Mark Rauch's Tenant Rep Times July 14, 2010
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Greetings! Welcome to the "Tenant Rep Times". You are receiving this edition of my eNewsletter because you rent or own commercial office space and are either my client or a potential client. I trust you will enjoy this issue and get a "gem" or two out of it. Your email address will only be used to communicate with you and will NEVER be sold, shared, rented or otherwise provided to other entities. |
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3 Keys to Filling Your Pipeline with Eager Clients and Customers
Presented By Mark Rauch
"The fact is, everyone is in sales. Whatever area you work in, you do have clients and you do need to sell."
-Jay Abraham-
If your primary source of business revenue is selling services, there is no worse feeling than having an empty pipeline (especially when you're about to complete projects with your current clients). So how do you keep a full pipeline with eager clients and customers? Let me share 3 keys to get you started:
Key 1 -- Know who your ideal clients are. If you don't know who you're trying to put into your pipeline, it's going to be pretty hard to get them in there. But this is deeper than just taking on anyone who waves a check in front of your face. If you want to fill your pipeline with clients who are EAGER to do business with you, you want to attract your IDEAL clients.
So who are your ideal clients? Your ideal clients are the ones who you love to work with. They're the ones who are a perfect fit for what you offer. Be sure not to confuse this with your target market. Your target market may be a small company with 5-15 employees located within a 50-mile radius of you. Ideal clients are about an attitude, a shared vision or goal. Now, you might be someone whose pipeline is empty and you REALLY need the cash flow, so while an ideal client is nice, you'd be happy with anyone who can pay. However, while taking on those less-than-ideal-clients might be necessary for financial reasons, they usually turn into a bigger headache than what you signed up for. I know you sometimes have to do this, but wouldn't it be better to NOT have to? Start focusing now on attracting your ideal clients into your pipeline. Will a non-ideal client slip in from time to time? Of course. And if you so choose, you can take them on as a client. But start it off right by building that solid foundation first. Key 2 -- Go where your ideal clients are. Now that you know who they are, it's time to hang out where they're hanging out. Don't know where they are? Then go back to step 1 and do more digging. If you really know your ideal clients, you'll know where to find them. Then you can focus your lead generating activities in the places where they are.
Key 3 -- Nurture your leads. Once you have your leads in the door, now it's time to build a relationship with them. The best way to do this is through a consistent follow-up system, such as a newsletter and/or direct mail piece. If you have a newsletter or something that goes out regularly to your leads, you don't have to worry about remembering to contact them.
It takes AT LEAST 7-13 touches to turn a prospect into a client. In this "new economy" this number is even higher (I've found you need to be a little more aggressive to get the same level of sales as you would have a few years ago.) So if you have an easy and automatic way to stay in touch with your prospects, you'll find building that relationship with your prospects that much simpler.
Nothing contained herein is to be considered legal advice. Always seek legal advice when evaluating any legal document. |
This Weeks Resource
Do you ever need quick, easy information? Check out Wikipedia. www.wikipedia.org Wikipedia is a free, web-based, collaborative, multilingual encyclopedia project supported by the non-profit Wikimedia Foundation. Its name is a portmanteau of the words wiki (a technology for creating collaborative websites, from the Hawaiian word wiki, meaning "quick") and encyclopedia. Just about anything you can think of is on this website. It's one of the top 5 searched websites! |
Mark's Point Of View
Question: Mark, wont the internet or the landlord's broker give us all the market information we need for determining whether or not the landlord is offering a fair market deal?
Answer: What may be available on the internet or from a phone call to the leasing agent is an asking rate or "sticker price", not the "strike point" arrived at in an arms length transaction between two fully informed parties. The asking rate will not allow you to effectively compare and evaluate items such as construction costs, pass throughs of operating expenses, real estate taxes, rent abatement, parking costs, base year etc. It is also imperative to know what types of transactions landlords are willing to do in competing buildings in order to create leverage.
I also wanted to reiterate that we are requesting meetings with Professional and Corporate Office Tenants. We are looking to represent a handful of Tenants, each occupying 5,000 rentable square feet to 500,000 rentable square feet. Please call or email us to schedule a time to discuss how we can help.
Other than representing you, a referral is the greatest compliment I can receive. |
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My focused speciality is solely driven to advocate the office space interests of Southern California-based corporations and professional services firms in leasing and purchasing negotiations of all types-renewals, relocations, renegotiations, recasting, subleasing, terminations and investments on a local, regional, national and international basis through a network of offices in 200+ markets around the world. Assignments range from single office lease transactions to national and multi-national real estate portfolios. It is my sincere desire to develop meaningful, long term relationships as your trusted
Tenant Rep Consultant and friend. Regards, Mark
Thank you for taking the time to spend a few minutes with me.
Sincerely, Mark D. Rauch Senior Vice President Travers Realty Corporation Direct: 213-430-2469 Mobile: 818-943-2959 License # 01019455
mrauch@traversrealty.com LINKEDIN TWITTER TENANT REP TIMES BLOG
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