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Being prepared with a handful of pre-qualifying questions for prospective clients will not only save you time, but also give you the edge when it comes to winning new business.
Nothing is more frustrating to a potential customer than being led through a whole sales discussion only to discover that the product or service you’re pitching to them is not the perfect fit.
It’s a frustration I’ve been reminded of too recently.
Last week, I was in the process of buying a new mobile phone. My existing phone needed replacing, and I wanted a quick upgrade to a new model while remaining on my same plan.
The problem was, when I rocked up to my service provider’s store, instead of it being a simple process, I was taken on a time-consuming merry-go-round that ended up with me visiting three stores and speaking to three different sales reps before I got anywhere near the new phone in my hand.
“Asking the right questions takes as much skill as giving the right answers.” – Robert Half
If the first rep had taken the time to ask me the right questions straight up, he would have avoided a lot of the headaches that followed.
These problems left me (their valued customer) frustrated and resentful of the time and energy they wasted.
Pre-qualifying your property management clients
If every property manager took the time to pre-qualify prospective clients before diving into a rehearsed sales pitch, it would not only avoid wasting time discussing things that are irrelevant, it would also give them a better opportunity to win the business.
The right pre-qualifying questions arm you with the information you need, so you know what the next steps should be.
Let’s say you have a prospective client who calls your agency inquiring about renting their property. You start explaining the whole letting process from start to finish, explain the benefits of your service, and highlight how fabulous your agency is.
Then, about 15 minutes into the call, you ask you client if they’d like to make an appointment to proceed, only to find out that they were only doing some research on prices way in advance, or they only want to rent their property for a three-month period over the Christmas holidays!
Ouch. You’ve just wasted your time and theirs!
If the right questions are set up from the get-go, then you can quickly determine whether a potential client qualifies for a listing appointment or just some quick helpful information.
Pre-qualifying questions can determine:
- How much time to commit to the appointment;
- What the prospective client’s current circumstances are;
- Any property challenges;
- Their motivation to lease out the property;
- What anxieties or frustrations they may have from working with other agencies.
In other words, you can head into your appointment knowing EXACTLY what objections you will have to overcome.
You’re armed with everything you need to win the business!
Pre-qualifying questions
Below are a few key questions to help you create your own pre-qualifying process for clients.
Just keep in mind that this process is meant to be a quick one, so keep it simple.
ABOUT THE AUTHOR
Vasili Hadzellis
Vasili is committed to lifting the benchmark in superior property management services with in the real estate industry.
With close to 14 years' experience, Vasili is armed with unlimited energy and enthusiasm. Vasili has successfully implemented new processes and procedures, systems and technology platforms enabling real estate and property management businesses to establish an impressive market share.
One of his keys strengths within the property management area is winning new business, business development strategies and building organic rent rolls from scratch. One of his more notable achievements is building a rent roll from zero to 1,000 in four years for one of Sydney's top real estate agencies.
With this passion, an infectious energy comes from Vasili, which is truly motivating and inspiring. He also prides himself on facilitating excellence and helping others achieve their dreams, goals and ambitions.
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