As a commercial real estate professional, anyone you meet could be a potential new client, so it is important to be prepared and ready to make a great first impression with an elevator pitch. An elevator pitch is a short speech that concisely explains your background and experience and, most importantly, tells your audience how you can help them. You should have your pitch practiced and ready to recite at a moment’s notice. Use these tips to perfect your commercial real estate elevator pitch.
Keep it short
When you only have a few seconds to connect with a potential new client, you want to pique their interest so the person wants to learn more about you. A typical elevator pitch is less than 30 seconds in length and is meant to be direct and to the point. Your goal should be to deliver short, yet intriguing content so that the person will want to learn more about the services you offer. Show them that you value their time by keeping your pitch short, and then follow up with them by email or a phone call to discuss your services in detail.
Be clear and concise
An elevator pitch is a great way to promote yourself and your business. Focus on who you are, what you specialize in, and something that makes you unique. How are you different from other commercial real estate brokers? Why should a potential client choose to work with you instead of one of your competitors? Your message should be consistent with your personal branding and messaging you use on your website and marketing materials.
Add value
Focus on your audience think about what their needs are, and change your pitch slightly based on who you are speaking with. If you are speaking to a buyer, your elevator pitch would be slightly different than if you were speaking to a property owner. Tailor the content of your message to focus on how you can add value and be beneficial to that specific person. In a short pitch, you will want to make it clear why that person would want to work with you and how you can be a valuable asset to them.
Brainstorm your pitch
For most people, it will take a bit of practice to perfect your elevator pitch. To get started, take some time to brainstorm and write down a few notes about the following topics:
Who are you? Be sure to introduce yourself with your name, title, and company.
What do you do? Speak about your main specialty, years of experience, and your unique skillset.
What have you accomplished? If you have any large wins or impressive accomplishments, you can add that to your elevator pitch as well.
What sets you apart? Why should a potential client choose to work with you? What makes you unique and how can you help this person accomplish their goal?
Practice makes perfect
After you take the time to brainstorm some ideas to include in your elevator pitch, it is time to practice. Write your pitch down and practice it several times so you sound confident and relaxed. If possible, practice your elevator pitch with a family member, friend, or co-worker and ask for their honest feedback. When you are practicing, consider the following points:Was your elevator pitch around 30 seconds in length?Did you sound confident? How was your energy level? Were you upbeat and positive?Was it memorable or intriguing to the listener? Would they want to learn more about you?
It is always a good idea to have a couple of different elevator pitches ready, based on different types of clients you work with. The overall pitch may be the same, but a few words may be changed based on if the person is a tenant or landlord, or is interested in an industrial property versus a retail space.
By taking the time to perfect your commercial real estate elevator pitch now, you will always be prepared to make an excellent first impression.
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