DGS 55: Integrating Real Estate and Property Management

Is it possible to integrate real estate and property management?

Today, I am talking with Jay Berube of the Encompass Group about property management being a great lead generation machine for realtors.

You'll Learn...

[02:45] Jay realized that asking questions and listening to answers is the most important part of sales. [03:10] Jay helps people figure out what’s the best situation for them; sell a property, rent it out, or get a reverse mortgage. [04:00] Sharing and giving value; give people value first to build trust and for them to know what you have to offer. [04:30] Difficult to have both real estate and property management and produce at a high level. [05:55] People usually don’t know what they need, but think they know what they want. [07:40] Being in alignment with your clients/lead is key to sales; create a win-win. [08:50] Velvet Hammer: Be transparent by delivering the brutal truth in a good way. [10:30] People’s initial reaction is to avoid realtors; many view them as annoying and pushy - just hungry people who want to get the next deal. [11:28] Property management could be the ultimate gateway drug because of its perception of being high trust, service, and relationship. [12:30] Only takes 60 hours to get a license to sell someone’s most valuable asset. [14:30] All realtors are the same; have a unique selling proposition. [15:35] Easy to get into real estate and property management; but the liabilities, risks, and challenges can be large. [16:27] Buyers start their home search online; use Zillow, Trulia, and other sites. [21:40] Know and have a good property management referral source and know how to sell its products; be prepared and nurture relationships. [29:00] Some people take hours to make a sale/close a deal; only takes Jay 20 minutes. [30:25] Sales can be taught (asking questions, tonality, and alignment). [36:55] Jay’s 90-day course results in more income and saving time.

Tweetables

Asking questions and listening to answers is the most important part of sales.

Being in alignment with your clients/lead is key to sales.

It only takes 60 hours to get a license to sell someone’s most valuable asset.

Resources

The Encompass Group

DoorGrowClub Facebook Group