The Anatomy of a Successful Property Management Sales Call

Today, we’re giving you the inside scoop as we listen in on one of our clients, Ryan Weir, with Walker Weir Property Management in Auckland, New Zealand. We’re going to dissect one of his sales calls, received from his Google Ads campaign – an owner lead, interested in property management. We’ll listen to Ryan navigate this call, and we’ll make comments in between and talk strategy. Below you’ll see the transcript of the call. Feel free to use this topic to train your staff: Ryan: Good afternoon, Walker Weir Property Management, this is Ryan speaking. Caller: G’day, Ryan, it’s Richard here, how are you? Alex: Right off the bat, what do you hear? This introduction is what you need – he gives: the name of the company the service he provides and he gives his own name as well Train your salespeople and get in the mode yourself that you identify who you are and what your company is every time the phone rings. You want to be friendly and welcoming to the person who is calling. Ryan: Hi Richard, I’m good, how are you? Caller: Good. The reason I’m calling is because me and my wife just bought a new place down in ____, but we have that place in ______ that we want to rent out. One of the terms on our financials is to have a rental appraisal that’s around the 620 mark per week. So, I was wondering how we go about getting an appraisal for that house? Ryan: Sure. What was your last name, Richard? Caller: —— Alex: Here’s something else to notice right off the bat. Ryan is patient and he’s listening. He’s not interrupting and instead of going in to ask some questions, he’s going to identify the person and get the contact information prior to gathering more information. Let’s keep listening. Ryan: Did someone pass our details on to you? Caller: I found you on the internet. Ryan: Perfect, okay. Where is your property in _______? Caller: It’s at _______. Ryan: And you’re moving out to ____ did you say? That’s pretty exciting. Caller: Yeah. We thought it’s a good time to make a move and get some land. Ryan: And will you be enlisting the services of a property manager such as ourselves? Caller: I think that’s the goal, possibly. We will want someone to look after the place. Ryan: The prices for rental property do change a little bit throughout the year. Auckland is a bit seasonal. So, when are you relocating out? Caller: February. Ryan: Cool. As it happens, that’s a good time to rent properties. The prices are good, and there are more tenants to choose from. Can you tell me a little bit about your _____ property? Alex: So, what Ryan did there is pretty brilliant. If you noticed, he asked how did you find us. The prospect said the internet. So, that’s a good bit of information. You don’t have to dig too deeply into it. Your digital channels should be aligned, and you should be able to go to your LeadSimple software to track and capture those details. You don’t want to move the call away from its purpose. But this is a good initial bit of information. Then, Ryan did what we always recommend and train – he said “tell me a little bit about your property.” People are emotionally connected to the homes they live in. Now that they’re renting it out, they want to know that you’re interested and that you care. It’s a great question to use when you’re jumping into the discovery phase. Caller: Well it’s three bedrooms, one bathroom with a separate toilet. We bought it about three years ago, and it was an old hoarder’s house. I own a building company so we renovated it. There’s a new bathroom and kitchen, it’s insulated and painted. Obviously,