As an agent or broker in commercial real estate sales and leasing you will frequently come across demanding clients. The question is are they demanding for the right or wrong reasons?
When it comes to demanding and difficult clients in commercial property, they can usually be categorized into one of the following situations:
- They are demanding because of their own self importance or assumed self knowledge. On that basis they do not listen to the real estate agent and make every part of the listing and negotiating process rather tedious.
- They are demanding because the agent or salesperson is really unprofessional or does not know enough about the property transaction or type they are working on.
Regrettably there are always a few situations like item two above. In that case the client has every reason to be demanding and difficult when it comes to the performance of the real estate agent. The reality of the industry is that commercial property is quite special; from time to time you will be dealing with people who really do understand property performance and trending issues.
On that basis and if you are the broker or agent that can not provide the correct level of service to your client, it is best to pass the listing to another specialist within your office who can assist with the specialized knowledge that is required.
Given item one above, you will sometimes strike clients that are overly demanding or challenging and problematic for the wrong reasons. Those clients may simply not know enough about what is going on on the local property market or the right choices that should be made regards their particular property.
Logic says that these clients should firstly be correctly informed and assisted by the real estate agent to make the right choices in listing, marketing and selling their property. If they still will not listen or cooperate, then you have some choices.
What Do You Do?
Are you better off referring those agents to other salespeople, or walking away from the listing opportunity entirely? The choice is yours, but the choice should be made. You must protect your time and effort as a commercial property expert, and on that basis direct your focus to clients that trust you and will at least listen to what you have to say (providing you know what you are doing).
The selling or leasing of commercial property requires a harmonious working relationship with the client. If you do not have their trust from the outset, the transaction will always be challenging and difficult. It is also quite likely that the client will not tell you the entire truth regards their motives in any part of the property negotiation.
Remember that you are the property expert, and you have the information and the skill that the client requires. Desperation is not a sensible part of the commercial real estate business.