Property management List making 101

jlpressure

JL Pressure Washing
Locations or Financial markets differ, management is huge in Atlanta , Los angeles & New York. Don't get confused about reports when you see chicago listed in the Top. Chicago is the largest investment an loaning base for private commercial money. Its the finance place for all these companies an they may have an office but they are not head quarters. Chicago is expensive like NY.

You guys all say why do I care, its about Marketing. Marketing has to go outside your city, its crucial.

Some here have learned how to sell local, now we need to talk about qualifying those companies out of state.


I have a lead on one of the largest apartment RIETS and they are big in commercial on the east coast and I dont know how to use the lead, let me explain. I got a call from a man and I knew his last name right away and he said the company name. He said he got my name from one of his regional managers, we have washed a few of the Reg Managers apartment communities. We'll this guy is close to the top, there's the President & COO and CFO and then he is one of 3 managing directors.
He wanted one of his houses washed. We washed it yesterday, big pretty place 7000sq ft, 3 level of wrap around porches, view of the ocean, nice place in NC by the ocean.

My question Ron, is how do I use this lead? This guy may have no desire to even bother with me, but then I think of the possibilities and start drooling. They manage or own 100's of apartment communities, from high to low end, senior housing and on and on. I just don't know how to go after this guy where he will listen. I dont want a few of their properties, I would like a couple states worth or a region or ...........

Any suggestions?
 

Ron Musgraves

Exterior Restoration Specialist
Staff member
Jeff you have to get in front of him, now this might be difficult. I wouldn't have charged him for that house, the obligation would have gotten me that meeting.

I have a lead on one of the largest apartment RIETS and they are big in commercial on the east coast and I dont know how to use the lead, let me explain. I got a call from a man and I knew his last name right away and he said the company name. He said he got my name from one of his regional managers, we have washed a few of the Reg Managers apartment communities. We'll this guy is close to the top, there's the President & COO and CFO and then he is one of 3 managing directors.
He wanted one of his houses washed. We washed it yesterday, big pretty place 7000sq ft, 3 level of wrap around porches, view of the ocean, nice place in NC by the ocean.

My question Ron, is how do I use this lead? This guy may have no desire to even bother with me, but then I think of the possibilities and start drooling. They manage or own 100's of apartment communities, from high to low end, senior housing and on and on. I just don't know how to go after this guy where he will listen. I dont want a few of their properties, I would like a couple states worth or a region or ...........

Any suggestions?
 

jlpressure

JL Pressure Washing
Jeff you have to get in front of him, now this might be difficult. I wouldn't have charged him for that house, the obligation would have gotten me that meeting.

We did charge a GREATLY discounted price and we have not invoiced him yet

I know we have to get in front of him, but what are the magical words and ways to do that? Tell you the truth I just don't know how to push the first time I talk to him for a meeting
 

apple

Moderator
Ron Musgrav now we need to talk about qualifying those companies out of state.[/QUOTE said:
Lets talk about it.

Ive only made good contact with one out of state company, but ive got expanding my list on my list of things to do.


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apple

Moderator
We did charge a GREATLY discounted price and we have not invoiced him yet

I know we have to get in front of him, but what are the magical words and ways to do that? Tell you the truth I just don't know how to push the first time I talk to him for a meeting

Oh, this thread is gonna be good!



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jlpressure

JL Pressure Washing
We did charge a GREATLY discounted price and we have not invoiced him yet

I know we have to get in front of him, but what are the magical words and ways to do that? Tell you the truth I just don't know how to push the first time I talk to him for a meeting

All I have to say is YESSSSSSSSSSSS. got on the phone with the top dog that I washed the house for and the call went great. He thought we only worked in a small area. He spent time with me on the phone and listened and asked questions and said he said it sounded like a great idea what i was proposing. I am meeting him and his Regional Maint director soon. I am a sales machine, who needs that Ron Musgraves guy any way LOL...kiddin Ron, thanks always for you help and coaching

We'll see how this all goes.
 

Christopher

Moderator
Good Luck Jeff!

Maybe let them know you have good contractors around the country to help them if they have properties in other states so they can have the properties cleaned properly by professionals. hint hint hint
 

Tony Shelton

BS Detector, Esquire
If you run short on time and are going into a property management office for the first time, or spontaneously, you can sit in your car beforehand and by using google maps just click where you are and you can be on their website in seconds.

In about 5 minutes you can get a glimpse of where there properties are and sometimes who the big whigs are. I used it to look for properties nearby that we service so I can let the know that we already service his competition nearby.
 
Ron, your focus and strategy is absolutely in line. It is unfortunate that a small businessman has to wear so many hats. Marketing is the first key to any successful business. The more leads you generate and qualify the more you can demand for your services. A company that markets successfully isnt going to close every lead. However, when you a lead count higher that your production capability you can slightly increase the value of your services.
 

Ron Musgraves

Exterior Restoration Specialist
Staff member
Ron, your focus and strategy is absolutely in line. It is unfortunate that a small businessman has to wear so many hats. Marketing is the first key to any successful business. The more leads you generate and qualify the more you can demand for your services. A company that markets successfully isnt going to close every lead. However, when you a lead count higher that your production capability you can slightly increase the value of your services.

Absolutely, we will structure our price accordingly. Often its a Little more Aggressive at first Stages, we fill our compacity of growth we slightly increase the or will be less willing to meet the budget Based on who they are.
 
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