Qualifying

Sep 02, 2018

One of the expectations Expedio has of agents working any of our properties is that they will qualify potential clients.

It is a relatively simple task to qualify potential clients , and the benefits are immense.

We start by asking questions. We start by asking the industry they are in, and what they do. The answers will go some way towards determining whether their anticipated use for the premises is compatible with the building and compatible with the zoning.

From there we ask what physical characteristics they are looking for in a building – size, office to warehouse ratio, amount of office space they require, parking, access, quality etc

The answers will determine whether the building we have in mind will likely suit, or whether there are other more suitable premises.

From there we will move on to where they are located at present, and the extent the geographical location may have on their business. Knowing where they are currently located also means that if the there is a likelihood of the tenancy moving forward, we can drive by their current location to determine how well they look after it. The answer to this question also tells us whether they are currently in business, or a  start-up. And of course budget is important. Particularly in a period of escalation of both values and rents such as we have seen over the last few years, many tenants are out of touch with what they may have to pay on the open market.

All of the above information is garnered from just a few questions in a brief conversation, and can likely save a massive amount of time and disruption for agents, vendors and tenants – as well as the potential client. Often potential clients don’t know the answers to some of these questions. And that is where it becomes our job to find out. One example of this might be that they don’t know how much office space is needed. So the question becomes “How many office staff do you have?”.

In our experience most clients have massive pressures on their time. They are running businesses that require their attention. Which means that finding out as much as possible what they want and need before taking them on site, saves their valuable time.


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