Preparation in any area of property management is the key to success, none more important than preparation for a new business appraisal. It’s often the case, that we rush to an appraisal and haven’t allocated the proper time required for research and preparation.
You can only get so far flying by the seat of your pants but you will be far better prepared to win a new client over if you’ve put in the time and effort to prepare personalised information relevant to their personal situation.
Taking the time to find out what your client needs, rather than assuming what they want is the most important element of your preparation. This may mean spending some more time on the initial call finding out a little bit more about the property, what their expectations are and perhaps their intentions, so that you can be best prepared to sell your information and service.
What else should you consider in your preparation?
- Confirming your appraisal with the client via phone, email and/or calendar appointment
- Research current market stats and property history
- Sending pre-listing information for your clients to review prior to the meeting
- Knowing the answers to frequently asked questions
- Completing a pre-listing questionnaire to ensure you gain all of the information required from your potential landlord
Preparation means undergoing ongoing training on a regular basis. This will ensure you remain prepared for any situation that crops up and ultimately increase success from all new business opportunities.
The most successful new business people in the industry are both well prepared before the actual meeting and well trained, so they are adaptable to different clients needs and expectations.