Property management
Sales Assessment Results

"Your price is significantly higher than other property management companies we've considered."

That's true because we provide a better, simpler service. We utilize various programs that make processes easier for our clients and tenants. Not only is our standard of care higher as proven time over time, we also provide services other managers don't, so that it reduces the barrier of entry for new applicants, and makes the process of reporting issues simpler for tenants so they don't feel off put when submitting maintenance issues

The response effectively acknowledges the objection regarding price, but it falls short in several areas. While it mentions the superior service and additional benefits, it could be stronger by quantifying the value provided—such as specific examples or metrics that demonstrate how the higher price translates to cost savings or increased tenant satisfaction in the long run. The tone is professional, which is appropriate for property management, but it lacks a collaborative spirit. Asking questions to uncover the prospect's specific concerns or needs would have shown curiosity and active listening. A closing technique is missing here; inviting the prospect to discuss further or to see a demo of the services could enhance engagement. Overall, while there are good points made, the response lacks sufficient depth and engagement to effectively counter the price objection.

"We're happy with our current property management provider and don't see a reason to switch."

Then by all means stay with your current manager. However, there must be a reason you came to us for this conversation. I find a big issue with other management companies is their lack of communication and disclosures. Here, we don't so maintenance in house so we aren't going to be bumping up and artificially increasing prices. We hire a company, pay the invoice out of rents, and you get a copy of this. Not only this but we also ensure ample communication is given during various different steps of managing your rentals. If a tenant gives notice, wether proper or improper we inform you as soon as we can so you can plan your budget and spending around a possible vacancy. We also tell you the circumstances around the notice, and what the options are going forward. If it's maintenance concerns we have various methods for tenants to report this. After hours call centers will send a water leak call to a plumber, or one of the property managers in our office, even at 1 am. They can send in maintenance request to our maintenance program where we can ask for your approval and assign to vendors. They can also call, email, or call our during hours maintenance line. I feel that any department you are questioning your current management in, we will excel at. Anything you have no complaints for, I feel confident we can do the same quality if not better. Did you have any specific hang ups you were curious about?

The response effectively addresses the objection by emphasizing the strengths of your service, particularly in communication and transparency about maintenance costs. However, it could be more concise to keep the prospect engaged. The tone is appropriate for property management, but it might come off as slightly defensive. While you did a great job of exploring potential concerns, you could have asked more open-ended questions to encourage dialogue. Additionally, while you mentioned areas of excellence, you could enhance the value exploration by briefly discussing unique selling points or success stories. Overall, the closing technique is decent, but it could be more assertive to encourage the prospect to share their thoughts. In summary, this response shows a good understanding of the prospect's perspective but could benefit from a more collaborative tone and concise communication. Score: 7

"I need to consult with my business partner before making any commitments."

Hey that's no problem at all, we require both your signatures. If you'd like, we can send you a sample copy of our contracts? What do you think his hold up would be? I can trust to address that before you have the conversation so you're prepared with answers or better yet, is he available now for a call?

The salesperson effectively acknowledges the prospect's need to consult with their business partner, which shows active listening. However, the response could improve by providing more value and reassurance about the benefits of moving forward, rather than just focusing on the contract. Asking about the partner's concerns is a good move for curiosity and discovery, but the suggestion to call the partner immediately might come off as a bit pushy. A more collaborative approach could involve asking about the partner's typical concerns or interests regarding the decision, and then offering to provide information that addresses those specific issues. Overall, the response is fairly good but could use refinement in tone and value exploration.

"How do I know your services will provide a better return on investment than what we're currently getting?"

In our line of business your bottom line won't change drastically when we take over. Rental prices are set, you know our fee and the only variables immediately would be any repairs needed. Now depending your goals, is where we can change this. Currently your tenant is under market value by $700. If we were to evict and bump this up you could easily get 500-700 more but that's dependent on the eviction. We can only do legal evictions of course, but we have a strong history of experience in regards to the tenancy laws and what can or can not be done. With the info given I feel confident we can turn this over within the next 3 months and increase that bottom line significantly.

The response does address the concern about ROI, but it lacks clarity and may come off as somewhat defensive. Instead of focusing on what won't change, it could have highlighted specific benefits of their service relative to the current situation. The mention of evicting a tenant is a delicate point and could raise red flags for the prospect. It would be better to explore the prospect's goals in detail and provide examples of successful cases where the company has improved ROI for similar clients. A more collaborative tone would foster rapport and trust. Asking questions to further understand the prospect's specific situation could have enhanced the discovery process. Overall, the response lacks a strong closing technique and a solution-focused approach. Score: 5/10

"We've had bad experiences with property managers in the past; what makes your company different?"

Accountability. This is unfortunately a repeating theme in our industry and Ive been saying publicly I plan to be the change our industry needs. I ask for you to reach out to people in the community, social media networks and ask your thoughts of us. Now, if it's the tenants giving bad reviews you need to read between the lines. Tenants will most likely only give us a bad review when they're being evicted, or when they are in shit or not being approved to move in. Coming from an investor, this is a good thing because it shows were competent but also not keeping in bad tenants destroying your property. There's a reason I'm known for being "ruthless". To tenants, it's a bad thing, but its exactly what our clients need and want and ultimately my fiduciary duty is to you. We have clauses in our contracts that if I am not doing my job you can break free of it at no cost, this is how sure I am of our competency. A clear line of communication is important and we make sure to update you with the important details. The little details are why you hire us so you avoid the headaches.

While the response attempts to address the concern of past negative experiences, it falls short in several areas. The tone comes off as defensive and could alienate the prospect rather than build rapport. Effective communication should focus on the value your company provides rather than justifying past tenant complaints. A better approach would include sharing specific success stories or testimonials from satisfied clients to illustrate your competency. Moreover, the mention of being 'ruthless' may resonate negatively with someone who has had bad experiences; instead, framing it as being committed to protecting the property owner's interests would be more constructive. Additionally, while you do mention accountability and transparency, more emphasis on how you ensure a positive tenant experience would be beneficial. Asking open-ended questions about the prospect's past experiences could also foster a more collaborative conversation. Overall, the response lacks curiosity and a solution-focused approach.

"The timing isn't right for us; we're not looking to make changes until next quarter."

Regardless of your decision I'm glad you came to speak with us. If you'd like I can send over a free psf in the mean time that outlines some of the steps you can be taking if you plan to manage yourself, so you're set up for success. If you'd like Incan reach back out in a few months to see if you're still looking? For bow just know that we're here, and if you're tired of getting calls to go unclog toilets at 1am, we can be doing this for you while you relax with your wife.

The response shows a positive and understanding attitude, effectively acknowledging the prospect's timing concern. However, it lacks a strong closing technique since it doesn't create urgency or a compelling reason for the prospect to reconsider their timeline. While offering a free resource is a nice touch and demonstrates a solution-focused approach, it could be enhanced by asking exploratory questions to understand their specific needs further. The humor at the end is engaging, but the transition from professional to casual could be smoother. Overall, the response is friendly and collaborative, but it could benefit from a stronger emphasis on value exploration and active listening. - **Effectiveness**: Addresses the concern but lacks urgency (4/10) - **Communication**: Clear but could improve professionalism (5/10) - **Closing Technique**: Weak; should create urgency (4/10) - **Solution-Focused**: Good resource offer (6/10) - **Curiosity/Discovery**: Lacks probing questions (3/10) - **Active Listening**: Acknowledges perspective, but could delve deeper (5/10) - **Value Exploration**: Somewhat effective, but could be stronger (5/10) - **Collaborative Approach**: Friendly engagement, but needs a balance (6/10)

"What if we don't see an improvement in tenant satisfaction after hiring your services?"

If you don't, we can step out if that's what you decide but I'm confident that will not be the case. We have many systems to help make tenant relations much easier on them, removing the barrier of entry for many things. We've found with our showing coordinator the tenants can simply book a viewing and meet us there, which has increased the amount of showings we do tremendously. A lot of other companies require applications or other info prior. We understand that tenants are looking at 30 other rentals and the harder we make it, the less likely they are to rent from us. So satisfaction starts from before they are even our tenant. Our move in process is also simple. They can do it digitally or have us meet them there to do the move in inspection and release keys. When they're tenants we also have various options for maintenance requests, that allows them to track the progress and communicate how they feel and even give us vendor feedback. This also helps us determine the best vendors we use because it's important to know who we are sending into these units, they have to be proper and mature. Finally we're available to take their calls as needed and we try to build a relationship with them when we can. Ultimately our loyalty is to you, but we also need to balance that with tenant satisfaction and balance that relationship to create a peaceful environment for everyone

The response does a decent job of addressing the objection regarding tenant satisfaction by explaining how your systems are designed to enhance tenant relations. However, it could be more effective by directly acknowledging the prospect's concern about improvement in satisfaction with specific examples or metrics that show past success. The tone is somewhat confident but lacks a personal touch, which could help in building rapport. Additionally, it could benefit from a closing technique that invites further discussion, such as asking if they have specific areas of concern they would like to address. While the solution-focused approach is present, it could be better structured for clarity. Overall, it demonstrates some understanding of the prospect's perspective but could improve in curiosity and value exploration. Score: 6

"There are several competitors offering lower rates; why should we choose you?"

Because we've earned the price we charge. The only reason someone would charge less in this industry is because they need to in order to secure clients. Not only are our staffed licensed but we are also investors ourselves and have more than just a face value approach, we see the bigger picture and will cater how we approach each suite differently depending the client. A one size shoe does fit all, but putting on a bigger shoe allows you to grow into it, or increasing your bottom line. Our cost is within the industry standard but is higher and we are open about this. A lof other competitors use Unlicensed assistants which is illegal but they also don't have the same care as a licensee does because they aren't liable like we are. Theres many variables such as our tech stack and performance, but ultimately our work speaks for ourself, we so everything by the book even if it's to our own detriment (but benefits our owners) and we expect our staff to be properly licensed, showing a certain care to the profession.

The response effectively highlights the value of licensed professionals and the importance of quality service over low rates. However, it could be clearer and more concise. Some sentences are overly complex and could confuse the prospect rather than persuade them. While it does touch on the idea of tailoring services to clients, it lacks a strong closing technique to encourage further discussion or commitment. Adding a question to engage the prospect and inquire about their specific concerns or experiences with competitors would show curiosity and active listening. Additionally, a more structured approach would enhance clarity, providing a better comparison with competitors rather than relying on emotional appeals. Overall, the response has good points but needs refinement in communication and engagement.

"We're concerned about hidden fees; can you clarify your pricing structure?"

Sure! Luckily, there are no hidden fees and it's pretty straight forward. When we find a new tenant, we charge you 50% of the first months rent. This covers our marketing efforts, time for going to viewings and screening applicants etc. Then there is also the monthly recurring fee of %10 rental amounts, which is the standard. This does not increase and will stay the same during our entire contract. The only variables would be maintenance, but we so not profit off this. If there's a maintenance request, we get it done with your approval. Because we don't do maintenance in house we aren't artificially increasing costs, we are hiring someone, paying the invoice out of your rental income, and sending you a copy of the invoice for your accounting purposes. From start to finish we'll charge 10% monthly, and 50% on the first month of a new tenancy. We also do offer various consulting options, but as an ongoing management client you receive this at no extra cost.

The response does a decent job of addressing the concern about hidden fees by clearly outlining the pricing structure. However, it could benefit from a more empathetic tone to acknowledge the prospect's concerns about transparency. While the explanation is clear, it seems a bit mechanical and could use a touch of warmth to build rapport. Instead of just stating the fees, a question like, 'Does this pricing structure align with what you were expecting?' could invite further conversation. Additionally, while it mentions no hidden fees, it doesn't actively explore the value the prospect will receive beyond just the pricing details. A closing technique could also be used to keep the conversation moving forward, such as inviting them to discuss their specific needs further. Overall, it addresses the concern but lacks engagement and a collaborative approach to deepen the relationship.

"What kind of support do you offer if we face issues with our properties after signing on?"

Thats exactly why you hired us so I'm glad you've asked. As far as managing the rental, we have you covered. At any point we're happy to explain why and how we are doing something to make sure you are fully informed, but we try not to bother our clients with this too much because that's what we're hired for, and the majority of our clients don't want to hear from us (think mailbox money or passive income). We can also assist in many other things like inspections, appalraisals and even legal issues. If you're looking to refinance a mortgage we can suggest lenders and appraisers, and organize walk through with them on your behalf so you aren't trying to work out people's calendars. If there's any legal issues we will also represent you in these regards so you won't even have to be present unless you want to. I have a firm belief in helping someone so if you have any questions, ask and I'll try and provide an answer. If someone walks in from the street asking about mechanical services, I'd rather refferr them to a mechanic that will treat them fairly, rather than dismissing them saying we're property managers not mechanics, as I believe that simple act of service can yield massive positive results in the future

The response addresses the objection by outlining the support provided after signing on, which is a good start. However, it lacks clarity and conciseness; the message is a bit convoluted and could overwhelm the prospect with too much information at once. The tone is friendly but veers towards being overly casual with phrases like 'think mailbox money or passive income,' which may not resonate well with every prospect. There is an attempt to demonstrate value through additional services offered, but this could be better highlighted rather than buried in the response. Though there is a gesture towards asking questions, it feels more like an afterthought rather than a structured invitation for dialogue. Overall, the response could benefit from better organization, a more professional tone, and a stronger closing technique to encourage further discussion or action. Score: 5