How to deal with owner objections
When it comes to increasing property management fees, most companies resist because they believe that they will lose an unsustainable level of business and also have to deal with too many angry calls, says Darren Hunter.
‘How do we deal with owner objections?’
1- The person with the best relationship takes the calls.
2- Know you’re worth the fee changes.
3- Not all calls are objections.
4- Be ready to justify your actions.
5- Know your good from your bad clients- upfront.
6- With your good clients be ready to negotiate.
7- With your bad clients hold your ground.
8- Let your clients nominate the changes.
9- Get the signed agreement quickly.
10- Don’t go backwards.
11- Be ready for some surprises.
Don’t be fooled! Some of the clients you thought would be OK to pay more may give you some backlash, and some of the clients you thought would be upset just sign and return your agreement without a fuss! Be ready for some surprises either way!
Darren Hunter - of darrenhunter.com is a national and international property management trainer, speaker, consultant and authority on property management, specialising in fee maximisation and profitability as well as time and stress management and property management productivity.