When it comes to marketing, there’s always a lot of talk about what strategies to use, where you should focus your efforts and what the most effective tools are for gathering leads. But what happens when all your hard work pays off? When those leads start rolling in, a good portion of them will inevitably have questions, and how you respond to those inquiries can spell success or result in failure. We’ve rounded up five commonly asked questions from property management leads and provided a little bit of direction as to how you should consider answering.
What do you charge?
By and large, this is the most frequently asked question during the initial phone call, so be ready to respond accordingly. There are a few different angles you can take with this. If you’re competing on price and are confident that you are less expensive than the competition, feel free to throw out a number.
If your prices are higher, chances are you’re competing on service. In that case, respond with your own inquiry…..something like: “That depends. We have a variety of different price points. Can you tell me a little more about your property and your needs?” This puts the ball back in their court but keeps the conversation going.
What does your service include?
This question is a great example of why it’s better not to rattle off prices at the start of a phone call. The reality is, property management is a multifaceted job, and different companies offer different services. You can reiterate this by continuing with your own probing questions. By asking your prospect to provide more information, you’ll be able to gather a clearer picture of what it is he or she is truly looking for. Then, you can determine which, if any, of your services would be the best fit.
It’s always a great idea to try and schedule a face to face meeting during which you can go over, in detail, everything you can do for your new client. A second meeting also increases the chances of converting that lead to a customer.
How much money can I get for my property?
Once you’ve gathered some details about the property, such as its location, size, features and condition, you should, at the very least, be able to provide a ballpark figure on rent. Be sure to preface your response with the fact that the number you’re about to throw out is merely a rough estimate and could potentially change in either direction.
This is another golden opportunity to get a face to face appointment during which time you can do a walk-through of the property and perform a more in-depth evaluation to come up with a more accurate proposal.
How will you market my property and how soon will it be rented?
When someone reaches out to inquire about property management services, chances are they’ve already tried their hand (and failed) at handling the process on their own. They’re going to want to know right away whether hiring your company will be worth the expense, so be ready to start building that rapport to win them over.
Ask them to share a little about their own experience marketing and renting their property. This should provide insight into their particular struggles and pain points. Once you know what they’ve had trouble with, you can position your services as the ideal solution and more effectively close the deal.
How is maintenance handled?
Another struggle many property owners have is keeping up with ongoing maintenance. As such, it’s not uncommon for this question to come up pretty early in the relationship. Once again, you can leverage this inquiry to your advantage by asking probing questions of your own.
Get an idea of what specific challenges a particular prospect has experienced with property maintenance and then use that information to hone your presentation accordingly.
Part of your job as a property management professional will inevitably involve fielding incoming questions from prospective new clients. By preparing ahead and knowing the best way to respond, you can instill confidence in your leads and start building that relationship right from the start.
What FAQs did we miss? Please share them in the comments section below.