Welcome to edition 43 of The CRE Agents' Weekly.

This is the LinkedIn newsletter where commercial real estate agents, brokers and leaders can get specific and tactical advice that will accelerate growth in their business and elevate their motivation.

 

Delivering Measurably Superior Client Outcomes

The distinction between a good and an exceptional commercial real estate agent or broker can often be seen in their focus on delivering results that significantly benefit their clients.

This entails not just meeting but exceeding expectations through measurably superior client outcomes.

It's about understanding that success in the industry doesn't solely come from winning listings or closing deals but from the impact these achievements have on clients' goals and aspirations.

The Essence of Obsession Over Results

Being obsessed with the outcomes you deliver to your clients means continuously striving to provide value that goes beyond the typical standard.

It's about leveraging every opportunity, tool, and strategy at your disposal to ensure clients not only achieve but also recognise the exceptional outcomes of your efforts.

This obsession with results should be as integral to your professional identity as any other aspect of your work, whether that be meticulous attention to detail, the relentless pursuit of excellence or any other attribute you choose to be known for.

Quantifying and Communicating Value

A critical component of focusing on client results is the ability to quantify and communicate the value added through your services. It's not enough to achieve great outcomes; clients need to understand their significance.

This involves translating complex market manoeuvres, negotiations, and strategic decisions into clear, tangible benefits.

Whether it's cost savings, enhanced property value, or time efficiency, sharing these outcomes in measurable terms helps reinforce your indispensable role in the client's success.

Beyond Perfection: Prioritising What Matters

In the pursuit of excellence, it's worthwhile to differentiate between striving for perfection in every task and focusing on what genuinely moves the needle for clients.

This means prioritising efforts that have a direct impact on client outcomes over tasks that, while they may contribute to overall quality, do not significantly influence the final result.

It's about finding the balance between doing your best work and ensuring that your best efforts are focused on where it matters most - you can delegate, outsource or automate the rest.

Leveraging Success for Future Growth

Every exceptional outcome achieved for a client is not just evidence of your current capabilities but also building blocks for future success.

By turning these achievements into case studies, testimonials, or references, you create a compelling narrative of your value proposition to potential clients.

This not only help you to attract new business, but it also cements your reputation as a leader in the industry, capable of delivering measurably superior client outcomes.

A Service-Oriented Approach to Success

Ultimately, the shift from a self-focused to a client-focused approach in commercial real estate is about adopting a service-oriented mindset.

By obsessing over the outcomes you deliver (instead of your own results), you align your efforts with the clients' best interests, which is what ultimately leads to greater personal and professional success.

This approach not only differentiates you in a crowded market but also builds a foundation of trust and reliability that is indispensable in fostering long-term client relationships.

 

And finally…

Patience

Good things take time. Be patient with yourself and your progress.

 

About the author

Darren Krakowiak is the Founder of CRE Success and the author of The CRE Agents’ Weekly on LinkedIn. He works with commercial real estate leaders to accelerate growth in their business. Darren is also the host of Commercial Real Estate Leadership; you can follow CRE Success on YouTube.