What do you do if your commercial real estate expertise is being questioned?

Don't take it personally. In fact, in business and in life, it is rarely helpful to take anything personally. When they are critiquing you, it has everything to do with their interpretation of what your saying; it's not an objective fact. Just be curious and ask questions about it. People who are secure in their competence don't blow up when it's questioned.

If your expertise is questioned by anyone, it provides you with an opportunity to genuinely listen to their concerns and ask clarifying questions to ensure you understand their perspective. Remaining calm and collected is crucial, as it creates a safe space for your clients and colleagues to share valuable insights about your brand and identify areas that may need attention. Remember, some of the most successful companies in the past, which are no longer operational, eventually stopped listening to the feedback of their clients and customers. Experts have to continuously improve, and sometimes, that means receiving constructive criticism and/or having to discuss your track record.

Pay close attention to their concerns, as they may offer valuable insights or perspectives you hadn't considered. Also, be sure to back up your expertise with tangible evidence, such as your track record, credentials, and relevant experience. Share success stories or case studies that demonstrate your proficiency in commercial real estate investment. Another thing I like to do as someone who uses private equity for our deals is reference their concerns head on and explain to them how we mitigate the risk and ensure we are able to protect and grow investor capital. There is risk and concern with any investment, addressing them head on puts investors at ease and shows that you have a framework in place in case unexpected issues arise.

Never overreact, if you have confidence in your abilities then keep moving on. That is why it is important to have a strong brand in your industry. That is something I worked on 25 years ago when I first started. I was one of the only ones doing email blasts back in the day, now I work on social media. I still haven't opened a TikTok account and I do not think I will but I will see what the next big thing is after that and consider those platforms.

La experiencia siempre será CUESTIONADA cuando el cliente es nuevo o desconoce del MERCADO, lo ideal es aclarar con EJEMPLOS Y DATOS que tu experiencia y tu trabajo son los mejores que puede tener para sus bienes raíces comerciales. Sin embargo, una persona no debe DESGASTARSE si un cliente no confía en tu trabajo, solo hay que apartarse y seguir, el tiempo de un agente inmobiliario es uno de sus valores más importantes, y no hay que estar enseñando a quienes no confían en tu trabajo. Si el cliente no te cree capas déjalo, y el tiempo le dará la experiencia para saber que tu EXPERIENCIA y tu TRABAJO eran los CORRECTOS.

As a younger professional I face this often based on my age. Often my response surprises investors because I agree with them and own my age. It is surprising to think someone so young can help someone who most of the time is twice my age based on experience alone. After agreeing with their point of view though, avoid using the word "but" and replace it with "and". This helps you look less confrontational and allows you to follow up with why you are an expert.

Maintaining composure when your expertise is questioned in commercial real estate is crucial. Reacting defensively can undermine your professional image. Instead, it's essential to listen attentively to concerns, taking them seriously as opportunities for constructive dialogue and growth. This approach demonstrates confidence and openness to feedback, ultimately enhancing credibility and fostering positive outcomes.

First off, make sure you listen to find out what made a client feel this way. Typically when you are engaged by a firm they've met with several other brokers and spoken to references, but chosen to work with you. What changed? In the real estate business, there are going to be many times when you have to deliver news to a client that they don't want to hear and sometimes that can be looked at as if we were the cause. In the service industry, some people may consider agents to be interchangeable, regardless of how good one is at their job. Working for a smaller company, without the backing of one of the big names also comes into play. Don't let situations like this sway your confidence in your ability.

Sharing your relevant experience will go along way in helping to ease a potential client's doubt. Some ideas to effectively communicate your position include: - Case studies of similar types of projects and details of how you successfully navigated the deal. - Provide samples of work product from previous projects that demonstrate your competencies. - A highlight list of projects you have been involved with in the past. - Provide some general statistics of your success in this space (i.e. number of transactions, sales volume, etc.) - Testimonials and letters of recommendations from previous clients. - Articles, white papers, blog posts, or any other material you have published in the past that is relevant to the project.

As someone who syndicates commercial real estate deals, providing evidence of past performance goes a long way to ensure investors that you know what you are doing. My firm focuses on value-add strategies and has been able to produce high returns for investors, showing exactly how we have done that through our specific business plan and risk mitigation frameworks provides investors with peace of mind and confidence. Always remember as well that when speaking with investors, they view you as someone who is an authority figure or expert in the space, often times it takes educating them on how you will reach specific outcomes and what to expect in order to counter skepticism.

When your expertise is on the line, keep it cool and professional. Offer to provide detailed case studies or insights into the market trends you’ve capitalized on. It’s all about demonstrating your knowledge through results and staying poised. Remember, true expertise shines through under scrutiny.

It’s all about data. Have data prepped that supports your thesis or claim - and always be prepared to share it proactively, as it builds confidence in what you’re saying. There’s such great data out there - traditional, alternative, thought leadership pieces from trusted advisors if it’s more subjective - it’s always good to have it on hand.

After agreeing with their point of view and using "and" allows you to insert your evidence to demonstrate your capability and track record of helping others who have come before them successfully and turn the question around on them. Ex. "I agree! As someone younger I think you'll be impressed I already have half a decade of experience when I started flipping homes doing the work myself. Paired with over $40M worth of multifamily transaction experience across 257 units I've already helped many investors just like you invest successfully. Would you agree that my experience is evident of someone knowledgeable and capable within the industry?

Providing tangible evidence of your expertise in commercial real estate is key to countering skepticism. Sharing case studies, client testimonials, and details of your education and certifications can reinforce your authority and quickly dispel doubts. Solid facts and a proven track record are powerful tools in reaffirming your capabilities and building trust with others in the industry.

Clear, transparent communication is in my opinion the cornerstone of successful deals in commercial real estate. Whether things are going right or wrong, it's important to be open and honest with communication and avoid beating around the bush, especially when talking to investors who have put their hard earned money into a deal with you. Be sure that everyone knows the status of the business plan, how it's being implemented, why certain decisions were made and exactly what you expect from those decisions. This not only builds trust, but also confidence in you as an operator and goes a long way when it comes to future investments.

Don't overcomplicate things. Keeping a simple vocabulary and using storytelling can illustrate more than rattling off facts and figures to someone. People like to have a conversation, not be talked at.

Effective communication is vital when addressing doubts about your expertise. It's important to explain the reasoning behind your strategies and decisions clearly, using language that is easily understandable. Avoiding excessive jargon, or if necessary, providing brief explanations, helps ensure that your message resonates with your audience. By communicating effectively, you not only demonstrate your knowledge but also foster trust with those questioning your expertise, showcasing your ability to convey complex ideas in a clear and concise manner.

Recall the best conversations you’ve encountered in your previous commercial real estate deal. Then apply those inputs in a positive conversation with Buyers, Sellers, Investors, Builders or even walk-in customers which in return will provide fruitful results. An open dialogue will encourage both ways communication traffic and meaningful exchange of thoughts during conversation. You will feel encouraged when your ideas are valued by the listener.

Encouraging open communication is essential when your expertise is being questioned. By inviting questions and concerns, you demonstrate your willingness to engage and address any uncertainties directly. This proactive approach not only highlights your confidence in your knowledge but also fosters a collaborative environment for clarification and learning. Embracing open dialogue can turn a challenging scenario into a valuable opportunity for personal and professional growth, ultimately strengthening your reputation as an accessible and knowledgeable expert in your field.

Nada supera o diálogo. Ouvir atentamente e de forma sincera vai te ajudar a esclarecer pontos até então não explorados. Ser verdadeiro e honesto, sempre.

In the dynamic realm of commercial real estate, keeping your expertise up-to-date is paramount. When met with skepticism, it serves as a prompt to remain abreast of the most recent industry developments, legal requirements, and market analyses. Embracing ongoing professional growth via workshops, courses, or staying informed through industry literature offers new perspectives and progressive methodologies that bolster your proficiency. Moreover, it showcases a dedication to mastery and an enthusiastic approach to self-improvement.

Similar to just about every industry, real estate is ever changing and staying on top of market trends, economic data, property data and tenant and investor preferences is key to a sustainable business. When you are questioned, if you show that you are up to date on everything new in the industry and can apply your current systems to meet new demands, you will immediately be viewed as an expert in the space. One more thing this does for you as an operator or investor is shows you are all in and committed to the business of commercial real estate and not just a passerby.

It depends on circumstance ... is the questioning coming from a legitimate place or from an u reasonable person? Either way, reflect and learn... it'll it's legitimate then what went wrong, how can it be fixed etc. If its unreasonable then how or what triggered that and how can you handle your response. Being able to reflect and learn in any situation is so important

Know when to walk away. Not every client will be a good fit. Not every negotiation is meant to end in a contract, or in a contract negotiated by you. Take time to analyze and determine what the problem and the objection is, and always do what is right for the client, it may be a personality issue and you may not be the right person in that equation. It could be insecurity from the counterpart, so many variables influence the thought process of someone questioning credibility.