DGS 19: How To Handle Property Management Clients Asking For Discounts

How do you handle customers who never stop asking for a discount on your services? Learn how Darren Hunter, international property manager trainer and consultant, gracefully manages clients who ask for a reduction in fees and services.

In this dynamic conversation we outline specific scripts and techniques you can use when haggling with clients, reasons why you shouldn't take on every client, and how to build trust between you and a client without smearing your competition.

You'll Learn...

[4:00] Why a property manager is not like a printing press: Avoiding discounts on multiple properties [6:30] Having confidence in your value to your client [8:28] "The Lure of the Main Game": Techniques for when a client wants to price match your management fees [19:10] How to handle other property managers pricing themselves too low [23:00] Who are C-Class owners? [26:00] Making a filter for bad clients [28:20] Scripts and techniques for dissuading landlords and vendors from asking for discounts [33:45] The benefits of having different price points for buyers [37:35] What to say when clients ask for a "small and simple" 1% discount [45:35] Why you can't afford to take on every client [54:00] The cycle of suck [56:30] A final script for battling property manager comparisons [58:00] Building trust by revealing the "dirty secrets" of your industry [1:01:30] Why studying Australian property management is interesting for Americans

Tweetables

If you believe you’re worth it, your client will believe it too

A C-class landlord is like a packet of cigarettes. They'll take years off your life

You cannot afford to take on people that cannot afford you

Resources

Influence by Dr. Robert Cialdini

“11 Wrong Property Types That You Should Not Manage” article by Darren Hunter

The Pumpkin Plan by Mike Michalowicz

Want more from Darren Hunter? Visit his website, connect with him on Facebook, or check out his resource library.