In today’s sophisticated and high-tech business climate, company leaders want more than just options. They want the perfect solution that checks every box on their real estate checklist. So how do we brokers meet that high expectation to customize the perfect approach for our clients? Here are seven ways:
1. Listen to the client, don’t just hear them. Every client’s needs and requirements are different, and it’s imperative that you listen to your clients carefully. But don’t just listen, also cue into details they aren’t telling you.
2. Be an expert. From the global economy down to what is happening with the tiny tenant down the street, know what is happening around your client and how it will affect their business, regardless of how big or small it is.
3. Be ahead of the game in their industry, not just yours. Not only do you need to know the ins and outs the commercial real estate industry, but you also need to be an expert in your clients’ industries as well. Do your homework and study up on the various facets of their business.
4. Delegate responsibility. Don’t try to do it all on your own; there’s a reason you are part of a team. One of the most important things to practice is delegation. Today’s best real estate teams are comprised of specialists who are experts in all areas of the commercial real estate industry, so rely on and utilize your team. From my experience, dividing and conquering always warrants the best results.
5. Take it personally. Treat your clients’ transactions as if it were your own company. Always make the decision and take the necessary steps to achieve the client’s ultimate goal.
6. Do what you say you are going to do. It may seem simple and cliché, but trust is built on delivering the results you promise. And once trust is broken, it’s hard to repair.
7. Never stop getting better. As soon as you think you have done a great job or think you are the best in your field, the next problem might knock you down. Use these times to challenge yourself, keep learning, and never settle.
There is always going to be someone out there creating new and better ways to solve your clients’ needs. So be the most prepared you can be, and start customizing and tailoring your approach for each and every real estate need. No two will ever be the same.
Blake Anderson, managing director and principal at Cassidy Turley, oversees the firm’s industrial services group in the Dallas-Fort Worth area. Contact him at [email protected].
