There are so many owners that feel they can manage a property themselves, and are advertising on various websites such as Gumtree. Not sure if you’re aware, but there are companies that if you list your private property with them, this then is uploaded to REA.com & Domain.com plus a further other 8 websites, so competing against real estate agents is becoming so much easier now. (This is another article in itself)
Don’t get into the mindset of this won’t affect me, because the easier things become for people, the more people will then jump on board. More and more people will manage properties themselves, if they feel they can do a better job, or they’ve previously had bad experience with an agent.
Contacting owners that are managing properties themselves
An easy approach to help people who decide to manage properties themselves is call them up and offer them some assistance. I can hear you all cringe right now, “I’m not cold calling” Firstly, this is being proactive in growing a rent roll, but the point I’m getting at is, if you want a warmer approach, offer them some assistance, don’t call and tell them they should be using you.
Offer information and tips
Offer to send them some information that might help them lease the property faster, such as “16 tips to reduce your stress levels as an owner” This at least opens the door to build a relationship, send them something, (don’t miss the chance to send some information on your company) Then you can give them a follow up call in the next few days asking if the received the information, and how’s the leasing going?
This is branding your name, your company and it’s a very warm approach, not hard selling.
A few more options can arise from this, offer them a let/lease only service (again I can feel the moaning) but you can convert lease only business into full managements. An office I train just converted 5 properties from ONE call to an owner who had a property vacant for over two months.
“16 Tips to reduce your stress levels”
If you would like a free copy of “16 Tips to reduce your stress levels” contact me at firstname.lastname@example.org.
You can split this up into your own wording and make it 5 or 6 tips, even create some blogs around them. Now don’t forget to then add them to your contact management system and database for newsletters.
I hope your New Business is on Fire, if not give me a call.