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Growing your rent roll through sales opens (OFIs)

12 August 2014 Bob Walters

So many agents miss this easy, no-cost way of attracting new property management business.

A substantial percentage of people who attend sales opens are either current or prospective property investors.

How can you take advantage of this opportunity?

  •          Attend the open
  •          Ensure that your property management marketing material is being handed out by the sales agent.

What can you say when you call them?

“Mr Smith, my name is Bob Walters from XYZ Real Estate. Last Saturday you attended a sales ‘open for inspection’ of ours, in Magnolia Place, May Park. I represent the property management division of XYZ Real Estate. Is it possible that you may be interested in this property for investment? If so, can I assist you with any information regarding the rent this property could achieve on today’s market?”

Subject to the prospect's response to this script, you could go into further questions, such as:

"Mr Smith, do you own any other investment properties? (if so) Are they currently in the hands of an agent? (if they are) Are you totally happy with the service that your agent is providing?"

If he is happy: "It sounds to me like you are being well looked after, Mr Smith. We are also proud of the service we provide in property management. We have an investor newsletter that is made available free of cost or obligation to all local property investors, would you like to join our mailing list?"

If he is not happy: "It sounds to me like you are not getting the quality of service that you should expect from a professional property management agency. We are property management specialists here at XYZ Real Estate and we are very proud of the service that we provide to our extensive client base. Would you be interested in receiving some information about our services?"

The main objective in this type of contact with a prospective client is to get them on your database.


Bob Walters is one of Australia’s leading authorities on residential property management.

Bob really “walks his talk” as he not only trains and consults to the industry, but also owns and operates a highly successful property management business in Sydney, managing over 500 properties.

He is also Australia’s largest selling author of property management audio/visual training products through his Company BWT (Bob Walters Team) www.bwt.com.au

Bob offers training, coaching and consulting in the following areas of property management:

     Business development

     Customer service

                                           Strategic planning

                                           Profit maximisation

                                           Due diligence services in the purchase/sale of rent rolls

                                           Systemisation

Growing your rent roll through sales opens (OFIs)
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