You're struggling to connect with clients. How can you build trust and rapport in commercial real estate?

Sit downs are better than SMS. SMS's are better than Calls. Calls are better than emails. I've proven this theory for years. And it sets me apart from everyone else. Also, funny enough. I've started to incorporate video and voice notes to the less formal communication channels. It surprises people at first, but it's memorable and that's what you want to be when they think to work with a commercial real estate professional.

Provide value period. Be a consultants or an advisor. Know THY client before they even become a client. As a Tenatn Rep Office advisor i better know the debt service on an asset for a client that occupies at least 10% of an asset, better know what other tenants are doing within a project before the market does...you are being hired because you add value.

Imagine this scenario: You're in a meeting with a potential client in commercial real estate. You've prepared all the data, however something feels off. Why? Because you haven't fully grasped what matters to them. To establish trust and rapport, dive into their world. Research their industry, understand their challenges, and anticipate their goals. Then, customize your approach accordingly. By demonstrating genuine interest and aligning your strategies with their objectives, you'll cultivate lasting connections that go beyond the transaction.

Building Trust and Rapport in Commercial Real Estate: Building trust and rapport is essential in any business, and especially crucial in the dynamic and relationship-driven world of commercial real estate. Know Your Client: Before pitching solutions, take the time to understand your client's specific needs, goals, and challenges. Actively listen, ask open-ended questions, and avoid making assumptions. By demonstrating genuine interest and understanding, you establish yourself as a trusted advisor, not just a salesperson.

To effectively connect, begin by researching their background using LinkedIn and other social media platforms. This research can reveal their professional journey, educational background, interests, and even personal aspects such as family life and hobbies. Use this information to find common ground and spark meaningful conversations on topics they are passionate about, whether it's related to family, favorite dining spots, sports, or cultural interests. When engaging with clients, prioritize asking thoughtful, open-ended questions that invite them to share more about themselves. Most importantly, practice active listening. Pay close attention to their responses, showing that you value their thoughts and experiences.

Let's shift focus to the next key step: adding value. Consider this: You've connected with your client, and now what? To truly stand out, go beyond the expected. Offer insights, resources, and solutions that demonstrate your expertise and commitment to their success. Whether it's providing market trends, connecting them with industry contacts, or suggesting innovative strategies, consistently delivering value sets you apart as a trusted advisor. Remember, in commercial real estate, relationships are built on mutual benefit. So, be proactive and strive to enhance their journey at every turn.

Knowing your client in-depth after your meeting and having the most up to date market knowledge is how you will be able to intermix the two and really create value for your client.

Go beyond simply listing properties. Offer valuable insights, market trends, and strategic advice tailored to your client's unique situation. Share your expertise proactively, even if it means pointing them towards alternatives that might not directly generate immediate commission. This fosters trust and positions you as a long-term resource.

Adding value in commercial real estate means to acquire and share knowledge that directly impacts your clients. Knowledge is indeed power. Personally, I stay informed by dedicating time each day to reading current events and news articles, particularly those related to the economy. Understanding real estate trends and anticipating the actions of the Federal Reserve are crucial aspects. This information equips me to provide relevant insights that can influence property owners' decisions and ultimately impact the value of their assets.

Being responsive is critical. Even if you don’t have the answer let them know you don’t, but you’ll research and find it quickly. In this day and age being responsive is essential. You will be past over if you’re not responsive.

Let's talk about being responsive. Think about this: Your client has a question or concern. How you handle it can make a big difference. Being responsive means more than just answering emails quickly. It's about being attentive, getting back to them fast, and solving problems promptly. When you show you care about their needs and act quickly, it builds trust. In commercial real estate, being responsive isn't just nice - it's essential for building strong relationships that last.

Promptness and communication are key. Respond to inquiries and requests in a timely manner, even if the news is not what your client wants to hear. Transparency and quick communication build trust and demonstrate your commitment to their success.

Think about this: Your client chooses to work with you among many options. That's a big deal. So, don't forget to say thank you. A simple gesture like sending a personalized note or acknowledging their contributions in a meeting can go a long way. Showing appreciation strengthens your bond and also sets a positive tone for future interactions. Gratitude goes hand in hand with success.

Express gratitude for your client's business, not just when a deal closes. Send personalized thank you notes, acknowledge milestones, and celebrate their successes. Small gestures go a long way in building a strong relationship.

In my view, expressing genuine appreciation is paramount in building enduring trust and rapport in commercial real estate relationships. Take the time to sincerely thank your clients for their invaluable time, trust, and business. Acknowledge their contributions and celebrate their achievements. Whether it's through a heartfelt handwritten note, a thoughtful gift, or an invitation to an exclusive event, demonstrate your gratitude in meaningful ways. Following up post-project for feedback not only shows attentiveness but also underscores your commitment to their satisfaction. By consistently showing appreciation, you not only affirm the value you place on your clients but also solidify your position as a trusted partner in their success.

Being attentive to their needs and asking questions that they did not consider themselves is a great way to show you appreciate them and not just the transaction. Asking them how they feel you’re doing during the process makes them feel that you’re genuinely trying to give them the best service you can. Post transaction is critical. Ensure you stop in or call to see how the move in went. Be helpful after the deal is done. Ask for their feedback. Show you’re not a transactional agent but a long term relationship.

1. Schedule Regular Updates: Establish a routine for updates and discussions about ongoing projects, market trends, and any shifts in their needs or goals. 2. Implement a CRM System: Use a CRM to keep detailed records of all interactions, preferences, and transactions. 3. Stay Proactive: Offer insights and strategy adjustments proactively, demonstrating your commitment to their success. 4. Personal Touches: Acknowledge any personal details or milestones your clients share, such as a simple congratulatory message or a note on special occasions, enhancing the personal connection. 5. Fulfill Promises: Reliability in keeping your word is crucial for building trust.

Here's the point about being consistent: Your clients rely on you to deliver every time. That means being dependable, reliable, and predictable in your actions. Consistency breeds trust. Whether it's meeting deadlines, following up on promises, or maintaining a high standard of service, consistency shows your commitment to excellence. In commercial real estate, where reputations are everything, being consistent - it's the foundation of long-lasting relationships and continued success.

Consistency key to your success this will set the platform for a trust relationship with the client. Honesty and open communication at all times

Consistency in your approach, communication style, and service delivery is crucial. Upholding your promises and maintaining professionalism builds trust and reliability in the long term.

Network actively: Attend industry events, participate in professional associations, and build relationships with other professionals who can connect you with potential clients. Invest in your personal brand: Develop a strong online presence and actively share valuable content relevant to commercial real estate. This establishes you as a thought leader and attracts potential clients seeking expertise. Seek feedback: Ask clients for feedback on your services and use it to constantly improve your approach and build stronger connections.

In serving a corporate client, learning their culture and mode of operation is key. Not only should you work with the C-suite but it’s as important to establish strong relationship with the operations team: accounting and finance, facilities, security, etc. Add value and integrate with them as team is priceless.