Tips for Commercial Property Presentations

When you work as a commercial real estate agent in this market, most of the listings that you chase will be the subject of a presentation and sales pitch from a number of real estate agents.

Many property owners feel that they have to test the market and get comparisons from other agencies before they make a decision on just who they will list their property with. Maybe the idea has merit however many sellers and property owners can be influenced by all the wrong reasons and facts.

The problems that stem from the seller approaching a number of agencies can usually be summarised as follows:

  1. Some agencies will be trying to sign the listing by offering discounted or heavily reduced commissions.
  2. Some agencies will reduce the marketing costs on the listing or even pay the marketing costs themselves.
  3. The associated fees for the marketing of the property can be absorbed by the selected agency.
  4. Some agencies will claim that they have qualified buyers on their books now just waiting to inspect and purchase that particular property.
  5. The agent offers to take the listing on an open list basis with no exclusivity.
  6. The agent takes on the listing at the client’s price that is inflated well above market.
  7. The agent offers the client a method of sale that the client is comfortable with however that method does not reflect the best strategy of sale in the current market conditions.

The realities of these offerings and discounts are that they substantially reduce the interest of the listing agent in the true marketing of the property. They can also hinder the sale and marketing process.

These points above are the most common hurdles that you will come across in the sales presentation and pitch process. Any property owner that chooses an agent based on any or all of these facts should not be taken seriously in their efforts to list and sell their property. This property market is fickle, and needs the right approach. The sellers must follow the rules in and marketing of their property; to do otherwise will create a stale listing and waste everyone’s time.

The Real Focus of Agents

Most good real estate agents will only spend their time on the listings that they have exclusive control, and where they can see the most opportunity or the most commission for the amount of effort that they apply.

So if you are coming across these factors in your local property market, the strategy is to practice your presentations to counter propose and discard these issues; they have any little relevancy to the results that a client wants in this market. The property owner and seller will listen to your offer and strategies providing you have the right argument supported by sound logic.

The listing of property is not a debate and should be built around the best price, the best way to attract enquiry, and the best marketing program. Working with a property owner through these three factors will usually allow you to discard the discounts and offerings of other agencies.

No client wants their property to be an experiment with time, price, or enquiry. That is their Achilles Heel that can be used as a lever in you attracting the listing in the best way possible.

How a Presentation Binder Can Help Land Your Dream Job

It may be hard to imagine how something as simple as a presentation binder can make the difference between landing the job of your dreams and getting a “thanks, but no thanks” letter from a potential employer. However, in this competitive job market, you may be surprised at what a difference little details like this can make during the interview process.

Imagine the following scenario: You get invited to interview for the perfect job for you – the right company, the right location and the right level of compensation. The problem is that there are several other qualified candidates vying for the same position. Without question, you will need to distinguish yourself from your competition and the creative use of a presentation binder is a great way to accomplish this.

Here are a Couple of Unique Ways to Use a Presentation Binder During a Job Interview

Customized Brag Books. Often, you will need to demonstrate your achievements in prior positions during the interview process. Therefore, it is a good idea to keep records of any sales awards, performance reports or any other job-related accomplishments. Further, you will want to store, organize and present these materials in a clear, easy-to-read format. A sleek, high-quality presentation binder is a very professional way to share this information with the hiring manager. Not only will this show that you are a top performer in your chosen field, but it also shows that you are organized, prepared and respectful of their time. Further, the presentation binder will protect these valuable (and often irreplaceable) documents from getting lost or damaged.

Interview Projects. For many job openings, the interview process spans over a series of face-to-face meetings. In some cases, the interviewer will ask the job candidate to gather additional information related to the job or company in question. They do this to ascertain whether the candidate is serious about pursuing the position and to see the quality of work he or she will submit. Some candidates will remove themselves from the interview process by not completing the task at all, while others will take advantage of this opportunity to shine. If a hiring manager asks you to complete a task, think of ways to go above and beyond his request to really create an outstanding first impression. Organizing and presenting your findings in a spiral-bound presentation binder will show that you took the time to do a complete and thorough job.

This, in turn, is a great indicator of what kind of employee you will be should you accept the position.
In this tough economic climate, there are a lot of qualified people looking for work. Therefore, you’ll need to come up with creative ways to show potential employers that you are the ideal job candidate for the position you want. The effective use of a quality presentation binder is a great way to stand out from the crowd and show that you are professional, organized and ready to get down to business.

Guidelines for Writing Successful Business Video Presentations

Guidelines for Writing Successful Business Video Presentations
- Preproduction and Video Treatment Development

Successful presentations directly create a bridge between your client’s purpose and the audience’s motivation. As writers and producers, we search for ideas to help us make that match. We find those ideas–by asking the right questions.

Communications and training presentations support a problem-solving process initiated by our clients. Our challenge is to relate our client’s goal to the needs and desires of the audience. While our clients focus on how the goal benefits the organization, our focus is how it benefits the audience. There must always be a benefit for the audience.

Audience expectations

What does an audience want from a corporate or educational video presentation? Learning theory tells us:

·People learn what they need and want to know right now.

·They are most interested in information and skills that give them greater control over their life experience.

·They see themselves as experts in their own lives and want to be treated as such.
Responding to audience expectations

As video professionals, we need to support these needs and desires, build on them and never diminish them. We satisfy the audience’s needs in the following ways:

·The presentation neither over nor underwhelms by presenting too much or too little information.

·The information is immediately usable.

·The pacing allows the audience to feel they have control over the experience by going neither too fast nor too slow.

·The format or creative treatment engages their imagination in ways that allow them to identify with the problem presented and see themselves taking control and succeeding at the solution.

The video environment provides an opportunity for the audience to reevaluate and adjust their viewpoint, and try out new behaviors. They rehearse new behaviors and skills in their mind’s eye. By the end of the presentation, they decide whether change is worth the risk.

Waiting for answers

Screenwriter Syd Field says, “Writing is the process of asking the right questions then waiting for the answers.” This also is an excellent description of the preproduction process. During its early stages, we focus on left brain, logical analysis concerning our client’s goal and the audience’s motivation. In the later stages, we begin the right brain work of trying out various treatment ideas–ways we can use the medium to convey our message. The essential questions are:

·What creative vehicle will work best? Do we need drama, parody, comedy, documentary, an interview or panel discussion?
·What’s the right answer, how can we determine that answer–and then be sure of our professional recommendation?

Visualization and the creative concept

We now look for answers. It’s time to visualize. Go to your imagination and become a member of the audience. Block out the censors and critics, and delight yourself with images, sounds and music.

·What do you want to see, hear and feel?

·What interests you?

·What would move you from complacency and comfort to risking something new?

Allow time for images and ideas to come to you. Never reject an idea. And don’t miss those bits and pieces of ideas that present themselves as vague, ill-formed, or too avant-garde. Welcome them. Let them grow and identify themselves.

Reexamine your ideas in light of your client’s goal, the audience’s motivation, the budget and resources). Look for the best fit and select your creative concept.

Structure

Now you have one more consideration–structure. Surprisingly, our audiences don’t care as much about creative concept as they do about structure. Their perceptions are carefully developed by commercial television and Hollywood films.

Their first perception concerns “seat time.” Seat time refers to the amount of time the audience is willing to sit before taking a break. They are conditioned by commercial television to 10-minute (or less) segments separated by commercial breaks.

The second perception concerns storytelling. Hollywood films (and other forms of storytelling) influence audiences to expect a journey. They hope for a structure built on a series of twists and turns that leads to a new awareness where significant problems are resolved. This doesn’t mean structure depends on character-based stories. It does mean we need to structure even a straightforward presentation of information according to the principles of good storytelling. Information is always meted out in ways that build, pique, and then satisfy our audience’s interest.

The treatment

Finally, it’s time to write the video treatment. This includes your goal and audience analysis, and the structured creative concept.

Every successful treatment solution is unique. It results from the time, thought and care you put into asking the right questions then waiting, searching, and being available to the right answers. It begins with a solid relationship with your client and ends with a solid relationship with your audience.

The treatment now is your vehicle for communicating with the client and the guide for developing a successful presentation.

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