Meeting a prospective client/owner for the first time is one of my favorite activities. It’s rather intense because it means possible new business, but more importantly it’s a test of both my listening and presentation skills. Whether the prospective client has come to you through referral or was attracted in by an internet search, the goal of the meeting is the same. The goal is NOT to “sell” the client on your services but to educate the prospect so that they conclude your property management services are the best value/fit for them. The avenue to that education is to discover the problem the prospective client is trying to solve by engaging a Property Manager at all. Identifying The Need Central to this is recognizing that the client was driven to action by symptoms that may not be pointing to the source of the problem. Often times tenant problems are a result of a misunderstanding, assumptions, not having has the lease explained, or owner involvement that circumvents the current property manager. An experienced property manager will listen to all the symptoms, indentify the problem sources, . . . and then describe how their services will solve that. I refrain from that approach and instead sympathize with the situation and recommend a course of action that the client prospect could take. What I want the client prospect to deduce is that my suggestion is simple, straight forward, logical, . . . . and too inconvenient for them to implement, and instead want me to do it. Respect Swings Both Ways Often a property owner is just looking for the lowest price. They see property management as just collecting rent and have little respect for the project management, people management, and vast contractor network skills needed. In those cases I just wish them luck and know that anyone who is charging less won’t be for long. Investors Have Different Needs Dealing with investors/owners is a significantly different dynamic. Investors who have never managed their own properties are looking at cost only and discount the Property Management services value. In contrast if they have management experience then the discussion boils down to a compare/contrast of management methods, philosophies, and “war stories”. I get hired based on how I can reflect the owner’s philosophies to the tenants (and whether I can make any money at it). There is nothing better than to take on a new client that has reservations or is financially bleeding from an out of control tenant, and then turn around the situation to their surprise and satisfaction. When they then admit their appreciation for taking over or handling an ugly situation that was previously ruining or could have ruined their day, and they feel like they dodged a bullet . .. . . . well that really makes my day. 77th Meridian, LLC manages residential property in Anne Arundel and surrounding counties, and parts of Baltimore City for a monthly fee of 7.7% of the collected rent. Why pay the 10% others charge? We save you TIME and WORRY. . . .
0 Comments
|
Archives
August 2017
Categories
All
Subscriptions |