Episode Details
Back to Episodes
When Potential Property Management Clients Choose A Cheaper Competitor
Description
How do you deal with a potential client who chooses a cheaper property management company over you? Sometimes, these clients are just a bad fit, and other times, your sales pitch is actually the problem.
Join property management growth expert Jason Hull, the founder and CEO of DoorGrow and learn to deal with price-sensitive prospects and how to qualify potential clients.
You'll Learn…
[01:54] The Problem is Usually not Price, it's ____
[05:53] Why You Should Sell Certainty… Not Property Management
[07:38] Using the Golden Bridge Formula in Sales
[11:16] Why Getting Feedback in Lost Sales is Invaluable
[14:22] Building a Business You Can Sell… But Won't Want to
Tweetables"Most investors do not want to be landlords. They want to be investors."
"If you find yourself fighting to keep a client or fighting to get a client, I like to just let go of the tug of war rope."
"Nobody really wakes up in the morning, goes, "Man, today I wanna buy property management." What they want to buy is peace of mind or safety and certainty."
"Why do you wake up in the morning? Why do you live the life that you do? Why did you decide that this business was a vehicle for you to get fulfillment from and freedom from and contribution from and support."
Resources
Transcript[00:00:00] If you find yourself fighting to keep a client or fighting to get a client, I like to just let go of the tug of war rope. This is the easiest way to really win in a tug of war is to just not play the game
[00:00:11] All right. Welcome DoorGrow Hackers to the #DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, help others, impact lives, increase revenue, and you're interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow Hacker. DoorGrow Hackers love the daily variety, the unique challenges, and excitement that property management brings. Many in real estate think you're crazy for doing it though. You think they're crazy for not because you realize that property management is the ultimate, high-trust gateway to real estate deals, relationships, and residual income.
[00:00:48] At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change the perception, expand the market and help the best property management entrepreneurs win. I'm your host, property management growth expert Jason Hull, the founder and CEO of DoorGrow. Now let's get into the show.
[00:01:10] So today what we're gonna be talking about is-- during our Grow Call, one of our mastermind calls today, one of our clients brought up that they had a challenge. They followed up with some leads and they found out that they had gone with a cheaper competitor. And they said this had happened a couple of times, and what that tells me as a coach or as a consultant– that reveals to me that there's a leak maybe in their sales process. They might have just been a bad fit. So we always wanna qualify our clients, but I wanted to discuss today and talk about how to deal with the cheaper competitor when somebody is going with another company and how to prevent that from happening.
[00:01:50] So one of the things that I teach in our sales secrets training is, when