Strategy #22 - How to Work with Tradespeople for Leads (8 minutes)
Warm leads are the lifeblood of a thriving property management business.
But did you know that your tradespeople could be one of your most valuable sources of referrals?
Your tradespeople (they’re known as ‘vendors’ in the USA) are uniquely positioned in the property ecosystem, ranging from plumbers, carpet cleaners, pest and building experts, lawn and garden specialists, carpet layers, to electricians and more.
Remember that these people are helping self-managed landlords and are working with other agencies, so they’re in front of ample investors and more.
Step 1: Recognise the Right Opportunities
Tradespeople interact with property managers and landlords on a daily basis, making them key players in your network.
Here's how to start leveraging these relationships:
• In the Office: When tradespeople drop by to pick up keys or deliver invoices, introduce yourself. Build rapport with a quick chat.
• On the Phone: If you're new, call your tradespeople to introduce yourself and explain your role.
• On-Site: When attending a property with a tradesperson, engage them in conversation; this builds trust.
Step 2: Know What to Say
Building a strong referral network requires clear communication and compelling offers.
Here’s what you can discuss:
1. Referral Incentives: Offer a reward for referrals tailored to their preferences.
Example: One tradesperson I was working with preferred two cases of beer over a $200 voucher, so offer rewards that resonate with each person. As you build relationships with each person, you will learn what resonates with them more.
2. Impressive Statistics: Share your agency’s achievements to build confidence.
Example: “We lease properties in record time and ensure 100% rent collection.”
These discussions encourage tradespeople to refer potential clients, turning them into advocates for your business.
You’re turning them into BDMs for your agency.
Power Tip: Remember, you can also share your ‘win’ stats with sales agents and strategic alliances. These are made to be shareable in conversations and ‘sprinkled in’ as proof statements.
Step 3: Host a Tradesperson Appreciation Event
Show your appreciation by hosting events for your tradespeople. A simple gathering can strengthen relationships and foster loyalty.
• Plan a Friday Afternoon Event: Provide pizzas, snacks, and drinks in a relaxed setting.
• Share Updates: Have your team present insights, such as leasing statistics and rent collection rates.
• Invite New Tradespeople: Use this as an opportunity to expand your referral network.
One of our clients on the Gold Coast in QLD hosts a monthly tradie event, combining appreciation with business updates to ensure that tradespeople feel valued.
Some team members in the office will also bring in snacks or cook something for themselves.
Step 4: Turn Tradespeople into Your Advocates
The goal is to empower tradespeople to promote your business actively. Equip them with key messages about your service excellence.
Talking Points: Encourage tradespeople to share your agency's successes with self-managed landlords or dissatisfied clients they encounter.
For Example: "You should speak to [Your Name]; they lease properties faster than anyone I know."
By doing this, you ensure your tradespeople are well-prepared to act as ambassadors for your brand.
Step 5: Maintain Consistent Engagement
Sustaining relationships is as crucial as building them. Stay in regular contact and keep tradespeople informed about your services and successes.
• Send updates through calls and emails, and ensure they are consistent with your social media posts.
• Invite them to client appreciation nights or information sessions.
Consistency builds trust, ensuring tradespeople continue to prioritise your agency for referrals.
Wanting Coaching and Accountability?
Need help implementing these strategies?
Book a chat with Deniz at LeadMachineChat.com on how we can accelerate your rent roll growth results
Start transforming your rent roll growth today!
LEAD MACHINE SECRETS
Grow your Rent Roll- 28 Ways!
Revealed...secrets to 28 effective ways to attract warm leads to grow your rent roll without relying on salespeople.
PM FEE SCRIPTS SECRETS
Access 50 (plus) fee objection responses.
[UNLOCKED] How to WIN the deal and your FULL FEES with CONFIDENCE...no matter how low your rivals discount or reduce their fees.
Every PM fee objection you'll ever face has an effective response! You'll find it...in this book!
MASTER YOUR
TIME SECRETS
The kick-butt time management handbook for crazy busy property managers who want to beat burn-out, reduce stress, take control and get their life back!
WIN YOUR WORTH SECRETS
The complete PM HANDBOOK on how to WIN THE BEST FEES with new clients and INCREASE YOUR FEES with your current clients without losing them to cheaper agents
BDM Coach Podcast Show
BDM skills and techniques that will take you to 20-30 properties a month.
Top Growth Podcast Show
Rent Roll Growth Strategies...ready to go!
Win Your Worth Podcast Show
How to win the best property management fees in the marketing with confidence, no matter how cheap your rivals discount or reduce their fees.
