The story begins like this:
a friend introduces me to a property owner. A very large commercial space, almost 1,000 square meters in the city--not the classic "neighborhood store" you might find on the everyday market.
The tenant is in for life and the property, is looking for a new tenant who is equally solvent and serious.
Twenty years is a long time, whole economic cycles have developed and collapsed. In the age of Amazon and online shops, it becomes very complicated to find entrepreneurs capable of sustaining high rents and creating some profit.
I meet with the owner and explain my marketing strategy to be able to meet the need, marketing plan and involvement of national partners specializing in retail and corporate ( colleagues I have been working with for a number of years and trust) in order to provide the best possible result in the shortest possible time.
Timelines are tight. In 3 months the tenant closes and the store will be empty.
During the commissioning phase, I am informed by the owner that there is a company from Milan, specializing in commercial real estate, that is taking an interest in the property, although no one has ever shown up in person:
"Alexander, I like you and want to entrust the task to you. I've given your contact information to this person, talk to him, figure out who he is and settle with each other!" the owner confides in me.
"No problem!" reply I, "let's work together to achieve the best!"
In the meantime in a confidential manner, I had already moved with some companies I thought were "papable" for the property in question, but without success.
I am contacted by my colleague from Milan, who is a serious professional with a historic company that deals with commercial properties of this type, commercial plates and warehouses.
The phone call is not the most pleasant -- inquisitorial I would say.
Who are you?
How do you work?
What activities have you already done?
Have you ever dealt with this kind of real estate?
Who are the companies you have already contacted?
Etc etc.
The BIG FISH., I thought.
what value proposition can I give the owner versus a structured company that has a database of 180 companies throughout Italy that he can solicit? I tell him that the owner has indicated his willingness to entrust me with the task and that I would gladly work with him on the lease.
The response comes immediately: NO
He does not work in "coagency," does not want there to be any overlap with clients (understandable) wants the assignment for himself.Disheartened I go to the property.
"Alexander tell me, what did he say to you?"
"He doesn't want to cooperate, he wants to work on it," I reply.
"but what company is it?"
…
"you want the truth? It is a company specializing in industrial and retail real estate, with 20 years of experience and many contacts with national and international companies... a suitable contact person for your real estate"
"... Let me think about it," he says.
In the meantime, my colleague from Milan calls me back, at which I find myself in an unfortunate position. Having to act as a liaison between property and another agency is not the best. I explain to him what I told the landlord....he thanks me.
If you want the assignment and don't want to cooperate go get it! I think to myself.... What do you expect me to do?
" the owner had expressed willingness to give the task to me " I tell him " if you want to cooperate the door open otherwise I do not know what to tell you "
He insists on his line, going so far as to say that the landlord-according to him-would be willing to pay double commission if he gives the assignment to his agency (!?!?)
"On Monday I will meet with the ownership again, and there I will try to get the assignment. You do as you see fit. If you want to work, I'm here," I briefly close.
Monday arrives. The landlord looks at me and says:
" I appreciate you telling me that the other agency on paper is more qualified than you to handle my property. But I decided to give the assignment to you because you are more HUMAN. (verbatim words) I did not like this other person's approach, even if only by phone.... My instincts tell me to work with you."
Are there more beautiful words a customer can say to you? I don't think so.
Result?
Tenant found in collaboration with other agency specializing in retail and corporate (willing to collaborate) who takes over the property immediately minimizing the months it remains vacant, happy landlord, 2 happy agencies, and nice figure made.
Then come and ask me what are the benefits of collaboration.... ????
P.S: upon signing the contract I found out that the BIG FISH during the term of office still showed the property to 2 clients ( it was open to the public ) to try to take a proposal without telling me anything.
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