Widen Your Real Estate Management Services

As a real estate management firm you should be prepared to offer our property owners a full strategy for success. Above the usual accounting, payroll, legal and tenant management services, a well rounded real estate management firm would offer sales training and job management for clientele employees.

This may mean that a real estate management firm suggest third party training services, such as a secret shopping program to its clientele. In fact, secret shopping is a great way to look at sales training because such a program would allow your clients a chance to see what their service really is at the customer level.

After all, a great accountant has less to count if customers are not buying, right? This is why, as a real estate management firm it is in your best interest to recommend reputable sales training or secret shopping services to your clients. This is also in the best interest of the client and they may appreciate a valuable recommendation.

Of course, this means that your real estate management firm can not just go recommending any old sales training material or secret shopping vendor. You will have to research those that seem to fit your client base the best.

For example, if you manage storage properties, then find some of the self storage niche shopping programs and ask to have a few trial or demo calls done. Evaluate the program. When comparing secret shop programs, here are some things to consider.

• Was the program customizable to your needs?
• Did you have easy and productive communication with your contact person at the shop office?
• Were the secret shops conducted well enough to not give it away?
• Were the results of the secret shop delivered in a timely manner?
• Were the results accurate?
• Does the shop program have updated technology (i.e. Are the shops recorded on cassette tape, CD, or mp3? Are the results accessible to you via online access, mailed to you, or emailed to you?)
• How many secret shoppers does the company have? If there is a limited pool of them, then you may see or hear the same shoppers too often. If the shopper company has a large network of shoppers, that is best.
• How long has the company been in business? You do not want to recommend a new company to your clientele that may be out of business in a few years. Find a company that has proven they are going to grow their own business.
• Ask for a discount for all the clients who sign up for their services through your recommendation. If you can offer your clients discounted third party services and products, they will appreciate your management services even more.

Other services you may want to gather as third party services could be insurance to the client, and insurance for the clients customers. Take the self storage industry again, they would like to sell renters insurance to their customers. If your management service had a collection of recommendations, they would be pleased to do business with you.

The goal should be to cover all the need of your client base. Make your management firm more than just an accountant and a lawyer, make your firm a one stop shop for business owners. Become a consultant for them.

Source : Customer Service

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