Last month, we explained our method in approaching landlords and gaining their trust. Now, we’ll revisit the topic and help you when you encounter objections from landlords.
Today we’ll explore the most common objection: No, thanks! I don’t work with brokers, I do it myself!
At first, show you understand where the landlord is coming from with something like this: “I’m not surprised to hear that Mr. Smith. It seems you may have had a poor experience with a broker before.”
Then, extol the virtues of your services and WHY a broker can help them: “However, I truly believe an honest, trustworthy and efficient broker can be a huge asset to you.
“Our services will save you a lot of time and headaches! First, instead of running advertising and spending your time trying to rent your apartments, we will take care of that end at no cost to you.”
Make sure you explain your value as a screener of potential tenants through credit reports, background checks and offering a different perspective. The key in this conversation is to emphasize that you will make the landlord’s life easier all without hurting his/her wallet.
If the conversation is still negative after you have run down your benefits, don’t forget to tell them you will send an informational packet and follow up with a phone call. Persistence is king in acquiring new business.
We’ll see you home.
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