WINNING A LISTING ADVICE!! Commercial real estate - how to win a listing
COMMERCIAL REAL ESTATE winning a listing! Advice needed!

I am an industrial commercial real estate broker and I am trying to win a major listing. I work for one of the biggest “local” firms in my city and I know that brokers with national platforms are also competing for this losing. 

What can I do to win the listing and set myself apart? Anytime tip or advice is appreciated.
[{"id": "grfm0ie", "text": "Honestly, aggressive pricing. Anything egregious might be too far, but sellers won\u2019t give you the deal if other people think they can bring 25% more.\n\nRecent case studies, understanding of the market. Current listings.\n\nDo you have partners? Coming in with a \u201cteam\u201d helps, shows them that you still have the same capabilities as a national firm. \n\nShowing up empty handed is a mistake. Bring marketing materials of your BOV, on nice paper, bound. Multiple copies for the seller, you and anyone else. Ask the best broker in your office to see their materials.\n\nTell them you still have the same national reach, using the same listing platforms and etc.\n\nYou won\u2019t be able to \u201cset yourself apart\u201d on a local vs. national. The seller doesn\u2019t give a shit about the brokerage... they care about YOU vs the other broker. It\u2019s relationship. Most owners don\u2019t even know top 3 firms unless they are active.\n\nGood luck.", "replies": [{"id": "grfna9h", "text": "Thank you for your advice.\n\nWe have a team of four and two of us (me and my partner) met him a month ago and brought him comps marketing materials etc on nice paper. it was clear multiple people are going after him.\n\nI will definitely use case studies. \n\nI check in bi weekly with comps, market reports, snd possible options. \n\n\nPlease let me know if you think of anything else. I appreciate your help", "replies": [{"id": "grfq9u8", "text": "Look them in the eye, knowing you've done all your homework, and confidently state \"We're gonna get this done for you\" or similar.  You can do this, so tell them you can!  Good luck.", "replies": [], "depth": 3}, {"id": "grh8jwf", "text": "Sometimes, if I had time. I just made the OM up front. Like final draft quality. With photos I took of the property. \n\nI\u2019m in LA. I won a listing for a citi bank because I made the OM, met with the owner, priced it at $1M over what the large team with dozens of listings had, and said that I\u2019ll focus on making sure you\u2019re getting the most value out of this deal. \n\nIt was on the market longer, we had to work harder, we had 1 offer in a market where we should have had 20. But deal got done.", "replies": [], "depth": 3}], "depth": 2}, {"id": "grgx9do", "text": "Bring them off market offers then ask for the business. Even if the offers are below their asking, they\u2019ll recognize that you can work for the business. Tell them a platform listing will get better offers and they\u2019ll eventually give you the business if you\u2019ve been invested in them for some time. I agree with \u201cdon\u2019t show up empty handed\u201d advice. Remember, it\u2019s all about what you can bring them. Tell people what they want to be true and they\u2019ll believe you.", "replies": [], "depth": 2}], "depth": 1}, {"id": "grfta5t", "text": "Find something in common and talk casually about it.  Selling the property is the easy part.", "replies": [], "depth": 1}, {"id": "grfz11p", "text": "Find out what the owner likes to do and take them out for that activity. Sporting event, drinking, golf, poker, spelunking, whatever. Use it to sell them on you and having their best interest in mind. Getting to know someone on a personal level pays off more often than not. \n\nYes of course you need to represent you know what you\u2019re doing and have the reach, don\u2019t skimp on printed materials etc.", "replies": [], "depth": 1}, {"id": "grhfhxj", "text": "Just stopping in to say good luck bro! \n\nMake sure to ask them questions about what their goal is.. are you there to just plug a tenant in to get them income? Or focus on credit because they are going to sell this as an income property? \n\nI focus on retail so I don't have advice specific for Industrial Landlords.", "replies": [], "depth": 1}, {"id": "grhrws6", "text": "Setting yourself apart is irrelevant. You need to discover what hurdles you have in front of you and whether you are really in the running. Whenever you present a piece of important fact, like the price or the Cap, ask how the seller feels about that pricing. You are trying to elicit either a positive response or their objection. Also trial close it. At the end, if seller has agreed to your pricing terms and your commission ask \"considering it seems we are on the same page with all aspects of this deal, is there any reason you would not hire us for this assignment\"? If they pushed back on price or commission or anything, change it to \"assuming we can reach an agreeable pricing (or whatever) for you, is there anything that would prevent you from hiring us for this assignment?\"", "replies": [], "depth": 1}, {"id": "grim2kb", "text": "I've learned that no matter how big the listing potential is if there is more downside after evaluating the site chances are it may hurt your reputation in the long run. BUT if the site is positioned well enough and you feel confident that you have the ability to sell/lease then great! Best of luck to you.", "replies": [], "depth": 1}, {"id": "grjdfh3", "text": "The most important thing to understand is always what does the owner *need*. \n\nNobody wants a broker, but they need a broker. \n\nIt might be the most money, or closing quickly, or confidentiality. Its not always price, but more often than not.\n\nBig deals have a long runway before you even pick up the listing. There is nothing that can be done about that part now. \n\nFind out who the buyer/tenant is going to be and create personas and match them with real real people, so you can convey that to the seller that you know who the type of buyer is going to be.\n\nKnow every single component of his building before you arrive. If it is industrial square feet, ceiling height, roof type, fascade, acreage, zoning. \n\nComp it to the market and understand the numbers. \n\nTalk about problems your team has worked through to close deals that went sideways after LOI was signed but before the PSA/lease.\n\nIf you go in there and have answers for all the above it is him that needs to be working with you, because you are the prize. \n\nGood luck.", "replies": [{"id": "grjejy2", "text": "Couldnt agree more. Good luck", "replies": [], "depth": 2}], "depth": 1}, {"id": "grpbysj", "text": "Steak dinners, golf events, strip clubs, the highest BOV with a track record of hitting it.", "replies": [{"id": "grpc59m", "text": "If you show the highest BOV and don\u2019t have a history of hitting it then the first things are a lot more important. It\u2019s fun to see how C19 has made this evolve a bit.", "replies": [], "depth": 2}], "depth": 1}, {"id": "gs007rz", "text": "Use Videoms!", "replies": [], "depth": 1}, {"id": "gs5ubyf", "text": "What state/region do you focus in? Would be happy to connect sometime. I work with a number of national lenders that could be useful to you. Personally, I do commercial Title.", "replies": [], "depth": 1}]