In commercial real estate agency you will strike many different characters and clients. Egos and conflict are not unusual in our industry. Many of the people that we work with have a strong opinion of what they know and what they see. Your communication skills and reactions to these clients or prospects are key components in moving a relationship forward.
Top agents are very professional in communicating with the right people. Confidence and relevance underpin most conversations when it comes to top agents.
Practice will help you move ahead with all the variables that you strike in this market. The fact of the matter is that you can control how you react. Start some 'role playing' at your weekly sales meetings to lift your communication skills.
Let's look at the business for what it is:
- You need to find the right people to help.
- You must understand their needs and property challenges.
- Negotiations are regularly slow and difficult.
- You will strike people with firm opinions.
- Protect what you say and do by having up to date and accurate information about the property or the negotiation.
- Document everything on the understanding that disparities occur frequently in our industry.
Your success in the industry is large based on what you do and how you react. Many of us have seen clients and prospects that choose to over react. That is usually a negotiation strategy on their part, and you do not have to follow suit; you can control how you react. Do not give your clients and prospects the 'knee-jerk' response that they are seeking from you.
Our industry is full of challenges. You will face a lot of rejection, and disappointments. There will be complaints, disputes, and deals that collapse. Through all of this there will be the deals that move ahead.
Do not let the difficult deals stop or slow your progress. Stay on track with the things that matter.
It is remarkable how a difficult client or property disagrement can take over your focus for hours if not days. The salespeople that easily loose the focus are the ones that do not have enough other business to get on with. If you have a large database or pipeline of opportunity, you can simply get back on track after a disaggregation by moving onto and with other properties and people that need your help.
Do not take things personally in commercial real estate agency no matter how difficult a client or prospect is. If things are really difficult you can simply walk away. Preserve your focus and professionalism; to do otherwise is a waste of time and a weakness.