The Sales Process

service process

A Commercial Real Estate client from Drumheller, who is selling a flip renovation property in Calgary and is relatively new to Multifamily real estate, recently asked me if I could email him the next steps in the sales process so they would know what to expect. Either they are extra curious, or they are thinking of a career in real estate. Either way, with his permission, here is what I responded...

The Customer Service Process

When I get an inquiry for a certain type of property, I

A) First, I need to separate Prospects vs. Suspects, so I ask many probing questions.

B) I then need to Establish Rapport and Professional Trust with the caller.

C) I strive to quickly identify their needs & suggest properties that fit their criteria.

D) I immediately send as much information as I can from my blackberry. I have a ton of detail stored in my two smart phones, so I am able to send detailed info to clients ASAP.

E) I then follow up and spend time answering questions & responding to objections promptly.

F) While closing the sale, I ensure that the entire file, including the contract, is organized and complete.

My overall goal as a Commercial REALTOR / Broker is to work with every client each day, as if they have already referred me to all of their friends. In other words, I try to treat all clients as VIP clients.

I partner with all of my clients and customers and commit to helping them achieve their goals.

For more information on how my Bob team can help you sell your Alberta Commercial/ Investment property, call me at 403.324.2222 or email

Bob Sheddy

Bob Sheddy

Broker of Record
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