How to Do a Sales Pitch in Commercial Real Estate | Real estate

In commercial real estate, you will undertake a variety of presentations, in a variety of circumstances. Most of them are business-like in nature, focusing on the needs of the tenant, the property buyer, or the property seller.Get to the core issuesEach of these groups has unique property requirements and points of focus. It is their needs which must be identified and clearly addressed in the sales pitch or presentation. Many successful commercial real estate agents will have a preliminary meeting with the client or customer so that they can identify key issues and concerns. This allows the commercial agent to return to the client or customer in a few days with a well structured proposal that addresses the needs of the customer or client.It’s all about THEM, not YOU!When you design an investment or commercial property proposal for presentation, the document should be 90% regards the property and the client. Frequently you see this rule disregarded or broken with the proposal document being largely regards the agency and the personnel.Rarely is the property transaction a simple matter of the property rental, the property price, or the physical elements of the property. In most situations, it is the combination of these things which must satisfy a fundamental equation of need that the customer or client has. In getting them to this fundamental need, you will identify an element of pain that the customer or client is experiencing. This is what you focus on.They are ExperiencedIt is interesting to note that many clients and customers in commercial real estate are reasonably comfortable in circumstances of business negotiation. This means they may not tell you the total big picture or all the elements of a transaction until they are ready. Conversation and connection in the presentation process should be biased towards the client or customer using well selected questions which allow the agent to interpret the body language coming from the client’s response.When you believe you have identified the element of clients pain related to the property transaction, you start to magnify the problem in terms of today’s market, then offering stable and logical solutions that your real estate agency business can provide to the client or customer. Invariably, the commercial real estate transaction in today’s market centres on financial matters such as:
High vacancy factors
Other property choices and chances are available
Underperforming leases
Unstable cash flow
Unstable tenancy mix
Tenanted conflict
Escalating building operating costs
A shift in demographics which exposes the property to a unstable future
Mortgage payment pressures
Age of the asset
Needs for refurbishment or extension
Competition properties attracting tenants away from the subject propertyThis type of information and interpretation requires your intimate knowledge of the local region. This is by both property type and by location. This is the higher value that you bring to the customer or client. Being able to distinctly define local market awareness is a major advantage in any commercial real estate presentation or sales pitch. You must be seen as the best knowledgeable solution to the problem.From ExperienceAfter many years working exclusively in the commercial real estate industry, I found that my unique skill was in market knowledge and the display of that in any formal presentation to the client. Being able to talk about market trends and financial performance in a solid and sound way will help the client understand that they need your services. Coupling that with your extensive and relevant database of enquiry clearly shows the client that they need you.A fantastic commercial real estate presentation is a function and balance of lots of things. Things like:
A well established pre-planning process is a strategic advantage for every commercial real estate presentation. Strategy is everything in commercial real estate. Every property presentation requires planning.
Making sure you are asking the right questions of the client or prospect. Plan your questions relative to the subject property so that you help the client think about opportunity and changes that are possible.
Using your market knowledge and giving good answers. Have a variety of market facts and trends available to call on. Feed them into your presentation; facts are always useful. They can also be used as a channel to direct the discussion when the client is forcing you to justify your approach or your experience. Confidence and control must be the basic rule of your property presentation. When the client takes control of the presentation you have lost.
Using your experience in the marketplace so that you are telling relevant stories of success in similar properties. Stories of other properties will always interest of the client.
Making sure your personal presentation is optimised for the connection in the presentation. It can be that you are using a combination of the proposal document, the marketing document, and computer slide presentation, samples of your database, photographs of the subject property projected on to slides, and photographs of comparable properties projected on to slides.
Choosing the placement of people at the table or strategically positioning them in the room is always important. Much has been written about where you should sit relative to the client. The basic rule is adjacent to the client rather than across an area of barrier such as a table. Being within arm’s reach allows you to pass documentation to the client at the appropriate time. Documentation should not be provided to the client until you are ready for them to review it; otherwise it is a distraction of their attention.
Make sure that your proposal is simple and yet well directed with a clearly defined outcomes of sale or lease. Many proposal documents in commercial real estate are much too wordy so the main messages are lost and not clearly defined. The best proposals are less wordy and more illustrative. The best balance of a commercial real estate proposal is a mixture of 25% words, 25% pictures, 25% graphs, and 25% white space. This becomes a document which is clearly read and understood.
Combine good illustrations and photographs of the subject property into the proposal or presentation so that any lengthy descriptions or paragraphs are broken up. This will keep interest of the client in your documentation.
Make sure that your marketing package is value for money, and yet reaching the target market that the property serves or needs to attract. All too often, we see examples of generic marketing by the commercial real estate agent to the broader and less specific marketplace. Showing the client that you clearly know and will attract best the target market will always help your conversion to a potential listing. Be very specific about the target market and how you will reach it.
Ensure that your commission costs are fair and reasonable for the location. In most circumstances, discounting your commission should not be an option as it will make you poor and remove or detract from your enthusiasm for the sale or lease. ‘Cheap’ means ‘cheap and without focus’ and the client needs to know this. The property deserves better. You are not cheap because you are the best and you do a great job. A fair commission is always paid for a positive property outcome.
Always provide testimonials that are relevant to the property transaction. When you combine relevant history and details of happy customers into your presentation you will make the client feel more comfortable.
Always display clear and sound market knowledge that impresses the client relative to their property. This will include extensive awareness of comparable properties that compete with the subject property. You should be able to talk solidly about property prices, comparable rents, rental growth, returns on investment, changes to the future demographics of the area, and properties in the immediate precinct of relevance. In many cases, it pays to walk around the local area just prior to any property presentation so that you bring immediate and clear pictures of the precinct to the discussion. Many times this has been of significant advantage in my presentation processes. Talking about neighbouring properties localises the client and their thought processes.
Come up with a variety of ways to serve the client. Innovation and relevance will always impress. In today’s market, this is relatively easy considering the marketing opportunities and tools provided by the internet & technology. Be proactive in your property promotion processes so that the listing for sale or lease stands uniquely different in its marketing campaign from the others in the area. This does not have to be expensive to the client or to your office, given that the internet and electronic technology is historically cost effective. In today’s market, the traditional methods of publicising the property in the property pages of the local paper, is becoming much less important in the marketing campaign. Most commercial property buyers and tenants research the market from the Internet first and foremost.
Almost every property agency will say that they have excellent communication and connection skills to support the property promotion process. From experience, this is largely incorrect and typically the average commercial salesperson or leasing person will exercise ordinary communication channels with the client. Put yourself in the shoes of the client. They expect and deserve frequent updates on the promotion of the property even when nothing is happening or when the adverts are producing little response. When a property campaign is not producing the results, it is important that you act or adjust with alternative recommendations and strategic changes to the promotional campaign for the client to consider. Rarely would you get to the property campaign correct in the first week. It is in this time that you must consider fine tuning the promotion process so that the target market is being reached in a timely and effective way. This means that every property enquiry generated from your promotions must be tabulated so that you understand what channels of marketing work most effectively with the property in question.
When addressing the client or the client group in a formal property presentation, the answers and information you give must be delivered well and provide relevant solid property knowledge, in a practiced and professional delivery. Any sales or presentation tools relative to the property must be relevant and you should know how to use them with exceptional skill. Fumbling and faking information is not tolerated by the client.So there you have it. These are some of the key skills to use in a commercial real estate presentation. Whilst many real estate agents think that they are the best alternative in the market to promote sell and rent commercial property, the reality is they do not get the message across when it matters most in front of the client.To be the best commercial real estate agent in your area, you must show that you are just so, and you do this in the first 10 minutes of the time that your presentation takes. The client will have formed an opinion by then.Be prepared to walk away from any demands for discounting that the client or customer demands. In this market they need a great commercial real estate agent providing a great job; discounting is not an option. Show pride in your services and walk away when the client demands discount in marketing or lower commissions.

Livestock Numbering Systems | livestock

Livestock identification is a necessity for any farmer with more than just a family cow. There are many reasons you need to track your cattle, goats, chickens, or whatever your livestock is. Maintaining a numbering system can help you prevent the spread of diseases and genetic deformations, keep track of the age of your herd, and and monitor production. Many new farmers don’t think about this soon enough when building their herd. It doesn’t become an issue until it is nearly too late.
If you’re a new farmer beginning to build up your livestock, or even an old hand who is looking for some fresh ideas, here are some numbering system ideas.An animal’s number is meant to provide a means of identifying the livestock. Additionally, most systems employ the birth year of the animal in the number to allow for easily determining the age without having to consult the records. Most new livestock is assigned a number and tagged at birth. Some farms wait until the end of their birthing season or until vaccination and branding time to mark their new offspring.Typical identification systems consist of two separate numbers combined. The first digit or letter will indicate the year the animal was born. For example, any calves or chicks born in 2009 will have an ID number beginning with a ’9′. Newborns in 2010 will have a ’0′.The second part is simply a sequential number that indicates in what order all new births were born that year. The first chick or kid of the year will be 01, the next 02, and so on. If you have a large herd, or intend on growing it, consider using three digits instead of two!Some animals live to be more than 10 years old. Cattle in particular tend to live past the decade point. As you can imagine, this is a disaster for record keeping! While it may be easy to see in the field whether a cow is 11 years old or only 1, your spreadsheet or tracking software isn’t so astute. For this reason, some farmers will use a letter to indicate the birth year. Instead of a ’9′ for 2009, they will indicate it as a ‘W’. 2010 will be an ‘X’. Standard years are usually utilized, so that the letters indicate the same year across different farms.Since several letters look just like numbers from a distance, these are not typically used. Those letters are I, O, Q, and Z. That leaves 22 years worth of letters. If your cow is living to be that old, you have something special on your hands!These are just a few different numbering systems that farmers use to identify their herd. It’s up to the individual farm to determine how they will track their livestock. The important thing is to get it started before it’s too late!

Uniform Education an Education Revolution in Tamil Nadu | Education

Introduction:
Education can act as a powerful tool for reducing poverty and unemployment and achieving a sustained human development. When we compared our country education with other developed/developing country, the education in our country is not suitable to the current situation/practical life. All over the world governments are strictly follow the procedure of generating libraries along with schools, colleges etc. because the emperor Napoleon said the “Build up libraries otherwise we would build up prisons”.Generally in all the countries are understand the importance of higher education. In 1980s American president Ronald Regan take several steps to improve the higher educations. In a survey, among the 10 world’s best universities, 9 universities are situated in America. Most of the countries are including the basic education as a human right. In our India itself the education quality in corporation schools and private institutions are having huge differences. For instance the education system in institutions like IIM, IIT is differing from other institution. IIM an IIT institutes students are having more future benefits like employment, salary etc. rather than the other institutes. The syllabus difference between Tamilnadu and Kerala. We can give much more examples to prove in equality in our education system.According to human resource development department report in our India only 77% of the students pursuing their higher secondary studies. In which 61.6% of the students stop their studies in between of higher secondary. The total no. of schools, colleges is increased slightly when compared to previous years but the education quality is down fall. Even though the students well educated they can’t able to get a job because of non practical syllabus in many education institutions. It is the right time to introduce the “education revolution” through uniform education.Uniform education:In current situation only the richest students are able to get quality education in metric and private schools. The government of Tamil Nadu going to introduce uniform education system in eliminates the in equality in education. In 1960′s Gothari commission insist government of India to introduce uniform education in every states and also the committee stressed to increased the allocation of finance to the education with that committee’s recommendations the government of India introduced “Sharva Shiksha Abiyan”. But the result is not up to the level. The Government of Tamilnadu comes forward to introduce the uniform education with the recommendation of Muthu kumaran committee. Uniform education will reduce the burden of the school children through reducing the no. of books and notes and also. It will make pull stop to the indirect collection of amount from the children by way of using text books. It is the good thing in one side but in other side the quality of government school not up to the mark of private schools.Uniform education’s other important content is crating or building near by schools to children’s. But the government of Tamil Nadu doesn’t give any matters regarding the nearest school systems. The Government of Tamil Nadu also failed to include the medium of instructions as Tamil. Because Mr.Muthukumaran committee strongly stressed about providing of education in the mother tongue. The education minister also failed to include the very important content of uniform education is appointing sufficient no. of teachers to each children in the Government Schools.Recommendation:From the point of view of us and also from the point of view of experts, we wished to suggest. Some recommendation and we expect something from the Tamil Nadu education minister to develop the rural children education rate.1. The Government must develop the infrastructure facilities. The Government schools are not having enough infrastructure facilities like in private schools.2. It most of the rural schools the teacher student ration in too low (5 classes: 2 teachers). Merely introducing common syllabus we can’t expect uniform education development in all schools. The state Government should came forward to allocate more finance to the education development.3. Most of the politicians like PMK leader Ramadoss expect the State Government should come forward to provide LKG & UKG education to all the rural students. Because, all the urban area students are going in the Ist standard after completing these courses. But most of the rural students are joined with out these courses. So far four committee are arranged to analyze Indians education position. All these committees are recommends one thing severally that is “nearby schools with mother tongue common schools”.4.A childe should get its education with out going long distance. For that Government should construct more no. of schools in rural areas. So for the Government didn’t explained about the nearby schools construction.5. Government school teachers are getting more salary than the private school teachers. But the pass percentage is too lower than the private schools. Government didn’t give more attention to praise the teachers and also punishing then when they are mislead.6. Every year Chennai Municipality receives Rs. 70 crores as education tax. As per I April 2009 situation the idle amount is Rs. 120 crores with his amount the Chennai municipality can improve the 250 corporate schools to star category. Government should concentrate on spending collected amount towards school education development.7. Even though the Government schools are giving free lunch, no fees, free uniforms and free text books, still most of middle a low class peoples are interested to get the appoint form the private schools. The Government should give been attention towards this actions it should find the reason.8. Most of the rural students are stopped their education in between (nearly 70% of the students stop their education with in 10th STD) classes. The reason is poverty and also the schools infrastructure education plan, test formation and also job opportunity from the education. The Government should try to change the education system of our state. The every student should be assured with job opportunity.9. According to latest report from 1000 students only 50-60 students are having the capability of getting jobs. It arises due to non job relevance syllabus and also lack of library facilities in our schools. So the Government should increase the library facilities in each & every schools.Conclusion:Uniform education system may create an education revolution in Tamil Nadu and it will scatter over all the states. The Government also will make keen attention towards the education system in our country. We hope the uniform education syllabus will reduce the imbalance between the rural student’s knowledge and urban student’s knowledge. It is the time to create education revolution in our country. We believe our state forward its first foot step to wards education revolution. In uniform education, common syllabus is one of the foot step, still there are many foot steps are inform of us we have to cross them in order to get a quality education and also to provide quality education to our state students. Government may do and God will help them.