Closing the deal

There are many things property managers can do to increase the odds of winning business through a listing presentation.

Here are some things to keep in mind when you next pitch for business:

  • Be prepared – make sure you know how much other properties in the area are being sold or rented for and how long they have been on the market.
  • Make a good first impression and ensure you look professional, arrive on time and greet the landlord in a friendly manner.
  • Conduct the listing presentation at the property if possible.
  • Ask questions – the more you learn about the property and the landlord’s needs the better you can target your responses and recommendations.
  • Listen to what the landlord has to say!
  • Show the landlord you want to be there with them and are not just going through the motions – don’t fidget or act distracted.
  • Know the benefits you and your company have to offer and communicate them.
  • Bring examples of professional marketing materials.
  • Only use technology in your presentation if it will add value, for example demonstrating your investor portal.
  • Do not speak negatively about competitors – turn the question around and use it to highlight your points of difference.
  • Don’t be afraid to ask the landlord to list the property with you at the end of your pitch.
  • If you don’t close the deal at the presentation, ask when you can follow up.
  • Follow up with the landlord after the presentation as promised.
  • Remember that even if you miss out on the listing this time, you’ve put in the ground work for future opportunities.