EPMEPM: Ask The Expert

Ask the PM coach: How to increase your strike rate with out of area investors

Coach Kate Benjamin answers an inquiry about increasing strike rates

Q. Increasingly, our market is seeing out of area investors, many of whom I never get the chance to meet before they select a managing agent. How can I increase my strike rate?

Great question. First up, be the area expert. Consistently provide value, add information and ensure you have secured multiple contact methods for keeping in touch.

Once it comes time to list the property, your digital offering needs to be on point. Many investors will be researching you well before you talk to them.

Formulate a comprehensive email proposal using links to video, case studies and social proof of your success. Prepare a PDF or eBook version of your listing kit that can be viewed online.

Set up an account with Skype, Zoom, GoToMeeting or similar that allows you to invite the client to a virtual listing pitch.

Ideally, you should have the ability for the video link, as well as the capability to share your screen and work through your listing pitch.

Now it’s time to work your magic. Treat the pitch as if you were sitting across the dining table from your investor client and remember… Always. Be. Closing.

To have your question answered email [email protected]

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Kate Benjamin

At REAL+, Kate Benjamin focuses on linking business needs to highly desirable outcomes around team, client engagement and rent roll growth. For more information visit realplus.com.au.