Real Estate / Real Answers - KW Central Florida Commercial

Bill's Blog
NNN Properties
Your Investment Calculator from Bill Dehlinger
About KW Commercial-Orlando
Useful Links
Market Snapshot
Contact Us
2012.12.01 | 2011.06.01 | 2011.02.01 | 2010.07.01 | 2010.05.01

Wednesday, December 26, 2012

Why so many Commercial Investment Terms?
Terms Associated with Commercial Investment Properties

Terms associated with Commercial Investment Properties have their own distinct meaning and relevance to the Commercial Real Estate Property family!

When a new investor enters the arena of cash flow properties or commercial property investments, they are constantly bombarded with terms such as full net exchange properties, income producing property, investment real estate properties.

Why are there so many different names that really are leading to the same result?

Commercial real estate property is an essential way to invest and add to one’s portfolio of investment strategies. Examples such as Walgreen properties for sale, CVS properties for sale representing the national chain properties for sale are highly sought after by the investment community. Why, for they are stable, credit worthy tenants that have little risk associated with their tenancy. The real estate investor is not running these businesses but simply receiving a monthly check from them for being a tenant in their building.

Income properties or income producing properties can provide an easy to manage steady stream of cash flow with tax benefits—if chosen with care. The full net properties are ideal for exchange properties for sale for they have the least amount of responsibility for the landlord and the safest avenue for the investor. National chain properties for sale like Walgreens, McDonalds, CVS and Burger King provide the greatest safety and long term appreciation for investors to share. Commercial investment properties can be troublesome if an investor chooses to take greater risks by buying shopping centers with many tenants. This requires hands on management and leasing skills that most investors are not trained to handle or prepared to perform. Thus purchasing CVS leases for sale may be the better route for these inexperienced investors. Smaller returns but safer results!

Before buying into the commercial real estate property family, be sure and study the different directions to turn, such as retail properties for sale, full net properties, retail investment properties, industrial and office investment properties and single tenant triple net properties.

4:27 pm est

Emerging Trends in Real Estate:2013 Report is available
Call Bill to recieve the Emerging Trends in Real Estate:2013 report. This 92 page report from PWC and ULI captures statistics of where we are and the opinions of many of today's commercial real estate thought-leaders on how 2013 and beyond will play out.
4:03 pm est

Wednesday, June 15, 2011

Orlando residential market has moved to a Seller's Market!
Recognizing that the residential market is a leading economic indicator and the commercial market lags behind (somewhere around 12-24 months in Orlando), the leading indicator has changed!

Reporting numbers of inventory of 11,480 and sles closed of 2,388; the absorption rate indicates an inventory of 4.8 months. Many consider that 5 to 6 months is a balanced market. Orlando has just "tipped" from Buyers Market to Sellers Market.

What does that mean for the commercial market? Good things...... We have already seen an uptick of activity in 2011 indicating that some of the money sitting on the sidelines is now in play. 

The report, from the Orlando Regional Realtor Association (ORRA) is called Market Pulse and it can be found at:
2:27 pm est

Saturday, February 5, 2011

Great article for CRE brokers on how to create a presentation!
Check this out:

It is 7:00 in the morning and it's freezing outside, but I'm at my Wisconsin lake house and the view is beautiful. As I gaze out the window all I see is white; even the lake has a white cast to it because it's frozen. For a split second I wish I had my ice skates with me. Then intelligence kicks in and I realize the ice probably isn't that thick and I'd just fall through and be even colder!

So, I switch my gaze to the warm fire glowing in the fireplace and a big idea hits me. After pondering how to write an article for my newsletter readers that will knock their socks off, it comes to me. If I could tell you how to win more listings without fail, it would increase your commissions and you'd be delighted (and maybe even begin to really look forward to my newsletter). This is a win-win idea.

Therefore, I have outlined 27 Steps to a Winning Commercial Real Estate Sales Presentation. Now you may feel many of these are small or minor ideas, but none-the-less they are all still an important part of the process. Here goes:

  1. Do your research - identify the prospect's primary problem (no problem, no need for the appointment) and be prepared with a solution. Just because a prospect has agreed to meet with you doesn't guarantee there is a need to fill. Be clear there is a valid problem for you to solve before setting up a meeting.
  2. When you are setting up a specific time to present, be clear you need ALL of the key decision makers present. This avoids having to re-present or having the details conveyed incorrectly in your absence.
  3. Ask enough questions ahead of time to be certain you can prepare for the meeting appropriately.
  4. Google the company and each person planning to attend the meeting or of importance to the company. Hopefully this will cut out any surprises, as well as potentially impress the prospect.
  5. Dress professionally; first impressions do matter.
  6. Be a few minutes early; this allows you to get acclimated and gather your thoughts before you begin. If you arrive on time or even late, you are forced to go directly into presentation mode.
  7. Smile during the presentation - this conveys warmth, trust, comfort, enjoyment and a pleasant disposition in general.
  8. Once you've arrived, re-establish the upfront contract. State why you are meeting, what you hope to accomplish, and how long you plan to spend together. Verify that everyone is on the same page; this is often overlooked.
  9. Be prepared and have an agenda. A lack of preparation is an automatic deal killer.
  10. Be sure your presentation is professional and error free. However, don't get stuck in perfection. Good enough is good enough.
  11. Make a presentation binder to leave behind - this also helps you to prepare. Your presentation should include:
    1. A summary of the problem and your suggested solution
    2. Maps, demographics, and photos
    3. Your suggested marketing campaign (This is a place to shine!)
    4. Competition
    5. Comps
    6. Expectations (Most brokers leave this out, but if you are clear with your expectations the relationship will go more smoothly.)
    7. A list of potential challenges
    8. Letters of recommendation or testimonials
    9. A sample list of users (when appropriate)
    10. Success stories from other clients who have experienced similar problems. Describe the problem, the action taken, and the successful result.
    11. Timeline
    12. Your contact information, as well as information on any other team member (including admin).
    13. Listing agreement


  1. Don't focus on too many points when presenting orally; pick a few points and focus on them. After all, you are leaving behind a presentation book for their review.
  3. If you get stuck, take a deep breath and ask a question. This will give you a few moments to gather your thoughts, check your notes, and re-focus your presentation.
  4. ALWAYS USE NOTE CARDS. Zig Zigler practiced before every single presentation, even though he had given the same presentation hundreds of times.
  5. Allow for and even invite interaction during the presentation. Some presenters don't like interaction. However, it would be a shame to deliver the entire "show" only to discover you're off track and missed the boat, especially since you could have switched gears if you had known (based on the dialogue during an interactive presentation ). Client interaction will also keep them from being bored.
  6. Before you present, prepare a checklist of items to be covered (use an index card for this). Then periodically check it.
  7. Admit ignorance. If you don't know the answer, don't fudge it. Just graciously inform the prospect(s) you will get the answer and forward it to them immediately.
  8. Ask who your competition is; in fact praise them when possible.
  9. Be Truthful at all times. People buy from those they know, like, and trust. Trust is key for a lasting and successful business relationship.
  10. Convey knowledge, enthusiasm, expertise, a willingness to serve, and finally - the ability to deliver the best solution for the client in the least amount of time and with the best price.
  11. Before launching into a close, understand the approval process. Review who's involved and ask what the timeline for decision-making is.
  12. When closing -- recap, be concise and confident, and know you offer the best solution. Don't be afraid to close by asking for a decision on the spot. ASK FOR THE BUSINESS. Too many brokers make this mistake. If you don't do this, your competitors will.
  13. Don't forget to have a copy of your listing agreement prepared ahead of time and available. Present the listing agreement and, if possible, get a signature.
  14. Provide a specific window of time that you are committed to being available in the event any questions arise, and then tell the client exactly how to reach you.
  15. Don't oversell.
  16. Finally, FOLLOW UP!

Good luck.
Cindy Spivack

10:54 pm est

Monday, July 12, 2010

Winter Springs to embrace $60M residential project
260 home may be built in a 40-acre parcel of the 640-acre Winter Springs Town Center District. The $4.6M purchase would include single-family homes as well as attached homes. Meritage Homes of Florida is spearheading the development.
8:51 am est

Link to web log's RSS file

A Blog is only as valuable as the content we share. Please add relevant information that would be of interest to the commercial real estate broker, investor, or anyone interested in the Central Florida real estate market. Even national stories are welcome if it helps give us a better understanding of our own area.

KW Commercial * Keller Williams Advantage Realty * 1351 Alafaya Trail, #100 * Oviedo, 32765 *
Phone: (407) 977-7600 Fax: (407) 977-7612 Direct: (407) 712-5166