NPO- Second Call Script
This is the follow up call to be made after completing the Comparative Rental Analysis with the sole goal of scheduling the Appointment to Sign up the Account.
Second Call to go over CRA and Set Appointment
Second call...
- Go over the CRA in detail
-
Go over 4 main areas we manage
- Manage the resident (24/7 on line service, Emergence service)
- Manage the Cash flow (By raising rents, reducing expense with fixed maintenance costs and residents doing items under $50)
- Manage the property (Monthly exterior inspections, Annual inspections, Violations, Maintenance)
- Manage the legalities (Rental contracts, Evictions and Small Claims Court, Resident damages )
- Close for the appointment to sign the account.
"Let me first preface in saying that the rental numbers that I will be going over are what the rental market says your property is worth.
In addition, it’s important to note that these rental rates are certified and that our residents have qualified through our stringent qualifying system. We require the resident to sign a one year lease and they also have to place a large security deposit up front.
These are not rental rates based on sub-standard residents, month to month rentals, and little to no security deposit. We have to make sure we are matching quality and price, since the rental prices which you see in the paper or on the internet are what we consider to be, 'sticker prices', meaning this is what the owner would like to get and not what they really end up renting for." (No one advertises the home after it rents, so you will not know if it rented for $200 less from the advertised price)
Example:
Your property has 2000 sq ft , 3 bed 2 bath 3 car gar.
I have 3 properties in the same area as yours they are
X Sq Ft
X Sq Ft
X Sq Ft
And they first one rented for X , second X and last one X
So the average rent the rental market is saying you property should rent for is $____________, the most the markets days it will rent for is $______________. And the lowest is $_______________.
Setting the Appointment
Use "Alternate of Choice"
"So, to get your property on the market and have some positive cash flow coming in...which would be better for you, to do an appointment in person or on the telephone? After I e-mail you the paper work, which would be better for you, next Tuesday or Wednesday? Are you available at 1pm or would 4pm better fit your schedule?"
Assume they are ready to set the appointment……..
"Okay John on the appointment we will signing the management agreement, I will need your initial deposit of $ X, that consist of $ X for maintenance reserve and $ X for just classified advertising, I would also need keys, garage remotes, transponders, HOA keys set to the property."
Log in to your NPO when it is time for the appointment and if it’s a telephone appointment you will view whatever you would have shown in person on your computer.
Note: Make sure you set the appointments on your "Appointment Days" 99% of the time, so you still have days scheduled for Marketing to keep the calls coming in, VERY IMPORTANT!
NPO Second Call Script- Discussing the CRA
Click here to download the script and customize it for your management company.