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BDM tells property managers how to win more listings

09 October 2015 Jay Garcia

Property managers have been advised not to forget the importance of tiny flourishes when it comes to impressing landlords.

Property managers have been advised not to forget the importance of tiny flourishes when it comes to impressing landlords.

Harcourts Integrity BDM Sebastien How told RPM that property managers can impress clients with little details, such as highlighting the sections of paperwork that require their initials.

“It is especially useful for those contracts where the only opportunity you have to discuss with a client is either over the phone or via email correspondence,” he said.

“Another handy tip is to pre-fill the contract with the client’s details and anything else you might have been able to retrieve from the initial discussion with the client or after a physical inspection.”

Mr How said this not only quickens the process, but makes clients feel more confident about the property manager’s organisational skills.

“You are there to do business and making the paperwork as easy as possible to complete will see you collect more listings,” he said.

Mr How said thorough preparation is an important part of any listing presentation, as it is with any important event.

“You have to realise that you are essentially going in for an interview for the job, so you have to be prepared,” he said.

This applies to all the things a property manager wants to get right in the presentation, such as their questions, product knowledge and attitude, he added.

According to Mr How, beating nervousness is as simple as remembering that clients are simply people too, and that even they make mistakes or jokes from time to time.

“I try to humanise my role or my presentation, maybe crack a silly joke or create an ice-breaker to strip away the uncertainty at the start of the appointment,” he said.

“Then I am able to work on the engagement side of winning the business, in particular the process of building trust.”

[Related: Want to know 7 secrets to listing presentation success?]

 

BDM tells property managers how to win more listings
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