Commercial Agents - Effective Sales Presentations for Leasing Commercial or Retail Property


Leasing commercial real estate is quite a specialised service and should be sold and pitched for by local real estate agents on that basis.

Have all the facts at hand!

As the local agent you can lease all types of property today, although market knowledge and leasing skill always comes into play. The leasing of property can and should be a specialist service in your agency office; it can involve skilled people and marketing tools relevant to the property type.

The leasing team in a large agency can comprise of a leasing manager, tenant advocacy specialist, lease administrator, property manager, and tenant liaison person. In large retail premises to be leased you will add a marketing manager to the leasing team.

In real estate agency you can have specialist strategies developed on:

Office property leasing

Retail free slanders and small premises leasing

Shopping Centre and Mall leasing

Industrial leasing

Warehouse leasing

Fitout works and controls

Tenant advocacy services

Tenant mix strategies and planning

Renovation and relocation plans for leasing

Project leasing of new properties and developments

Know Your Leasing Market!

It is in fact very difficult to pitch for and list a property to lease unless you really know the market trends and solutions. That is why many agents specialise in leasing and special segments within it.

Here are some key elements of the presentation to be handled when you are pitching for the leasing listing appointment.

Supply and demand for leased premises in the local area will be based on tenant enquiry today. Explain what the supply and demand factors are today and how they are expected to change given the local business and population demographics.

The type of tenant target market that will be attracted to and served by the property should be defined (in this way you can design more relevant marketing packages)

The best methods of lease given the age of the property and the cash flow requirements of the landlord should be defined. Use a Gantt chart to explain the leasing stages and time line.

The types of rent to be used in the promotion of vacant areas will be based on the history of other rents in the local area. Explain the best types of rental (gross or net) for the situation at hand and give sound reasons for this choice.

Comparable properties that have an impact on your subject property. They should be located and details of the relative asking rents provided. Explain the differences between those properties and the subject property.

The timing of the lease promotion given the seasonal business community will have some relevance to your pitch for the appointment to lease

The methods of handling outgoings recovery for the landlord given the tenant enquiry out in the market today should be incorporated into the lease type selected.