Converting Private Landlords to Full Management: A Proven Strategy (15 minutes)

Once you’ve identified potential clients, reaching out tactfully is essential.

Start with an introductory phone call that offers help rather than a hard sell.

Sample Script
“Hi [Landlord’s Name], my name is [Your Name] from [Your Agency]. I noticed your property is currently listed for rent, and I wanted to see if I could help.

I’d be happy to give you some tips for attracting tenants and can even send over a guide with our top ten marketing tips. Would you be open to receiving some support?”

Pain Point Awareness
Remember that many private landlords experience challenges like vacancies, tenant issues, and property upkeep.

By addressing these, you establish yourself as a knowledgeable, supportive resource they can rely on.
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After connecting with a landlord, back up your offer with practical resources to help them market and manage their property better.

This approach gives private landlords a glimpse into the level of support they’d receive under professional management.

Helpful Resources to Send:

• Guides: For example, “TEN Ways to Market Your Property” or “How to Reduce the Stress of Self-Managing a Property.”

• Videos and Articles: Share links to educational videos or articles on topics like effective tenant screening or compliance with property regulations.

• Templates and Checklists: Providing checklists for inspections or move-ins gives landlords an insight into the detail-oriented nature of professional management.
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​This value-packed follow-up establishes credibility and showcases your agency’s capabilities without overwhelming them.

Not all landlords will immediately jump to full property management, but a ‘lease-only’ service provides a middle ground. Here’s how to approach it:

If interested, offer a lease-only service for a higher-than-standard let fee.

For example, consider charging double for a lease-only service. This service can include:

• Tenant Screening and Lease Signing
• Ingoing Condition Reports
• Insurance and Compliance Checks (e.g., smoke alarms)

This ‘lease-only’ arrangement introduces landlords to professional property management while allowing them to maintain some involvement.
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The follow-up phase is crucial in converting landlords. If they initially seem uninterested or stop responding, remain persistent. Send a friendly video message or email sharing additional tips. For example:

“Hi [Landlord’s Name], I noticed your property is still on the market. Don’t forget the essentials like smoke alarm checks and securing the property. Let me know if there’s anything I can do to help.”

Highlight Consequences of Non-Compliance
At this stage, you may also want to share a list of potential penalties for non-compliance with legislation, especially as property laws grow stricter in markets like Australia and New Zealand.

Many landlords don’t fully realise the complexity of legal requirements, and this can prompt them to consider professional management.

Converting private landlords into full property management clients can be challenging, but by following these steps, property managers can position themselves as trusted experts.

By educating landlords on the benefits and removing the obstacles they face in self-management, you build a strong case for your services.

Would you like to add coaching and accountability to get better results?

If you’d like more hands-on support with this strategy, consider exploring resources like LeadMachineSystem.com or booking a session with Deniz Yusuf at LeadMachineChat.com.

The more you put into place, the better results you’ll see in winning over private landlords.