by Dave Morris, CCIM
Having participated in hundreds of property tours with various commercial agents and clients, I am rarely surprised when the listing agent gives a poor property tour.
Maybe the worst example of this is when the listing agent doesn’t even attend the tour or substitutes someone with little/no sales skills. The property tour is the only opportunity leading to a transaction to:
After touring three or four properties, a prospect’s memory fades and most find it difficult to differentiate the first property from the fourth.
With 27 years worth of learning experience touring spaces, and from gathering colleagues advice, here are some tips for creating a thorough - and more importantly - memorable property tour.
During the Tour
Executing a good, memorable property tour has a huge impact on a prospect’s decision process. I’ve seen spaces get leased because of a leasing agent’s enthusiasm and positive attitude. I’ve experienced the reverse too when the agent is boring, doesn’t seem to care, and doesn’t know his /her listing or worse: doesn’t care to show up.
The property tour is one of the most important occasions to SELL the prospect and promote a commissionable transaction. A positive attitude goes a long way. Don’t take the opportunity lightly.
Dave Morris, CCIM is the former Managing Director of the Grubb & Ellis office in St. Louis. Message/connect with him on LinkedIn: DavidMorrisCCIM