In an ideal world, I’m deeply involved in every aspect of my office buildings. When a broker reaches out for a viewing, I ensure that each tour showcases not only the building’s unique qualities but also my personal commitment to every detail. As the owner and developer, I am the single point of contact and offer a tailored experience to fully convince both the broker and the prospective tenant of what our office building has to offer.
My approach begins with meticulous preparation. I ensure the building is in optimal condition and fully up-to-date with modern standards. In my projects, I’ve invested in sustainable and energy-efficient technologies to raise the building’s energy label to A+, including systems like heat pumps and LED lighting. These measures not only reduce operational costs for future tenants but also contribute to a more sustainable future – something increasingly valued by businesses today.
A key part of the presentation is the showroom, which serves as a marketing tool and gives a clear impression of the building’s finish and potential. This lets brokers and prospective tenants know exactly what to expect. For the viewing itself, I pay extra attention to the reception area. It is thoroughly cleaned and prepared, and a digital welcome message, such as “Welcome,” is displayed on entry screens to show the client that they are valued. This creates a warm welcome and leaves an immediate positive impression.
My presence as the owner during viewings is a unique feature that builds trust. Many buildings are not tightly managed, and viewings often take place without the property manager or building manager present. In my approach, I’m always personally present and remain the consistent point of contact, providing a personal and efficient experience. Typically, I work on only two to three projects at a time, which allows me to stay on top of all the details and answer questions directly. I know every aspect of the building and the improvements we’ve made, enabling me to quickly respond to specific tenant needs.
During the tour, I guide clients through the entire building, with the showroom and spaces of potential interest as highlights. By being present, potential tenants see firsthand that I know the building inside out and am fully committed to it. I ask targeted questions to understand their motivations and requirements, allowing me to show them exactly how the building aligns with their priorities. This approach gives me a clear picture of how the building can support their vision.
Each tenant’s space must fit their organization, so I always request a requirements brief. Based on this, I have my architect draft a possible layout on a no-obligation basis. This proposal provides them with a clear sense of how the space could align with their specific needs. For prospective tenants without a requirements brief, this is a unique opportunity to explore options, and I personally guide them through the different aspects of space planning. Working with my network of suppliers, we handle all the details, allowing them to focus on their organization while we create the ideal office space.
R.B
“My presence as the owner during the viewing is a distinctive element that builds trust, as potential tenants see that I am involved in every detail of the building.”
At the end of a tour, the financial proposal is, of course, crucial. After a positive viewing, I present an appealing and competitive offer, making the decision to choose our building as compelling as possible. This personal approach and flexibility help potential tenants feel at home and become convinced of the advantages of our building.
In my next article, I will dive further into creating lasting relationships with tenants and building long-term value after the lease begins. After all, a successful partnership doesn’t end with a signature – it lies in the ongoing value created for both parties.
