Everything you do as a commercial/industrial agent makes a statement to your clients and prospects. These people are in the process of making one of the biggest, most important decisions they can make regarding the future of their business and they want to know that you are an agent they can entrust with the transaction.

Your clients and prospects value their time very highly. They are extremely busy people and when you show them property you are taking them away from their business. You need to be prepared so that the showing goes smoothly and presents the image of you as an agent that you want them to perceive about you.

Make sure that you have the necessary access to the building or space before you leave to pick your client up for the appointment. If you have been given a set of keys make sure they work before you bring your client to the building. Don't rely on the word of the listing agent. You may have a set of keys that are fresh from the locksmith but have not actually been tested to see if they work.

If the property has a lockbox confirm that it is one that you have the correct key for or the combination if one is required. Ideally you will want to preview the property before the showing to make sure that the keys work and to properly prepare yourself to speak more intelligently about the property when you show it to your client.

When you are showing the property bring several copies of the flyer that has the information on the property. You never know who in your client's company will decide to join him for the tour of the building at the last minute. This will have you be fully prepared with individual copies of the information for everyone to look at.

If you are showing office space in a larger building know in advance the answers to all of the pertinent questions that the client may want to know about the building. How much is the tenant improvement allowance? What additional costs will the client be responsible for in addition to the monthly rent? During what hours is air conditioning provided as part of the lease and what is the hourly rate for air conditioning to be provided outside of these hours? While the flyer for the office space will show the basic information your client needs to know, find out in advance the answers to the additional questions you know your clients may ask. Knowing the answers to these questions in advance really conveys the message to your client that you are a true real estate professional.