Property Management Business 51. Mistakes PMs Make When Talking To New Owner-Clients Leads With Jen Merritt Of Rentscale
May 27, 2025
Jen Merritt, COO of RentScale, shares her expertise on transforming property managers' conversations with potential owner-clients. She discusses the common pitfalls that lead to missed opportunities and provides insights on creating genuine connections instead of relying on scripted pitches. Jen emphasizes the importance of trust and understanding client needs, along with actionable follow-up strategies. Tune in for her extraordinary story of dedication in securing a key owner-client, packed with advice to help convert leads into lasting partnerships.
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Avoid Overloading Prospects Initially
- Avoid "show up and throw up" by not overwhelming prospects with too much information on the first call.
- Focus on listening and understanding their goals and pain points to build connection effectively.
Use "Tell Me Your Situation"
- Start discovery calls with relational questions like "Tell me about your situation" to open honest dialogue.
- Use the word "situation" to invite prospects to share genuine problems you're positioned to solve.
Earn Time With Status Alignment
- Always earn the prospect's time by establishing status alignment with a clear unique selling proposition.
- Confirm if your value proposition aligns with their needs before proceeding with the conversation.