When an owner decides to leave, whether through
selling, reoccupying, self managing or transferring the management to another
agent, what happens to that client?
- Is it good riddance for them to never be seen again?
- Do we close the file and never think of them again?
- Even worse do we bungle up the exit as we don’t care so much what happens to them now that they are considered lost?
Next time a client walks out the door, instead
of saying goodbye, why can’t we say, see you again soon. Why can’t we simply
move them into a category of what Real Plus likes to call an “inactive client”
and push them back into the prospecting pool. We
may be cutting off future new business opportunities if we don’t better manage
this process.
Whist their current circumstances may be that
they no longer need or desire our services, we need to remember that people’s
circumstances change and there may come a time when they wish to rent, lease
out, buy or sell a property in the future. Wouldn't you, as the agent, like to at least be on their shopping list? Wouldn't it be great is they referred people to us if they may
know someone who needs one of our services, so we really do not want to be
severing this relationship for good.
I have been able to retrieve several
managements over the years that owners have decided to self manage, move to
another agent and even move into. When the first home buyer grant rush happened
I kept in contact with a lot of those purchasers who were owner occupiers and
was able to recover many of them as managements down the track by simply
keeping in contact and keeping them educated.
- Allocate & diarise follow-up calls - It's important to try and keep the relationship with the agency alive and burning. No matter how long after the owner has taken back the property, you just never know when they may be thinking, or know of someone thinking of buying, selling or renting. There is always the possibility they will become an active client again!
- Learn the exact reasons they are exiting. Knowing the reasons helps you to continue to improve, upgrade your internal procedures and systems, and minimise risk for future avoidable loss. Feedback can be a very powerful tool for improvement. The exiting client should always be contacted by management to discuss the real reasons they are leaving. Imagine a few weeks later the exiting landlord receiving an update that a whole new procedure had been put in place to overcome the issue they had.
- Never give up! Of course there will be some disgruntled clients who are leaving (for whatever reason), but I also encourage you not to give up on repairing the relationship and leaving things on a good note, even if they chose not to stay with you at the end of the day.
- Can another property manager or contact point better service this client?Another idea may be to offer the disgruntled client a choice of new property manager or contact point. Sometimes a management can be saved for the agency if it was managed by another person in the office. Sometimes however, we may be better off without the client at all, in which case we will be divorcing that client – still remembering to keep face for the agency’s public image.
In order to ensure an exiting client is dealt
with effectively and ensure the best possible chance for either them to return
to us, or perhaps someone they know to be referred to us, we use an exiting
landlord checklist which is commenced as soon as an owner gives notice.
For your free copy of this checklist please click here!
