“You only get one chance to make a good first impression.” It may be an overused saying, but it’s completely true. As a commercial real estate professional, everyone you meet could be a potential client. Seriously, you never know! That’s why you should have a short and sweet elevator speech ready to roll of the tip of your tongue in a moments notice. Here are a few tips for developing your commercial real estate elevator speech:
Highlight Your Personal Brand
Who are you, what do you specialize in, what are your unique skill sets, and why are you the perfect broker for the job? An elevator speech is another way of promoting yourself and communicating your personal brand to potential clients. It is up to YOU to market yourself to get new listings. If you’re not sure what to say, think about how you market yourself on your social media pages, on your blog, or even in your resume. Be consistent and share your skills and expertise. (Related reading: Why You Need A Commercial Real Estate Blog)
Keep It Short and Sweet
A typical elevator speech is about 30 seconds long. Can you convey the value you bring to the table in this short time-frame? Think of your elevator speech as “teaser content” so the person wants to learn more about you and the services you offer. Your pitch should be short, yet intriguing, to keep the person’s attention.
Show Your Value
Let’s be honest; a potential client wants to know how you can help them. Focus on what you can bring to the table that is unique, pitch your strengths and passions, and make sure you make it clear to the potential client why you are so valuable.
Brainstorm Your Pitch
It may take a couple tries to get your pitch right, so let’s brainstorm for a minute:
- Who are you? Include your name, title, and company
- What do you do? Include your main specialty, years of experience, and any unique skills that you have
- What have you accomplished? Share your main wins, career stats, or other accomplishments
- Why should they work with you? What makes you so valuable? How can you help this client accomplish their goal(s)?
Practice and Deliver
Now that you’ve brainstormed what to say during your elevator speech, write it down and practice it. Yes…actually say it out-loud to yourself, a team member, or a trusted friend. What stands out to you? Do you sound confident? Is there any key information missing? Is your pitch memorable? Practice it over and over again until you are comfortable and sound natural. As you’re practicing, consider the following key points:
- Did you stay around 30 seconds?
- How was your voice? Make sure you’re not talking too quickly or too softly.
- Do you sound natural and confident?
- How was your energy level?
- Was it memorable?
When you’re talking to a potential client, don’t be afraid to mention tangible results that you have produced and successful wins that are similar to the clients goals. How have you helped other clients, and how will that experience help you to be the best commercial real estate agent for the job?
Modify As Necessary
It’s a good idea to have a couple different elevator speeches ready to go so you’re always prepared for any situation. You may have one pitch for networking events, another for trade shows and conferences, and another for an informal client introduction.
By taking the time to perfect your pitch, you will always be prepared to make an excellent first impression.