Avoiding a Bad Situation
SIORs employ a number of different strategies to avoid signing
For Greenberg, it begins with his gut feeling. “I place a lot of trust
on my gut in the first meeting,” he shares. “I only work on exclusive
representation of tenants and buyers, which entails a written agree-
ment. If I can’t convince that client to sign an agreement then I have
nothing, and I may not be working with them.”
Greenberg admits that he has spent as much as six
months convincing a prospect to sign, “But if I get the feel-
ing in an initial meeting that he wants to do things his own
way that’s a problem. Some clients think they’re smarter than
“My ‘sweet spot’ is 10,000 square feet to 200,000 square feet,
industrial, Inland Empire, and someone that buys into the ‘team-
work’ approach to locating and securing a new facility,” says Null.
“If it doesn’t meet the criteria, refer it!”
“More often than not, you are not representing the wrong com-
pany, but you are representing the wrong person within that com-
pany,” says Gunn. “Although every company has its own culture,
every person within that company is different and they bring their
own set of values, experiences and ethics to the table.”
Given that caveat, he adds that “I pick companies who I think I
can relate to and they can relate to me. They likely will be companies
who are in an industry I have done business with before or who is in
an industry than I can easily segue into. Obviously, my first choice is
to pick companies where I know someone in a key position or is in a
position of influence or I know a person who can introduce me into
that company at a high level.”
What Gunn does first, he shares, is find out what's important to
the prospect and what objectives they would like to accomplish.
“When I do that, it does a couple of things,” he explains. “Right off,
it lets them know that I value them as a client and believe what they
say is important; that tends to relax them and make them more open.
After that, I like to let them guide the conversation. I will have an
agenda of what I want to accomplish and what I want to know by the
time I leave, but I’m flexible and let them lead out on their priorities
of discussion, but at the same time, make it a point to check off on
everything I wanted to cover."
Your SIOR Connection in
Southeast Tennessee and Northwest Georgia.
David DeVaney, SIOR, CCIM
Arnold Farmer, SIOR, CCIM
Bryan Rudisill, SIOR, CCIM
Jim Fitzpatrick, SIOR, MAI
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