Commercial Agents – Strategies to Handle Clients With Overpriced Listings

When it comes to selling, and leasing commercial real estate you don’t want an overpriced listing unless there is some potential to adjust the price and attract enquiry. The fact of the matter is an overpriced listing wastes your time as the agent, but perhaps more importantly it also wastes the time of the seller.

Some clients and property owners think that the agent’s job is to sell or lease the property at the price that they are looking for. Nothing could be further from the truth. It is the agent’s job to convey the facts of the market to the client so they can understand how to resolve their property challenge at the best price or rental given the current market circumstances.

Many clients will not listen to the agents assessment of the current property market; or they will choose to selectively accept only some of the issues that they are told. If you believe that the client is reasonably motivated to sell or lease the property then an overpriced listing (within reason) can be acceptable.

So the message here is that you can accept an overpriced listing within reason and if you see a way through the challenge. That being the case here are some strategies to adopt as you move through the agency period.

  1. Always show the client clear market evidence regards comparable properties nearby. That should include the asking price, the asking rental, the achieved price, the achieved rental, and the time on market. You should also include details of property improvements as they apply to each particular property. There may be differences and enhancements which distinguish that property above those in the local area.
  2. If the client wants you to market their property at the inflated price, then seek vendor paid marketing funds to support the process. If they really believe in the price, they will or should believe in payment of funds to support the marketing campaign.
  3. Alert the client to the types of enquiry that’s out there at the moment. Explain to the client that the levels of enquiry today are limited and perhaps are just 1/3 of what they used to be. This then says that each enquiry has to be captured and converted. Waiting for the special person that will pay a top price or a top rental can be counterproductive and over saturate the market with the relative listing. A listing becomes stale within about six weeks; it simply dies as a listed property. If you cannot get genuine enquiry to the property during that time and undertake a few inspections then you have wasted the critical marketing window of time. The client has to adjust their price.
  4. After every property inspection give feedback to the client of the comments made by the inspecting party. This becomes third party evidence and is quite relevant to helping you convert the client to more realistic terms of sale or lease. When the opportunity presents itself, seek approval to reduce the asking price or rental. This should be done at least every two or three weeks. If the property is being offered for sale by auction, tender, or expressions of interest, then the pricing process is dictated by the market. In that case it is essential that you give feedback to the client from every inspection and every enquiry.
  5. The history of sales or rentals in the local area can be trended on a graphing display or process. It is best to focus on the pricing and rental activity over the last two years and most particularly the current 12 months. This is evidence that the client would find hard to refute.

As a general rule you should not always take overpriced listings into your books. That being said, you should not always walk away from them either. It is a matter of strategy and belief in the client’s ability to be flexible and realistic with their property challenges.

Commercial Agents – Strategies to Use in Listing Commercial Property Today

When it comes to listing commercial or retail property today, you need to be prepared and practiced in the finer art of pitching and presenting your services.

You will only have one opportunity to convert the client in a sales pitch; everything you say and do have to be orchestrated and relevant to the property type, the market, and the client’s needs.

Here are some specific strategies to use in the property listing presentation process.

  1. Make sure that you have comprehensively inspected the property beforehand. You need to know everything about the property and the location so that you can address any questions that the client may raise. It is a strategic advantage to undertake this inspection with the client a few days before the final sales pitch and listing presentation. You then have time to formulate your ideas and recommendations in a relevant way.
  2. There will be two or three specific concerns that the client has in marketing their property today. You need to find those concerns from your discussion with the client, and then deal with the answers through your sales pitch and presentation. The best way to do this is to incorporate a formal question and answer process in your property proposal document.
  3. The trends of the local property market are absolutely essential to the presentation that you make today. There is no doubt that the property market has changed significantly even in the last 12 months. The facts of that change should be conveyed to the client so they have no misconceptions regard their property and its promotion. You will need third party evidence to make this information relevant.
  4. Do not bind or indicate to your clients any specific results and dates. It may be that the property has a limited base of enquiry and target market. It could therefore be on the market for some months. Your listing presentation should reflect the fact that extended time on market maybe something that they should prepare for.
  5. In any property presentation it is evident that graphs and numbers more easily prove a point and attract attention. Merge these concepts into your otherwise written or verbal presentational material. Even though you may spend significant hours on a great proposal for the client, is well known that most clients to not read the document in any particular detail. You need to put photographs, figures, and graphs into your documents so that it attracts their interest and attention.

It is likely that the client has some preconceived ideas of price or rental. It is also likely that they have some preference regards the methods of sale or the methods of lease.

The client will usually choose the factors that do not really work in the local market today. They are seeking to avoid discomfort in the sale or lease process and want the best price or rental. Preparation and information are the only things that you can utilize to work through this challenge.

Through the entire presentation and listing process, make sure that the client understands that your principal and primary goal is to protect their interests and optimize their outcomes. They need to trust you with these two critical factors. If you can do that, you will be the agent of choice.

Commercial Law – Payment of Commission – Commercial Agency Regulations – Commercial Agent

The case of Heirs of Paul Chevassus-Marche v Groupe Danone and Others (Case C-19/07) [2008], involved a determination on community laws relating to commercial agents. According to Article 7(2) of Council Directive (EEC) 86/653 (On the coordination of the laws of the member states relating to self-employed commercial agents) (“the Directive”):

“A commercial agent shall also be entitled to commission on transactions concluded during the period covered by the agency contract either where he was entrusted with a specific geographical area or group of customers… And where the transaction has been entered into with a customer belonging to that area or group…”.

Article 10 provides as follows:

“(1) The commission shall become due as soon as and to the extent that one of the following circumstances obtains:

(a) the principal has executed the transaction; or the principal should, according to his agreement with the third party, have executed the transaction; or…

(c) the third party has executed the transaction.

(2) The commission shall become due at the latest when the third party has executed his part of the transaction or should have done so if the principal had executed his part of the transaction, as he should have”.

In 1987, the first respondent in this case concluded an exclusive mandate with C. The applicants in this case were heirs to C’s estate. The exclusive mandate concerned the first respondent’s representation of C’s subsidiaries, namely the second and third respondents, in their dealings with the importers, wholesalers and retailers of their goods in a specific geographical area.

Before the termination of that contract, C requested payment of various sums. Such sums included commissions relating to purchases made by two companies established in his geographical area.

The requests for payment were refused on the ground that the purchases concerned had been made from central buying officers or dealers in metropolitan France, an area outside the control of the respondents, and without any action on C’s part.

C then brought an action concerning payment of commission.

The national court made a reference to the Court of Justice of the European Communities. The question concerned a request for a preliminary ruling on the interpretation of Article 7(2) of the Directive. The question referred by the national court was as to whether Article 7(2) of the directive was to be interpreted as meaning that:

“A commercial agent entrusted with a specific geographical area was entitled to commission where a commercial transaction between a third party and a customer belonging to that area had been concluded without any action, either direct or indirect, on the principal’s part”.

It was held as follows:

The court was of the opinion that

· Article 7(2) of the Directive had to be interpreted as meaning that a commercial agent entrusted with a specific geographical area did not have the right to a commission for transactions concluded by customers belonging to that area without any action, direct or indirect, on the part of the principal.

· Article 7(2) merely refers to any transactions concluded during the period covered by the agency contract. There is no requirement that those transactions had to be entered into with a customer belonging to a geographical area or a group of customers for whom the commercial agent was responsible.

· There is not an express requirement for action on the part of the principal, and there is no requirement for action on the part of the commercial agent.

· However, it should be noted that when considering Article 7(2) in conjunction with Article 10, the commercial agent’s right to commission arises either:

§ when the principal has (or should have) carried out his obligation; or

§ when the third party to the agency contract, namely, the customer, has (or should have) carried out his obligation.

· The presence of the principal in the transactions for which the commercial agent could claim commission was indispensable. It therefore followed that the commercial agent could claim commission. The commercial agent’s claim for commission could be made on the basis of a transaction only to the extent that the principal had acted, directly or indirectly, in the conclusion of that transaction.

· As a result, this meant that it was for the national court to establish:

“Whether or not the evidence before it, assessed in the light of the aim of protecting the commercial agent and of the obligation on the principal to act dutifully and in good faith, allowed it to establish the existence of such action, be that action of a legal nature”.

© RT COOPERS, 2008. This Briefing Note does not provide a comprehensive or complete statement of the law relating to the issues discussed nor does it constitute legal advice. It is intended only to highlight general issues. Specialist legal advice should always be sought in relation to particular circumstances.

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