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Q: Realtor having first sit-down with Commercial Real Estate Developer ( No Answer,   2 Comments )
Subject: Realtor having first sit-down with Commercial Real Estate Developer
Category: Business and Money > Consulting
Asked by: theycallmearie-ga
List Price: $20.00
Posted: 27 Aug 2006 20:41 PDT
Expires: 26 Sep 2006 20:41 PDT
Question ID: 760048
I'm a Realtor and my husband is a real estate appraiser. I'm scheduled
to have my first sit-down with a major Commercial real estate
developer over lunch. I will have my husband, my business partner and
her husband (also a business partner), and the Commercial developer
along with his significant other (wife??) and/or personal assistant -
kind of like a triple date.  I'd like to know what are some of the
"right" questions to ask; what are considered "taboo"; how casual
should my body language be/or how aggressive and business-like should
I be. I would really love to earn his business; but have never dealt
with his caliber before. I don't want to sound too unpolished and
would like to speak confidently, commanding his business (in a subtle
way, of course).  Thanks
There is no answer at this time.

Subject: Re: Realtor having first sit-down with Commercial Real Estate Developer
From: myoarin-ga on 28 Aug 2006 04:57 PDT
This is just a free comment, not an "answer" to your question,
AND I am no expert.

I have already posted to your husband's question on one aspect of yours.
(If you didn't know he posted one, you can find it.)

I think that you and your female partner should agree to dress
conservatively, but well, your best business clothes appropriate to
the place you are meeting - shows respect.  To some extent, the fact
that the investor will be bringing his wife will help, since you can
follow her body language, unless she is much younger.  Whatever, you
don't want to upstage or outshine her.
Since he has chosen to bring her along and make the meeting seem more
of a social occasion, it may start with informal getting acquainted
and no business, but that will still be important, the impression they
get of you four.  There is a chance that the only discussion of
business will remain general, just to get an impression of your
(plural) experience, competence, and compatibility with his way of
thinking, rather like an initial job interview that at best ends with
an agreement to meet again.  That is what it is, isn't it?

And they probably have done this sort of thing before, can be
considered a team, he may value her judgement and impressions of two
business women.

Taboos?  Talking about family, unless he raises the subject, but don't
ask him about his, unless he volunteers information.  Let them lead
the conversation. (You really should  try to learn as much as possible
about him and his business before the meeting.)  If there is a
complete lull, have something to say about current events  - but not
politics or religion.  Of course, if you know about his hobbies or
community work, you could ask about that.

Compliments:  about her apparel, his business, whatever.
Someone once wrote that a compliment only has value from someone who
really knows, i.e., someone who is an equally good performer at the
activity, has jewelry of the same quality, etc.  Wealthy people know
what they have and what it is worth  - and are accustomed to hear it
mentioned.  Just say you like something, if you do, and don't gush. 
And if you receive a compliment or hear an "I like that," just say
thank you and don't add any explanations, unless asked.  (The remark
may not have been entirely sincere.)

In this kind of semi-social meeting, you all want to come across as
social equals, professionally competent.

I hope this is some help  - and not off track.
Good luck!  Myoarin
Subject: Re: Realtor having first sit-down with Commercial Real Estate Developer
From: brokerzilla-ga on 28 Aug 2006 22:08 PDT
This response has also been posted on your husband's question.

I agree with the previous comment of not overstating your
qualifications because you can cost the potential client a lot of
money AND look foolish doing it.  That said, I have seen many
instances of wealthy investors choosing to work with comparative
novice because they trust that person to tell them the truth.

In turn, you might consider contacting a more senior person in
commercial real estate and partner with him/her.  That way you can be
the bridge between competent help and the client.  At the end of the
day, commercial real estate brokers should be providing the best
service possible for their clients.

Hope this helps.

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