Many property managers are unsure how to ask for business at the end of a listing presentation, one major real estate group's head of property management has said.
According to Amy Sanderson, head of property management at LJ Hooker National, it is of paramount importance for property managers to secure an authority after a listing presentation.
“If you don’t secure an authority in the first meeting, clarify with the prospective client when they want to make a decision, when it is ok for you to contact them and if a phone call is ok,” she told Residential Property Manager.
“Also, find out if they are interviewing anyone else, then ask if you could give them a list of questions to ask the other property manager in an attempt to control the direction of the other meeting,” she said.
The next step is easy, according to Darren Hunter, director at Leading Property Managers of Australia (LPMA).
“Follow up - most property managers never follow up! People stall their decision for all sorts of reasons. The person who follows up a few days later is likely to get the business,” he said.
But ensure your follow-up call is relevant, Lisa Indge, managing director at Let’s Rent, said.
“Make sure the follow up is relevant and not just saying ‘Give me a call’ or ‘Ddid you get my message’. Perhaps let them know about a new listing you have that is similar to the property they are looking to lease,” she said.
Meanwhile, Leah Calnan, director at Metro Property Management, said if you don’t secure the listing, don’t be afraid to ask why.
“If they don’t secure the listing, be brave enough to ask the clients why not? What do you have to lose?" she said.
“Set a reminder to touch base with them in three, six, nine months time – see how things are going. You just never know what the future can bring.”