User:WinstonWaters1827

2012-01-07T21:40:54Z

WinstonWaters1827: Created page with "When it comes to negotiation in leasing vacant premises, one of the best skills you can develop as a leasing agent is listening. You will get so many facts and triggers to take m..."

When it comes to negotiation in leasing vacant premises, one of the best skills you can develop as a leasing agent is listening. You will get so many facts and triggers to take matters more effectively to a close. You will find out the key facts that will need to be satisfied in the lease of the premises or the move of the business.

Tenants and Landlords will always give things away when you ask questions or probe for more comment; they love to talk when given a chance. A simple and single answer can be opened up for more detail or probed into. The concept is known as a "Freudian slip"; good negotiators use it all the time.

Your negotiation rule should be to talk less and listen more; get your prospect or client talking. All good negotiations in leasing premises are a result of connecting well with the client or prospect tenant. So listening is a connection tool in your negotiation toolbox.

In leasing commercial premises you can really drill down on many different facts and issues with any tenant. Here are a few:

The type of improvements that they need in the property
The timing of the move from current premises to new premises
The size of the new premises that are required
How they will run the business from the new location
The rent that they are prepared to pay in the new premises
The design of the tenancy to help their business function more effectively
How they will serve the customers from the location
The term of the lease and other critical lease conditions
What services and amenities they must have in the property
How trucks and other delivery vehicles will move to and through the premises

No matter what answer they give you, it can be opened up for more detail and a drill down on the information. In this way you achieve a number of key things to help the negotiation move ahead. They are:

You are showing the client or prospect that you really want to understand their situation rather than just asking questions and not absorbing their answers.
You can bring in other factors to the discussion that the client may not have thought of, hence adding to the conversation.
The client loves to talk. When you give them that chance they will take it and tell you even more.
Watch the full body language response that you get through the conversation. There will be hidden messages.
When they tell you something important, give them feedback by paraphrasing their words or concept so they can see that you really understand their needs.

This simple process will help your negotiations move towards the right outcome. It will help you find the key issues that the client or prospect must have satisfied in the lease of premises.
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