How to get MORE landlords calling you and WANTING you and your Letting Agency

by | Apr 12, 2018 | Uncategorised | 0 comments

One of the key things I teach in my training rooms, is that we all need to reconsider as Letting Agents, what is our customers journey…

But so many of us are just doing what we always have, we expect that if we have a shiny shop front, a Rightmove banner, some to Let signs, a couple of branded cars and a brochure, the phone will ring…

Unfortunately, those days have gone, with the internet, many landlords feel they can let and manage their homes themselves, which means we now need to SELL our services, and WHY they should use us…

The NUMBER one tool in our armory, is the EXTREME levels of legislation put in place by the government EVERY year, most of which many landlords are completely unaware of… which means one of our most important jobs, is to “Tell them what they DON’T know” so that they then KNOW they need us…

I have always done this through the 6 points below, creating content, blogs, videos, free downloads, speaking at events etc.…

There are two KEY wins by doing this, they get to know who YOU are, and they get to know how knowledgeable YOU are too, so that’s definitely what they call a WIN- WIN!

So the customer journey, is about how do you get them from not knowing who you are, to knowing about you, to liking you and respecting you, to wanting to put their trust in you and getting them in front of you?

So, what does your Funnel Look Like?

Or more simply, what is their journey before, they book a valuation with you?

In the old days, it would have been the paper, but NOW, there is at least 7 touchpoints, needed before they will even consider calling you…

So, you need to create many NEW and different ways for people to engage with you, to build trust in you, feel in line with your brand in order for them to feel confident in giving you their details or physically get in front of you…

Here is our funnel… which I have found to have worked really well for us, over the years…

  1. Masses of FREE downloads over many website, giving free advice or free stuff and kept up to date…
  2. Tons of videos on YouTube, Facebook and Linked in, giving FREE advice and assistance to landlords (builds trust and demonstrates your experience and they get to see/hear you too)
  3. Write a Book… There is no better brochure than your OWN book, seriously try it!
  4. Have an online valuation tool, and promote it via social!
  5. My personal favourite, run landlord educational seminars, with YOU speaking at them and educating YOUR clients
  6. Have an offer… Make sure you have an exceptional offer, with TONS of validation, testimonials, examples, which all have an emotional element…

Remember, people buy people, but they also never buy what they NEED, they always buy what they WANT, they have to WANT you, or else they won’t buy what you are offering…

PLUS, the modern purchaser now wants to try before they buy, in the form of NEW content… so If your landlords Googled something they are concerned about going on in your town or market, would they fine content you had written?

If not, maybe that is what your focus needs to be on moving forward…

Food for thought!

Sally Lawson