Commercial Agents – Common Problems in Commercial Leasing Negotiations Today

When it comes to leasing commercial property today there are some common problems that we strike as commercial real estate agents. In most locations there are plenty of vacant tenancies to choose from and tenants will look around. We have to expect that the tenant will bargain and that they will have more commercial or retail premises to choose from if the deal they have with us does not get done or agreed to.

The tenants seeking to relocate can comprehensively research the property market and inspect a number of quality commercial properties in the same category or location, before they make an offer or negotiate on a particular property of choice. The tenant has far greater power in negotiation than the landlord in most property locations today.

The most common problems in commercial property lease negotiation today are the following:

  • Tenants are under no pressure to negotiate a particular deal. They will inspect the listed premises with you, and listen to the landlord’s rental and lease requirements however they are unlikely to put in an offer until they see a few other properties with which they can compare. Make sure that your rent and premises are prepared for the inspection and negotiation.
  • When the tenants get to the point of negotiation, they are likely to seek a lease incentive of one type or another. That could be fit out, cash, landlords works, rent free, or reduced rental. All of this could be on a relatively short term lease. The general rule is that you should not provide incentive on a short 12 month lease offer, unless the landlord is really desperate for a tenant. You could however consider incentive on a three year lease or any term beyond that. The longer lease term allows you to amortise the cost of the incentive back through the lease deal. In other words the landlord gets back his or her money or cost of the incentive.
  • When you analyse the levels of incentive today, they vary between zero and approximately 30% of the cash flow of the lease over the term agreed. The larger the incentive, the longer the lease term and larger the premises.
  • In property developments it is not unusual to see the incentive moving to a level of approximately 40% of the cash flow from the lease deal over its duration. In the case of new property developments, you are dealing with new properties and face rentals to allow the property developer to establish the value of the property during the leasing period. The financiers of the property development will want to see the levels of rental accepted by the market; the property financiers will want to see lease deals and pre-commitments as early as possible after the marketing commences.
  • It is not wise to give tenants a rent free period from the commencement of the lease. Here is why; if you give a six month rent free period to the tenant, it is quite possible that they will not be able to pay the full and final rental when it starts in month seven. If a tenant wants a rent free period, it is better to give them a reduced and discounted rent for the six month period. In this way the tenant is committing to some cash flow and giving something to the landlord for occupancy.
  • When you negotiate rental, do not forget about the outgoings costs for the premises and the tenancy. You can negotiate a net rental or a gross rental and on that basis the outgoings will be considered and structured into the negotiated deal. This then says that you should totally understand the levels of outgoings to be recovered through the rental structure within the lease, and that is before you start marketing and inspecting with tenants.

So these are some of the common problems in lease negotiation today. There will always be more problems to consider and on that basis be constantly aware of what the tenants and landlords are doing in your local property precinct. The factors of each and every deal should be analysed so you know what the real rental returns are together with the provided levels of incentive.

Cold Calling – Why So Many Commercial Agents Hate the Process

Lots of commercial property agents and other salespeople will tell you that cold calling doesn’t work or that they have tried it and it didn’t work for them. The fact is that all of those negative people are really not much good at the process, so they have decided to do something else to build their market share. They have taken the easy way out. So why listen to them?

The facts of the cold calling process are that it really works if you put in the effort every day and that you seek to improve your skills. There is really no point in even trying this special prospecting process unless you are prepared to keep it going and improve personally as you do. Success awaits those that have the discipline.

So the calling for new business process is really hard for some agents and salespeople because of the following:

  1. It takes too much time out of their day and that upsets everything else that they think that they have to do.
  2. They have to get really organised to find the right people to call each and every business day. This is hard for some to get sorted and solved.
  3. Many salespeople do not know what to say in the call and give the impression to the other person on the end of the line that they really hate the process.
  4. Some salespeople lack a good database to record their efforts, or even worse, they fail to track their results in a database.
  5. They have not defined exactly who or what type of prospect they should be calling. They simply make too many calls and many of them are to the wrong people.
  6. They fail to track their numbers in making the calls so they really have no idea when they are improving.
  7. Many salespeople do not like the rejection process that comes with 80% of the calls that you make.
  8. When the business gets busier, some salespeople simply drop the call contact process and go back to the ‘order taking’ system.

So you have a choice here; you can either take the ‘easy road’ with only a few new calls each day to new people, or you can drive your business ahead by finding lots of the right people to talk to and making a habit of doing it each and every day regardless of other pressures and issues.

The people that cold call prospect each day in commercial real estate really do drive faster business growth for themselves in commercial real estate. Expect the process to be hard, but your consistent effort will get you through. The process of consistency takes about 3 months and then you will know that you are doing the right thing and in the right way.

Business Development Coaching: A Professional and Personal Development Tool

Business development coaching is a service which offers business leaders a chance to analyse and reflect upon their own business practices and to set targets and take action to achieve success as a result of the findings made. Business coaching can therefore be described as a process that facilitates learning and development within business and thus has the potential to improve performance. Consequently, the aim of business coaching is to enable entrepreneurs to reach their full potential.

Business development coaching explores the requirements, motivations, skills, desires, and opinions of business leaders to assist them in making a lasting and fulfilling change to their business. Business coaching uses questioning techniques to aid an individual’s own thought processes. The purpose of this is to enable the individual to conjure up solutions and possible actions by themselves, for the good of their business.

Business coaching involves the creative application of a range of tools and techniques, including one-to-one and group training. Business coaches aid individuals in evaluating the outcome of business development training through objective measures. This allows clients to assess their achievements.

In order to carry out their role effectively, business coaches require a sound knowledge and understanding of reflecting and analysing business practice and the skills and techniques needed to set targets and reach them. Business coaches do not typically possess direct knowledge and experience of their client’s own role within a business. However, skills-focused coaches are likely to have prior experience of working in a similar role to that of the clients that they work with.

Organisation development and the requirement to provide employees with the guidance they require to change roles in the workplace often inspire companies to take advantage of business coaching. In the past, business coaching was typically considered to be for business leaders only. However, it is now considered a highly regarded professional and personal development tool for all.

Coaching programmes for business can enhance morale, productivity and motivation. In addition, business development training has been proven to reduce staff turnover throughout organisational change. Modern business coaching differs from traditional forms of training in that it is designed to suit the recipient’s personal needs and learning style. It fine tunes an individual’s existing skills and is able to focus on interpersonal skills which cannot be easily transferred during traditional training.

In order for business development coaching to be at its most effective, a business leader is first required to determine the type of coaching services they require – be it specialist or general coaching – before enlisting professional help. While business development coaching is popular with organisations, an increase has been seen in the number of individuals seeking private coaching. Some recipients of private coaching seek career change while others desire to maximise their potential within their existing company or to improve the equilibrium of their work and home lives.

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