Learn Commercial Real Estate
Empower Yourself
Commercial Leasing
It is a new week. As we know the show goes on.
Checking in first. Anything new, you want to share with me?
or the rest of the group? Successes, Failures, Things Learned?
I want to check in with you and remind you, your voice is valid and needed.
Your expertise, even if in real estate you consider yourself a newbie, you are validated in this journey.
In our group we have newbies and veterans, all still on this journey together.
Remember to use the Facebook page as a way to be heard, ask question or vent or get referrals or chat about deals.
Whatever it's our space.
This weekend I took a powerful Restorative Justice Training that focused my mind between the Landlord/ Tenant- Investor / Agent Buyer/Seller.
Business / Owner relationships that you and I develop over our experience in this field.
Among one niche, I am currently focused on Is working with Tenant and Landlords in Lease Renegotiations.
How are negotiations broken down when one party feels they have been harmed?
Being harmed is a feeling that something negative has happened, to you or someone else.
During the pandemic, so many real estate relationships have been harmed and shattered.
There are many stories of communication breakdowns and disconnects.
Some examples are, Landlords behaving in ways that went against the National Eviction Moratorium. Many Tenants experienced harassment and displacement. Other examples, are the Tenant not honoring Lease agreements, and destroying property or leaving without communicating with the Landlord; leaving like a thief in the night without notice.
The residential market felt the same negative energy pass through as well.
If you want to share some stories please feel free to do so on the Facebook page.
The idea here is to think about how you as a real estate professional can practice restorative practices when working with clients and other people in your space?
During the opportunity of Lease Renegotiations or even when it comes to clients not wanting to pay a commission, because a previous agent may have screwed them over. There are many ways , we as real estate professionals can implement these in our best practices.
Here is a method called EARS that we learned this weekend in the Restorative Justice Training.
E- empathy - putting yourself in the other persons shoes
A- active listening - listening not hearing so you can make a response
R- reflect on what they are saying
S- Summarize para phrase what you heard and ask " Did I get it right"
Example, Empathy " I am sorry that Tenant didn't honor their Lease, I understand the Pandemic has been hard on Landlords also.
Example, Empathy, ' That is such a tough situation to be in, how did the Landlord evicting your business impact you?'
Example, Active Listening " Listening to understand not to have a reply"
Example, Reflect/ Rephrase " You felt impacted by the loss of business and revenue which affected other areas of your life"
Example, Summarize " Your were harmed by non payment, and the inability to continue business, does that I get it right?"
So that is EARS - practice using these techniques when working with situations where the other party/client feels they have been harmed.
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QUICK REMINDER: REAL ESTATE AGENTS CANNOT GIVE LEGAL ADVICE.
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Small Things Make Big Difference
At one point does the breakdown happen? How is the other part not honoring their agreement ? Spoken or unspoken?
How has the impacted you?
Different Point of View
When clients may seem angry or off putting they may have experienced a negative event in the past.
Don't let this stop you from being great. Use the EARS method to get down to the concern.
Empathy and Sympathy are 2 different things.
What Remains the Same
Active listening never goes out of style.
Smiles never go out of style.
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If you ever wanted to build your email list and start sending out emails
Convertkit is a great way to do it. They have a free version and you can send as many emails as you want from your business name. They also have landing pages if you don't have a website and forms to add in your website if you have one.
| Convertkit signup |
It is super easy to use.
Membership will be opening again, In September price will be $199 commitment fee and $49 per month
As always have a productive week.
ENGAGE AND CONNECT WITH US. I'd love to hear from you.
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ENGAGE AND CONNECT WITH US.
BRING US YOUR QUESTIONS ABOUT LEASING
WE ARE HERE TO HELP
Website address www.LearnCommercialRealEstate.com
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The best is yet to come,
Divine