Revising a Commercial Real Estate Company’s Sales Pitch
| Service | Business Development |
| Industry | Commercial Real Estate |
| Company | A development company focusing on urban renewal. |
| Situation | The company had redeveloped an historic property with certain tax advantages for the right investors. The challenge was being able to garner interest in a short pitch for a complex investment. |
| Goal | Revise and simplify current sales information to increase the number of sales leads that turned into real prospects and investors. |
| Approach | This particular investment property had a number of different value components, each of which by itself was fairly straight-forward. It became complex with the amount of detail necessary to understand how all the components worked in unison, especially for investors who don’t regularly deal with commercial real estate.
The approach was to strip out the detail in the beginning of the pitch and create visuals to help communicate the big picture. Then, as the prospect demonstrates interest, the details are systematically added one layer at a time until all components are explained and understood. |
| Results | The redesigned pitch documentation allowed prospects to quickly grasp the concept, determine interest in getting into the details and ultimately investing. The development company secured multiple investors to close the project on time and at goal. |