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Two
types of listing presentations. If ever you’ve sold or leased commercial real estate -
chances are you’ve sat through one or a dozen pitches from someone in my
profession. Common with all was a request to exclusively list the property with
them. You may have noticed - these “pitches” fall into one of two categories -
an owner centric or broker centric approach.
A broker centric package starts
with a recap of their qualifications, years in business, all the deals they’ve
done, their amazing marketing support - blah, blah, blah. As your eyes glaze
and your thoughts wander toward your weekend plans - two questions arise. So
what? How does any of that apply to my specific situation? Enter the owner
centric review. Demand this of your providers. Contained should be a review of
your reality, a recap of your property, market stats and a plan to elevate your
offering above others on the market.
Has
the government shutdown affected us. Yes. In two ways - uncertainty and loan approvals.
The wild stock market gyrations, news of a global slowdown, tariffs, and the
longest government shutdown in history have given small business owners reason
to hit the pause button on long term commitments such as hiring, machinery
purchases, leasing and buying buildings, or borrowing money. Plus - a high
percentage of building purchases are financed through the Small Business
Administration - SBA. No SBA loan applications are being processed. Once the
government reopens its doors - plan on a severe backlog of applications and
approval delays.
What
if face to face is impractical. Presentations, building tours, and discovery meetings are
best accomplished in person. But what if logistics don’t allow - the owner is
in Germany, there are multiple decision makers, or one of the parties is ill?
Tools such as FaceTime, Zoom video, and FreeConferenceCall.com can all replicate an
in-person experience.
Supply
chain improvements. As
customers demand purchases to be at their doorstep instantly - the supply chain
allowing that to occur must get better. Supply chain - from manufacturer to
consumer - has evolved since the catalog ordering days of the sixties - when
your item arrived seven weeks later. Now - click an image in an app - complete
the buy with PayPal or your Visa - and a knock on your door occurs with your
purchase. What’s not seen is the enormous infrastructure of shipping
containers, truck terminals, warehouses, and delivery vans that are required.
Look for cool new stuff in 2019 - vendor apps and warehouse ordering systems
based on LED lighting - just to name a couple.
Are
we in a recession. Technically
no. Defined as negative growth in gross domestic product - our economy is still
expanding. However, uncertainty breeds inaction. Inaction leads to a slowdown.
Voila. Stay tuned.
Allen
C. Buchanan, SIOR, is
a pricipal with Lee & Associates Commercial Real Estate Services in Orange.
He can be reached at abuchanan@lee-associates.com or 714.564.7104. His website is allencbuchanan.com.
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