"Hire us to represent your property, because we represent somany other buildings...and, we can tell about all of the leads atthose buildings...to help you lease or sell your buildingquicker!"

In this day and age, when transparency and conflict avoidanceare top of mind of almost every corporate executive, I am amazedthat some commercial real estate brokers still use this tired andlame approach when soliciting property representationengagements. What is truly amazing is, that given the above,some property owners still buy this line of trash!

Some brokers actually tell property owners that they should hirethose brokers because the brokers represent a lot of otherbuildings and will share with them the leads that the receive onthose other buildings. That is a very common pitch! Those brokers make claims like:

• You'll have our complete attention (How is that possible?)
• Because we represent so many buildings in the local market, wesee every tenant (Will you share my leads with otherlandlords?)
• We'll tell you everything that's going on in the market (Willyour other clients mind?)
• Sign with us, and you'll have a greater chance of making moredeals (More or fewer deals?)

So, let me understand this: Some property ownersare actually comfortable notreceiving true representation, the kind of aggressive and objectiveexpertise designed to protect their interests, beat theircompetition, and help them succeed...the kind of service towhich the broker representation agreements the sign actuallyentitle them?