marketed in comparison to these other properties.
  3. Provide unique marketing strategies for every listing. The strategies should feed into your presentation. Provide examples of marketing solutions that have been successful in the past with the other properties. Include yourself as part of the solution process so the client can see that they should choose you as the agent to implement the program. When it comes to marketing listings today, specific marketing is far more successful than the all too commonly used generic approach. Real personal effort is required to market a property today.
  4. Tell stories of similar challenges in the local area. Stories are perhaps the most successful marketing tool that we have available. Clients tend to listen to stories and relate to the challenges much more effectively than a simple list of solutions and quotes detailed in your proposal.
  5. Show them a timeline as part of your presentation. This will show the client that you really do know how to move the marketing process ahead. The time line will also put them in the decision facility and the stages of the property solution. Every listing with its expected marketing and negotiation processes should have ten or so stages to move through.

Every sales pitch and presentation is an opportunity to be tapped. In a short period of time these five simple steps can position you more effectively for improved listing conversion. Develop the process and practice it regularly. 

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