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.