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Who truly owns a commercial property you are interested in? Have you gone and introduced yourself to a tenant of a prospective property to try to find out who owns the property? These are both questions you should ask and answer or find the answers to these questions.
Steps
Find a commercial property that you know positively your company can handle. Check it out thoroughly in all seasons or find someone that lives on it or nearby that is willing to tell you more about the property. You really have to build your patience for this type of thing too. Do not get discouraged because sometimes it can take awhile to find out the basic information you need.
Research the owners. Do they have a public image? Are they a reputable firm? Will they fit with your company? Some property owners are a consortium (a group of people owning a property) who really don't care about the property, it's just an investment for them. Also find out if they are local or out of town owners. It's very hard to explain a problem to an owner who really hasn't seen the property in months.Advertisement
Check if the owners are local. If they are, you should have no problem in finding their head office address. Once you have this information, put together a brochure package for them listing out your qualifications, your own company information, and general pricing and contact information.
Try to get a telephone number for this office and call to see if you can get an appointment to see someone. If you can't get an appointment, then take a chance and drop by the office especially on a Tuesday or Wednesday mid-morning. Going on a Monday morning will definitely get you the bum's rush out the door as Monday's are hectic for these people.- After introducing yourself and doing a little sweet talking, then you just might get in to see the person you need to speak with - without an appointment.
Be yourself, relax and talk about their property maintenance on the property you are interested in and how you would handle it. Ask what they really require for this property.
Analyze their behavior. They may be reluctant at first but be just a touch pushy by asking questions gently, making small talk and then going back to ask again about their requirements.- By this time, the person you are talking with should be willing to at least give you a chance at quoting on the contract for the property maintenance. Even if you already have dollar figures worked out for this property don't give it to them yet.
Thank the person you are talking to for the opportunity to quote, for meeting them and their time. Tell them you'll get the quote to them within the next day or two. Leave them your brochure, contact information and pricing and leave them with a good impression of yourself and your company.
Show the owner that you are interested. If you saw the owner on a Tuesday take the quote back to them on Thursday around 11:00 a.m. It's important that you will do as you said you would and that you do respect them enough to bring the quote to them personally and not send it by mail.
Ask them if they have the time to look over your quote and if they do that's great. You both can sit down and go over the figures you have put down on paper and discuss the finer points of the maintenance contract. You might find that they are willing to do a contract up right then and there. If they do not have the time, ask them to review your quote and let them know that you are available to answer any and all their questions.
Tell them it's fine to review your quote later if they request to do so. Ask if it would be alright if you call them later that week or early the next just to see if there are any questions. If you leave it open like this, then they do not feel pressured to make a decision right then and there.
Know that you should have an idea on how to handle this person to get what you want so use this knowledge to your own benefit.
Follow it up. Finalize everything by getting the contract written up, signed, sealed and delivered.
Make sure you do review it yourself before you sign it as the owner could put a clause into it that you don't like. If this happens, go back to the owner and see if they will be flexible on that clause or not.
Decide whether to accept the contract or not. If you do, then sign the contract & get it back to the owner as soon as you can.Advertisement
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Tips
- Do not let these owners push you around and demand more and more especially if it is not already in your contract.Thanks
- If a company does not respect a person enough to go through this routine, then they do not deserve to be our maintenance contractor.Thanks
- You have to believe in your company and yourself to really get these contracts.Thanks
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References
- Creator has been a commercial property manager for ten years.
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