“I’m not signing anything!”

If your prospective client won’t sign your representation agreement, it has little to do with them!

Business people sign agreements all the time. Its the nature of being in business.  They sign contracts to purchase equipment, they sign employment agreements, they sign leases, they engage professional services, and more.  So, why do some real estate professionals lament that their tenants or buyers won’t sign their representation agreements? Ask yourself these questions:

  • Could it be you, not the agreement?
  • Did your presentation of services fall short?
  • Did your prospective client feel confident in your abilities and experience?
  • Did your prospective client believe you?
  • Did your prospective client trust you?
  • Could it be that your prospective client just didn’t understand the benefits he would derive buy engaging an authorized representative?
  • Could your prospective client have felt uncomfortable?
  • Does working with you or your company present the possibility of conflicts-of-interest?
  • Did your prospective client believe that you could be objective?
  • How about personal chemistry…were you able to make that connection?
  • Is your document well-written, professional, and balanced?
  • Could it have been that you did not demonstrate that you really believe in the concept of authorized representation?
  • Did you make comments about wishing you didn’t need to use an agreement?
  • Why should your prospective client execute a document that you prefer not to sign?
  • If that’s the case, then why would you risk sending such a confusing message and waste your prospective client’s time asking him to sign your agreement?

You see, asking commercial occupants to sign an agreement to engage a real estate advisor is not a new idea.  It’s been around so long that it has become a common practice. Most commercial occupants engage real estate professionals via written agreements. If you’re still experiencing difficulties convincing your prospective clients as to why they should engage you, it likely isn’t because they don’t like the concept or are uncomfortable signing a document.

Consider how you present your services, your service approach, your knowledge, reputation, brand, ideas, manner and chemistry, your ability to gain trust and confidence, your reputation, image, and more.

Discover what is lacking about yourself and your company.  Evolve. Learn how to present your services, so your prospective clients understand how they’ll benefit by engaging you. They’ll better appreciate you and the idea of engaging you.  And, you’ll likely experience a real turnaround in your business and the ability you will have on achieving success for your clients, too.

About Real Estate Strategies Corporation
Real Estate Strategies Corporation is a respected corporate advisory and transaction services firm that provides thought-leadership, decision-making, planning, project management, and transaction execution services to finance and senior executives at management team-led public, private, and portfolio companies, and not-for-profit organizations.  Under the leadership of its award-winning CEO, Andrew Zezas, RealStrat’s clients engage the firm when acquiring, disposing of, renegotiating, or enhancing occupied leased or owned real estate in New Jersey, Pennsylvania, New York, Connecticut, and throughout North America.  By creating and executing Business DRIVEN Real Estate Solutions and identifying hidden Opportunities, RealStrat drives greater operational and financial performance in support of its clients’ stakeholder objectives, M&A requirements, and exit strategies.

In the current economic environment, RealStrat’s efforts are focused on uncovering, capturing, and re-purposing hidden liquidity and minimizing risk in its clients’ leased and owned real estate.  The firm provides counsel as to competitive advantage strategies in preparation for the eventual economic recovery.  Visit www.RealStrat.com. Read about timely commercial real estate issues at RealStrat’s blog at www.CorporateAdvisor.wordpress.com. Follow RealStrat at http://www.Twitter.com/RealStrat.

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Copyright Real Estate Strategies Corporation 2011.  All Rights Reserved.

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THIS WORK IS DESIGNED TO PROVIDE PRACTICAL AND USEFUL INFORMATION ON THE SUBJECT MATTER COVERED AND REPRESENTS THE OPINION OF THE AUTHOR. HOWEVER, IT IS PROVIDED WITH THE UNDERSTANDING THAT THE AUTHOR IS NOT ENGAGED IN RENDERING LEGAL, FINANCIAL, ACCOUNTING, OR OTHER PROFESSIONAL ADVICE TO THE READER. IF LEGAL, FINANCIAL, ACCOUNTING, OR OTHER PROFESSIONAL ADVICE IS REQUIRED, THE SERVICES OF A COMPETENT PROFESSIONAL SHOULD BE SOUGHT. THE AUTHOR SPECIFICALLY AND EXPRESSLY DISCLAIMS ANY LIABILITY THAT MAY BE INCURRED AS A RESULT OF THE USE OR APPLICATION OF THE INFORMATION THAT IS CONTAINED IN THIS WORK.

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