When you lease commercial property to a tenant, there are some good principles to follow in the premises sales pitch and in the lease negotiation process. These principles apply to both offices and industrial premises.
For starters, remember that the inspection and the pitch have to do with the tenant and the premises; It has nothing to do with you. You are just the facilitator of the deal. All comments and questions should be focused on the tenant and their needs.
Eliminate your ideas for more commissions and close another deal immediately. Start focusing on the tenant and the benefits he can get from the property. You need to know the property and location better than the tenant so that he can do something with that knowledge.
Here are some ideas to introduce inspection and negotiations:
- How would the tenant and business operate from the new location?
- What will lessee ownership and leasing do for your business?
- How will productivity impact cost and time?
- What will the staff do with more space and fresh new facilities?
- How can equipment design enhance its business function for company staff and departments?
- What are the expansion possibilities of the premises in adjoining leases?
- Will the facility improve your customer access and service capability?
- Proximity to other businesses on campus can be beneficial
- What image and prestige will the new premises give to the tenants and to your business?
- Transportation facilities and car parking can offer better business functionality for the tenant.
- Will the new facilities help with storage, access to raw materials or ports?
All these points will help the tenant to look and see the advantages of the new property. When you add your local knowledge to the inspection and discussion process, the tenant will give you more ideas to dig deeper.
Another strategy factor to use in the tenant introduction process is the best way you can inspect the property. When the property was first listed, you should have agreed with the landlord on the best way to get tenants into and around the property. This helps you with the interest factor and closing when it is necessary to do so.
The rental property inspection and sales pitch process is really easy when you think about it from the tenant’s perspective. Put yourself in his shoes, talk about the place from his angle; the lease negotiation will be much easier.