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DGS 151: How To Double Your Property Management Close Rate Without A BDM
Description
Do you need a business development manager (BDM) to double the close rate and double the amount of deals and business you get in the property management space? Maybe you can't afford or find a BDM. Maybe you like doing it yourself or want to double the amount of deals faster.
Property management growth expert and founder/CEO of DoorGrow, Jason Hull talks about how to get help closing deals for your property management business and selling people on using you for property management.
You'll Learn...[03:22] Simple Secret: Get a sales assistant to help with follow-up to close more deals.
[04:10] What would an assistant do? Schedule appointments and make calls.
[05:00] Sales Assistant Requirements:
- Must love making phone calls.
- Must enjoy talking to people.
- Must enjoy connecting with people.
- Must be somewhat driven.
[06:12] Onboard and Train: What are they going to do for you? Help you qualify people. [06:24] Qualifying Questions/Criteria: Where's the property? What's the address?
[08:26] Preframe: Creates future emotional state, positive sales call/pitch experience.
[10:25] CRM Follow-up: An assistant can take notes, make calls, and enter updates.
[11:03] CRM Requirements: Needs to sort and track deals, opportunities, leads, sales.
[11:55] LeadSimple: Initial follow-up for texts, emails, campaigns, workflows, and drips.
[12:54] Process Street: Facilitates tenant and owner onboarding processes, checklists.
[13:10] Calendly: Scheduling tool handles calendars, appointment settings, scheduling.
[14:28] Zoom: Face-to-face sales is far more effective and video sales calls create trust.
[15:37] Prospecting: Give good sales assistant scripts to start functioning in a BDM role.
[16:34] Double-Barrel Close: Someone who does both sides of deals - finds and closes.
Tweetables"It's nurturing these leads and opportunities to get them warm enough, to where they trust you, know you, and like you enough that you can get the deal closed."
"Having somebody that can help to nurture these along, follow-up, and get appointments scheduled can be really powerful and effective."
"Nobody wants to buy low value, so having an assistant can establish you as high value."
"This can eliminate the biggest time-suck in sales, which is all of the follow-up they can do. All of that follow-up for you."
Resources TranscriptWelcome, DoorGrow Hackers, to the DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing your business and life, and you are open to doing things a bit differently, then you are a DoorGrow Hacker.
DoorGrow Hackers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it, you think they're crazy for not doing it because you realize that property management is the ultimate high-trust gateway to real estate deals, relationships, and residual income.
At DoorGrow, we are on a mission to transform property management busin