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If you’re selling clients a dream, then you’re setting yourself, and them, up for failure.
Property management is the opposite of an exact science, meaning no matter how hard you work and how much you prepare, things will inevitably go wrong.
- Stuff will break.
- Rent will be late.
- Long vacancies will happen.
- There will be bad tenants.
If you sell your clients on the promise that everything will be easy, problem-free, and convenient, how will they react when the inevitable happens? It will make you look either naive, or like a liar.
Sell trust instead
Instead, sell them on trust. Be upfront and honest that things WILL go wrong, but that’s why you’re here! The reason they’re hiring a PM is because you have the needed experience to solve those problems so they don’t have to deal with them.
When you do this, you earn trust 👉 because you’re telling an ugly truth which makes you look honest! And you’re setting an accurate expectation, which improves the owner experience, and ultimately decreases owner churn.
Don’t take my word for it
Here’s what Marc Cunningham has to say.
In this video, Marc goes through a few scenarios in which property managers often overpromise.
It’s tempting to tell clients everything they want to hear, especially when it’s an account you really want. It’s tempting to avoid talking about ugly parts of the business, like turnover costs.
But if you overpromise and hide the ugly truths, what you’re really selling is disappointment.
About Blanket
Blanket is transforming the property management industry with its innovative platform that helps property managers grow their portfolios and retain owners. By combining AI-powered insights, automated lead generation, and seamless integration with existing property management software, Blanket provides property managers with the tools they need to succeed. Blanket is backed by leading Venture Capital Funds like Foundation Capital, Symbol, Operator Partners, RE Angels, and industry-leading Angel investors. Together, we’re shaping the future of property management.
