Rent roll growth: Simplify conversions
Making the transition for clients is one of the most important things we can do as agents. Our job is to train them on how easy it is to transfer a management over to you, or even just at the initial sign up. Have a simple form set out as an agency agreement that isn’t too confusing for potential clients to read (you can have a one or two-page agreement). This then enables your potential clients to feel how simple it is; they’re not being bogged down with paperwork or CONTRACTS. We don’t want them thinking they are signing a contract…. People don’t like signing contracts, we feel as though we are being LOCKED into something.
Remember to keep it simple
You can even try something as simple as calling the agency agreement an “Authorisation Form”. This makes it a softer approach, helping clients feel as though they’re NOT signing a contract, but giving us the authorisation to collect the rent, do inspections for them, advertise the property, and carry out maintenance and so on, all on their behalf. When speaking with them at the sign-up, give them a guarantee at the same time….this will also comfort them when giving them a piece of paper to sign- you want to create an easy, not a “sign here” feeling.
So just to clarify and put this in points for you:
- Keep it simple – one or two pages
- Remember that people fear legalities
- Don’t overcomplicate things
- No FIXED contracts
- 100% Money Back Guarantee
When you send an email confirming your conversation with them, be sure to email them a list of what you can do for them.
Transfer forms
It’s important that we train the potential landlords that we can help. We can arrange the transfer of management forms for them, and even deliver the notice on their behalf. Lots of people don’t like confrontation, and they’ll simply stay with an agent if they’re having a problem because:
- A.) They feel it’s too hard to transfer over… just like we have a fear of changing banks…or
- B.) They don’t want to receive a grumpy call from the agent that they’re upset they’re leaving.
Let your clients know that all they have to do is go through the authorisation forms with you, then you can take care of the rest on their behalf. You can even fill out the transfer form for them, and get them to sign it. Assist your clients to feel as though you are here to help them and make life easier for them. This is why they employ an agent in the first place so we can act on their behalf.
Make the transition simple
- Have it on your website so anyone can download and use, with all details coming back to your office.
- Ask for the business on your site, and have a link that also shows them where your transfer management forms are.
- Match the fees as a courtesy if they are on cheaper fees.
- Invoice previous agency for the termination period, so you then get the management faster for your client.
- Take the previous agent out for coffee so you keep relationships open.
- HANDLE EVERYTHING
