Corfac News

16 102013

Unfortunately, not all of our clients are loyal, honest about their requirements and objectives, or easy to communicate with.  This week, CORFAC brokers discussed  techniques to deal with these clients.  This is not a new subject in commercial real estate (a quick Google led to blogs here, here, and here), but there is always something we can learn. Here are a couple of tips from the call:

  • Enlist a trusted adviser to work with you – like attorney or someone who can help spread  information or make decisions when the client is unreachable.
  • Give information to the client in a way that works for them.  If a report is too confusing, prepare a simple one pager that is easily digestible.
  • Always put what you offer the client, and your recommendations in writing. That way you have a record if you need it.
  • Pleasing a difficult client by doing a great job on a deal, or sharing invaluable information with them, can prove your worth.  This can lead to customer loyalty and referral business.
  • Keep your ego out of the process.  Give the best advice that you can, no matter the response you get from the client.

CORFAC Affiliates can listen to the entire call online: do you deal with difficult clients?

Locally Owned. Globally Connected

CORFAC International is comprised of privately held entrepreneurial firms with expertise in office, industrial and retail brokerage, tenant and landlord representation, investment sales, multifamily, self-storage, acquisitions and dispositions, property management and corporate services. Founded in 1989, CORFAC has 49 offices in the U.S., 5 in Canada and 17 in international markets, including Australia, Colombia, France, Germany, Ireland, Israel, Italy, Japan, Mexico, Romania, Russia, South Korea, Switzerland and the United Kingdom. CORFAC offices completed more than 10,000 lease and sales transactions totaling 620 million square feet of space valued in excess of $8.2 billion in 2018.