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How do I determine what properties to show my clients?
I listen. I talk to them about their needs. I talk to them about their goals, and then I identify where it makes sense.
When it comes to commercial real estate, when it comes to an investor, as I shared before, you should try to have a specialty. You should try to have a niche in this business, whether you are an East Harlem Specialist or you’re a Clinton Hill Optimist, you are always looking to transact in either a type of property or a neighborhood.
So in New York City, when I’m looking to identify things to show a client, I’m not just looking to show them everything that’s listed on the MLS and/or things that I get calls about that are available off-market. I’m looking to ensure the properties that I’m showing my client meets their ROI when it comes to their investment opportunity and what return they want, as well as meets their long-term growth goals.
I only know that by having long conversations with my clients about, “okay, so what is it that’s missing in your portfolio, what is it that you want to transact out of in your portfolio?”
That’s what’s going to make you stand out as an agent in this business.