Acquiring new listings is important for every property management business. How do you present your service when listing a new property?
Try not to focus on getting the listing when in front of your client. Think about positioning yourself in relation to your competition.
And consider these three things when you’re next acquiring new listings:
Focus on your services
You need to draw the client’s attention to your services and systems, the professionalism of your office and the quality of service and staff experience:
- List your services and staff experience
- Provide your service guarantee (if you offer this, if not you should)
- Outline your systems and procedures
- Make available your staff profile; who is responsible for the day-to-day management
- Provide a proposal
- Outline the Landlord induction process
Don’t lower your fees
To gain a new property management, you don’t need to lower your fees to keep up with the competition. Experienced property management departments do not lower their fees to sign up a new management.
They provide a service which they stand by. It’s the department’s role to ensure the landlord maximises their rental income and sources quality tenants for the property to ensure the asset is maintained to a high standard.
Presume a sale
If you’re working in an agency with a sales department, never lose sight of the fact that the management may go to sale at some stage throughout the management process.
If you position your agency well, the investor landlord will no doubt be attracted to your services first. Ensure you have regular communication with your landlord and they are provided with updated information in relation to current and past sales and rental appraisals.
Also it’s best they hear from you anything new in the industry rather than from someone else in the field. Always present yourself as the expert in your industry!