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5 Questions to land your next client

To set you up for success, we’ve compiled 5 of the most common questions every property manager should be prepared to answer when it comes to impressing - and then winning over - a new homeowner.

Short-term RentalsAirbnb Management

Published on 10 Aug 2021

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We don't know a homeowner out there who wouldn’t want a competent and personable property manager to manage their Airbnb listings (and get them a 5-star rating).

To set you up for success, we’ve compiled 5 of the most common questions every property manager should be prepared to answer when it comes to impressing - and then winning over - a new homeowner.

Can you give me a breakdown of your fee structure?

A good property manager will know the ins and outs of the fee structure they’re offering. An experienced property manager will be able to answer a homeowner’s questions readily, while someone new in the business might struggle to provide them with answers straight away.

Hometime Tip * Be prepared to provide the entire cost structure and not only the management fee to your homeowners.

How many properties are you currently managing and how are you doing it?

A homeowner will likely want to know if you will have enough time to give their property the right amount of attention. Why? Well, it’s not unheard of for property managers to be overbooked, especially if they’re bogged down by the many manual tasks associated with being an Airbnb host.

As property managers ourselves, we understand the many factors that influence our capacity; from the sizes of the properties we manage to whether we have a team to assist us. What’s important to convey is how we stay on top of our listings.

Hometime Tip* Investing in systems, like cutting-edge property management technology will help you deliver the transparency, performance and responsiveness all homeowners desire. Giving your clients access to a quality owners portal will make all the difference.

How many years have you been operating here?

While being a qualified property manager doesn’t necessarily mean growing up in the area where your homeowner’s property is located, your client may want someone who has local experience, is knowledgeable in the local community and can provide recommendations and improvements that make sense to the regional market.

Hometime Tip * Specific local knowledge is crucial for good performance. This includes providing information about local calendar & events for peak occupancy/pricing; local entertainment options for guests; and local cleaning & maintenance services to keep the property in A1 condition. Lastly, make sure you have a manager close by to help in the event of an emergency.

What’s your process when screening tenants?

When a homeowner entrusts their property to a property manager, they will likely want to know how you screen their guests. We suggest communicating how you optimise for revenue and appropriate guest vetting; what controls you have in place upfront, such as requiring verified ID or only positive reviews as opposed to obtaining this information only once the guest has booked; the red flags you are looking out for and how you control these.

Hometime Tip* Ask your homeowner important questions about their guest expectations. Find out about any particular reservations when it comes to the guests they want to welcome in their property, whether pets are not allowed or if the place is child-proof.

Are you the person who will handle my property?

While it’s not imperative that you are the actual person who will do the cleaning, fixes, and repairs, your homeowner will still want someone who is hands on and will not leave their property to be taken care of by a third party.

Unless you have a team-based approach, your homeowner might be inclined to talk to the very person who will check on their property on a regular basis. This is because that person will most likely make the minute day-to-day operation decisions that may determine if their property is appealing to guests and receive those 5-star reviews every Airbnb owner likes to collect.

Hometime Tip* Be explicit with the client about who you use to deliver the services. This includes team members, cleaners and maintenance people. Most owners are looking for a hands-off solution and will appreciate you having the team maintain their property and ensure ongoing success.

For more tips and advice related to short-term property management, get in touch with us for a more in-depth consultation.

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