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How to Handle Client Resistance and Push-back in Commercial Real Estate Brokerage | Commercial Real Estate Training Online
In commercial real estate brokerage, you will almost always get a degree of client resistance when it comes to closing on a typical transaction in sales or leasing. Most clients need to think about the facts of the deal, and consider the impact of full offering or the transaction. Align your thinking to the clients situation and the market conditions. There are things that you can say about both and help balance the decision for the client. (NB - need negotiation tips? You can get our 'Snapshot' course for brokers right here - it's free) So, what do they do as part of slowing down the deal? Sometimes they will refer the document or the elements of the deal to their property attorney or accountant. Either way, you must generally go with the flow and provide the best elements of logic and opportunity to the client as they move to a decision. You should help them in being fully informed as they move ahead. Market Aware A 'market savvy' client will usually