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Waysgetnewbiz2011 Pres

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helping others get new business in this economy

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Waysgetnewbiz2011 Pres

  1. 1. <ul><li>Get New Business NOW </li></ul><ul><li>Greg Schenk SIOR CNE 2011 NAR Signature Speaker </li></ul>
  2. 2. If you want to get new business today you have to do a few things differently: <ul><li>Be a Consultant /advisor not just a Realtor . Be a consultant first and a “resultant” second! </li></ul><ul><li>Work on your listening skills </li></ul><ul><li>Live with an attitude of gratitude! </li></ul><ul><li>Be their ultimate service provider </li></ul><ul><li>Seek first to understand , then be understood! </li></ul><ul><li>Be a “master of the market” and a “master of the process” </li></ul><ul><li>Learn probing skills The Who, What , Where , When and why (see our website under “get started for questions to ask in probing) </li></ul><ul><li>Be persistent and work hard, again your attitude here is key! </li></ul><ul><li>Be a “relationship oriented” consultant, NOT a salesperson! Or what we call our relationship approach to business </li></ul>
  3. 3. #1 Understand your prospective clients real estate needs This is what you need to know about each and every prospective client: Their short and long term strategic plans and goals including: Name: Title: Company: Address: City, State, Zip: website and E-mail address: Product Type: Checkmark (√) the product you're interested in. □ Office □ Industrial □ Flex □ Retail □ Investment Current Needs: Checkmark (√) the services you're interested in. □ Acquiring commercial property □ Acquiring commercial property □ Leasing commercial property □ Commercial real estate consulting services □ Consulting Services □ Project Management Services □ Build-to-suit □ Investment property acquisition □ Other Desired Property Location: (City, State) In order to better analyze your current goals, please fill out in detail your Vision and your Profile below Square Feet Needed: Personnel Count: Parking Needs: Space Usage: Location Preference: Please give North, South, East, and West Boundaries. Base Lease Term: (How long do you want the lease?) Please checkmark (√) your choice. □ 3 □ 5 □ 7 □ 10 years □ Sublease
  4. 4. Part 2: Company Profile cont. Desired Occupancy Date: Existing Lease Expiration: Existing Square Footage: Existing Rental: Rate/Square Foot: Dollars/Month: Hours of Operation: Part 3: Floor Plan Requirement List the number of rooms and the size in sq. ft. Private Offices/Size: Conference Rooms/Size Open Area/Size: Kitchen - Lunch Room/Size: Computer Room/Size: Training Rooms/Size: Mail Room/Size: Supply Rooms/Size: Dead Storage/Size:
  5. 5. Part 4: Warehouse Needs List the number and/or the size. Rooms/Size: Ceiling Height: Docks Needed: Drive in Doors Needed: Part 5: Building Needs Special Electrical/HVAC Needs: Wiring and Cabling Needs: Part 6: Image and Identity What style do you want to have in your new space? Please checkmark (√) your choice. □ Business-like □ Trendy □ Up and Coming □ Flex Space □ High Rise Class A Part 7.Decision Making Criteria : Circle the level of importance on a scale of 1 to 5. One being the highest and five being the least important. Quality/Image of Property/Building: 1 2 3 4 5 Cost: 1 2 3 4 5 Parking: 1 2 3 4 5 Occupancy Date: 1 2 3 4 5 Amenities: 1 2 3 4 5 Competition: 1 2 3 4 5 Boundaries: North South East and West Explain Your Site: Tell Us About Your Goals: What do you want to achieve? What is your goal and objective?
  6. 6. Once you understand the prospective clients need now what? 1. Get a space planner involved 2. Help the prospect visualize what it is they need to better improve their space and profitability 3. Do they have a strategic plan? If not help them put one together! 4. Who do you need on your team? 5. Focus on saving the client TIME and MONEY! 6. Know your market and the process better than anyone in your market! <ul><li>Schedule of Events </li></ul><ul><li>Establish Parameters </li></ul><ul><li>Interview Management </li></ul><ul><li>Define Space Requirements </li></ul><ul><li>Complete Space Program </li></ul><ul><li>Tour Viable Building Sites </li></ul><ul><li>Narrow Building Choices </li></ul><ul><li>Prepare Preliminary Space Plan </li></ul><ul><li>Prepare Request for Proposal </li></ul><ul><li>Analysis of Best Alternative </li></ul><ul><li>Present/Approve Recommendations </li></ul><ul><li>Negotiate Letter of Intent </li></ul><ul><li>Negotiate Contract </li></ul><ul><li>Finalize Space Plans </li></ul><ul><li>Complete Construction Drawings </li></ul><ul><li>Construct Space </li></ul><ul><li>Move-in </li></ul>
  7. 7. P referred Vendors to help you make stand out compared to other agents and help your clients transition go smoothly 1. Space Planning : 2. Architects 3. Phone systems: 4. Furniture & Fixtures 6. Move & Project Mgt 7. Contractor/ Build out 8. Property Insurance 9. Accountant 10. Real Estate Attorney 11. Commercial Bankers 12. Lease operating expense audits 13. IT consulting, Internet, Wiring & Cabling: 14. Security, Alarm Systems 15. Web Site Design, Computer Issues 16. HR Payroll 17. Carpet Cleaning 18. Property Management <ul><li>All these vendors save your clients valuable time! </li></ul>
  8. 8. 1. Never work without a written agreement! Make it as specific as possible for each assignment. Don’t assume anything! 2. Get a “meeting of the minds” and verbally discuss the goals of the prospective client and their assignment before even discussing the agreement. It should be an after thought once you have bonded! 3. Go into the meeting focusing on the client not getting the business! The prospective client can sense this. If you are solution focused you will have a better chance of getting the business. 4. Think long term, relationship driven, not short term transaction driven! 5. Today Trust, Bonding, Relationship is more important than ever! With so much greed, fraud, etc (Madoff) prospective clients will be cautious and careful about each and every relationship they want to make!
  9. 9. 6 . Use your “Trusted advisors” to get in with the prospects “Trusted Advisors”. 7. More tenants are renewing than ever before! Our statistical trends are showing more than 80% of tenants renewing vs. 70% from earlier years. What this means is going in thinking more of renewal/restructuring existing leases or early lease renewal vs. relocating. 8.Even less are purchasing buildings or building buildings. This year none of my clients building and only one have purchased a facility. Most are doing early lease renewals 12-18 months before lease expiration!
  10. 10. <ul><li>Q & A Time! Your questions answered! </li></ul><ul><li>What are the main issues you have in getting new business? </li></ul>
  11. 11. Summary <ul><li>Really listen to the prospective client </li></ul><ul><li>Look for clues to what their hot buttons are (probe) Review forms </li></ul><ul><li>Be Relationship Driven not transaction oriented for long term success </li></ul><ul><li>Get your preferred vendors in line and get them to introduce you </li></ul><ul><li>Now is the time to get out and make new opportunities </li></ul><ul><li>See our book “Tenant Rep A to Z” for more help on the process of becoming a consultant/advisor </li></ul><ul><li>See our CD for all the forms to use and how to put together a presentation book . </li></ul>
  12. 12. <ul><li>Webinar Seminar Special </li></ul>
  13. 13. Make your life easier, call: The Schenk Company Competitive Edge Seminars Helping you learn grow and prosper for life! 614-496-2715 Commercial Tenant/Buyer/Investor Representation Specialists Saving you and your clients TIME & MONEY and for information E Mail:
  14. 14. Gregory P. Schenk, SIOR Holds the top designation available in the commercial real estate industry: Specialist, Industrial and Office Real Estate (SIOR) designation. Founder of Central Ohio’s only commercial real estate firm specializing exclusively in Tenant/Buyer-Representation – no other firm in the area does so. Creator of ”The Schenk Company’s “Competitive Edge” seminars and courses on exclusive tenant representation and Corporate Service which can be certified for continuing education. many other articles which have appeared in local and national publications. 2010-11 NAR Realtor Commercial Alliance Signature Series Speaker, 2006 Micro Entrepreneur of the year award winner for real estate Past Co- Chairman SIOR Tenant Rep Committee Awarded by Costar Top Power Broker 2004! Featured in Midwest Real Estate News 2003 & 2002 Top 50 broker in the Midwest Featured 2010 Small Business News, C Magazine , Business First
  15. 15. Gregory P. Schenk, SIOR Creator of web site which gives clients an up to date history of The Schenk Company’s services, clients, letters of recommendations. Instructor for numerous real estate investment and brokerage courses and has been certified by the numerous states for continuing education classes. 24 years in commercial real estate and has owned, managed, leased and/or brokered millions of square feet of office, medical office, retail and industrial properties as well as investment acquisitions. National Association of Realtors Realtor Commercial Alliance Signature Series Speaker, Teacher and Trainer, Author Creator of The Schenk Company Competitive Edge Seminars BS Degree in Marketing from the Ohio State University. Evans Scholar recipient. SIOR designation & CCIM classes PH: 614-496-2715 E-mail: