Happy August to everyone! As we reflect on the ARAMA awards night that has come and gone, it’s safe to say that there will be some ecstatic winners out there. No doubt the buzz surrounding the event will still be buzzing with everyone still talking about how incredible it was, as it is every year.
Now, let’s delve into the topic of this month’s article – a book that I am currently engrossed in. Well, that’s a bit of an exaggeration, as a busy parent to a 4-month-old, 2 and 4-year-old, and stepdaughters aged 17, 15, and 12, on top of managing two businesses, I barely have any time to read. Instead, I have been immersing myself in an audiobook by Gary Vee titled “Jab Jab Jab, Right Hook.” Although it is one of his older works, the insights presented are truly invaluable.
The essence of the book revolves around the concept of giving to your clients or potential clients, with the jabs symbolising the act of giving and the right hook representing the “take.” Though the term “take” may seem off-putting, it essentially refers to presenting your services as an onsite property manager in a tactful manner.
In a world inundated with individuals seeking to take, be the one who gives. In our industry of management rights, this philosophy holds significant relevance. When marketing to grow your letting pool, consider employing the jab jab jab right hook strategy. Start by offering valuable information to your externally managed investors, perhaps regarding the complex or recent legislation changes. Follow up with assistance regarding their unit or tenant, showcasing your dedication to their needs. Lastly, engage in discussions about the rental market, highlighting your successful endeavours with other properties. I’m going to reiterate this point, even if it starts to sound like a broken record – these “jabs” should primarily be conducted through phone conversations. Remember, tone cannot be conveyed through text alone. This lesson was learned the hard way in my own business; while emails are undoubtedly useful, they are most effective once a relationship has been established and the recipient has gained some familiarity with you.
Now, after providing these externally managed investors with valuable information, updates, and assistance, the next step is to deliver the “right hook” – this is the perfect moment to introduce your services. Talk to them about the benefits, both financial and easy, of your onsite management service. In this pitch, please remember one important thing: never speak negatively about your competition. This approach rarely leads to positive outcomes and can create a negative impression. Instead, focus on highlighting your strengths and how you can provide assistance to them.
By approaching potential clients with a well-rounded approach that emphasises giving before taking, you are more likely to establish a meaningful connection. Remember, building relationships built on trust and value is key in a world saturated with sales pitches.
So, in a nutshell, don’t rush into the sales pitch – set the stage with generosity and support, and watch your letting pool and relationships flourish.
