One of my corporate clients is growing quickly and plans to expand the office space they lease by about double. I had scheduled to show a sublease space in Richardson to him earlier this week. He had to cancel due to a client meeting of his own, but I told the agent listing the space that I'd still like to preview the space and take pictures to send to my client. He agreed and we met at the space which was not occupied.
As the agent and I were walking to the space in the office building, I was telling a story. I guess I was long-winded because he politely stood in the hall in front of the door patiently waiting for me to finish. I thought it strange that he didn't just open the door while I was talking. When I finished he pointed to an envelope on the floor inside the glass doors to the suite.
"See that envelope with my name on it," he said. "It contains the key to the suite. It's supposed to be sticking out from under the door a little so I can pull it out and open the doors to show you the space. I'm embarrassed that I can't open the door so we'll just have to look at it through the doors." Fortunately, the doors were glass and we could see a little of the space.
"No problem," I replied. "I couldn't deliver the tenant and you couldn't deliver the space. I'd say we're even. Let's go to lunch." We did.
Silly little story, but it demonstrates the need to be prepared. It's hard to make a sale when you can't show the prospect the product or service.