Curiosity Wins More Business in Commercial Real Estate Brokerage

They say that ‘curiosity killed the cat’, however that is not the case in commercial real estate brokerage.  Curiosity is a good thing for any agent or broker to develop, and will encourage the right information that helps with results in prospecting and marketing efforts.  Are you ready for the ‘curiosity’ challenge?

So it is a fact, being ‘curious’ should be a core skill to develop for any property agent or broker.  Asking questions in a professional way will help you get to the right facts of the market, and the best people looking to do something with local property.

In a sensible and professional way, questions well-crafted will help you find listings and client opportunity.  An agent or broker that cannot or does not ask lots of questions will not succeed as a top agent, and will struggle to find market share.

Here are some basic ‘sample’ questions to explore as part of that process of questioning and establishing professional agent curiosity:

Owner Occupier Buyers

  • What property types do you prefer?
  • How did you find this property?
  • What have you looked at recently?
  • Do you need to sell another property to make this work for you?
  • When is the right time for you to buy?
  • What improvements do you need on your short list of requirements?
  • What budget do you have?
  • What services and amenities will you need in the property?

Owner Occupier Sellers

  • When is the right time for you to sell given your current property use?
  • Why will you need to move?
  • What strengths and weaknesses do you see in the property?
  • Will you need to relocate and have you found something else?
  • Given the property market today, what expectations do you have of the sale process?
  • What are the outgoings for the property today?

Tenants

  • How much space do you need?
  • What’s your rental budget?
  • What have you looked at locally?
  • What improvements do you need?
  • What staff access and amenities will you require?
  • How does car parking and customer access impact your property selection?

Investors

  • How long will you be holding the property?
  • Is your priority centred on income or capital gain?
  • What priorities will you have in tenant mix and lease tenure?
  • Is redevelopment a consideration in your purchase?
  • Have you explored financing options today?
  • Is this a ‘blue chip’ single investment for you or part of a portfolio balance?
  • Is this purchase a part of a portfolio strategy?

Business Owners

  • How will you be using the property?
  • What are the critical improvements and fitout configurations that you must have?
  • When is the ideal time of property changeover for you?
  • Are you moving from another location?
  • Who are the decision makers when you finally find the right property?
  • What have you looked at elsewhere?
  • What have you liked about where you are now?
  • How do raw materials, customers, or end user markets impact your property decisions?

Are you ready to ask some good questions?  I hope so; the best property agents do it all the time.