Your information is 100% secure
Menu
How to win the best property management fees in the marketing with confidence, no matter how cheap your rivals discount or reduce their fees. Get our book ‘PM Fee Scripts Secrets’ for over 50 effective ways to respond to discount requests. Just pay shipping. Go to STOPDiscountingFees.com
Why You Should Be Charging for Lease Renewals: An ‘Insurance Policy’ for Owners
Charging a lease renewal fee is essential for protecting property owners from costly tenant vacancies.
This video and article explain why a fixed-term lease renewal acts like an insurance policy, safeguarding owners from losses of potentially thousands of dollars when tenants leave during quiet periods on a non-fixed-term lease agreement.
By securing a fixed-term lease, property managers offer valuable protection and stability, making a lease renewal fee justified and necessary.
Learn how to confidently charge for lease renewals and use proven scripts to handle fee objections effectively.
Charging for Ingoing/PCR and Outgoing Inspections: Why You Should and How to Do It
Charging for ingoing/PCR (move-in) and outgoing )move-out) inspections is a smart way to boost your fee revenue without resistance from property owners.
This article explores why these inspections shouldn’t be included in the management fee and how to confidently justify them.
Property managers in markets like Western Australia have been charging for these services for years, and you can too!
With the right mindset and effective scripts, you can easily introduce these fees without pushback.
Learn how to break free from restrictive industry mindsets and start charging for more services you provide.
Get the scripts you need to confidently implement these fees today!
How to Charge More in Management Fees
Raising your management fees by 1% or 2% can significantly boost your fee revenue to your rent roll, but it starts with confidence and strategy.
This video and article explore how to break free from limiting beliefs and charge more by mastering fee objection responses and creating strong points of difference that allow you to stand out from your rivals.
Whether it’s through effective negotiation scripts or standout services like virtual tours and superior tenant screening, you can justify higher fees and command more respect in the market.
Learn the tools and mindset you need to charge what you're worth and take your rent roll to the next level in profitability.
The TOP Five Reasons Why Agencies Discount (And Why You Shouldn’t)
Many agencies fall into the trap of discounting fees (see the TOP FIVE reasons why below), seduced into thinking it will encourage more rent roll growth when it only causes damage to the rent roll (and no real growth).
This video and article outline the five key reasons WHY agencies discount, including the belief that all owners want cheap fees, pressure from competitors, and the misconception that lower fees lead to faster growth.
Discounting is seen as an easy, short-term fix that erodes profitability and devalues service quality.
The FIVE Types of Owners You Shouldn’t EVER Increase Fees With
Not all landlords are ready for a fee increase, and doing it with the wrong landlords can unnecessarily lose clients.
This article outlines the FIVE TYPES of landlords you should avoid when considering fee increases.
Knowing when not to increase fees is just as important as knowing when to do it.
The Consequences of Discounting: Why It's a Race to the Bottom
Discounting fees might seem like a quick fix to stay competitive, but it's a race to the bottom that can severely damage your rent roll (and still not grow it!).
This video and article highlights the five major consequences of discounting, from attracting low-quality clients and repelling top talent to reducing the value of your rent roll and making your business simply unsustainable to operate properly.
Competing on fee alone erodes long-term profitability and growth.
Learn why maintaining strong fees, focusing on service quality, and avoiding the discount trap will safeguard your rent roll and ensure long-term success.
Read on to discover how to protect your rent roll asset value.
Kicking Your ‘Big But’, and the ‘Law of the Fee Lid’
Your ‘fee lid’ is your mindset lock determining how much you can charge.
Sure, the market largely determines your management fees (to a degree), but many other additional fees are actually determined by what you believe!
Change what you believe and this changes what you can charge!
This video and article explore the top three common mindset blockages ‘BIG BUTS’ property managers and BDM’s have, such as “BUT my competitors don’t charge that, so I can’t!” or “BUT owners only want cheap fees, so I cannot charge more!”
These ‘BIG BUTS’ limit your potential for fee revenue growth.
Discover how to shift your fee thinking, enhance service quality, and confidently charge fees that reflect your true worth.
Learn how to navigate fee objections and stand out from the competition without fear, breaking through your personal ‘Fee Lid’ for maximum profitability.
ELEVEN Property Types You Should Say ‘NO’ to!
When building a profitable, healthy rent roll, knowing what properties to say NO to is just as crucial as to what properties you permit on board.
Many agencies fall into the trap of accepting ‘any property with a roof and front door’, but this leads to higher staff burnout, reduced profit and increased expenses, reputational damage and toxicity that simply makes your rent roll unpleasant to work in.
To help you avoid this pitfall, here are the top eleven property types to steer clear of.
From low-rent and low-grade properties to long-distance or problematic landlords, saying ‘no’ to these will ensure you focus on high-quality, revenue-generating properties.
For a deeper dive, explore these strategies in detail in our book Win Your Worth Secrets.
How to Write a Successful Fee Increase Notification Letter
Creating an effective fee increase notification letter that gets your clients to agree to increased fees is no easy task!
With over 20 years of experience increasing fees, this video and article offer a step-by-step guide to creating a professional and effective fee increase notification.
Learn the eight key email letter strategies that ensure your message is clear, concise, and well-received.
From keeping your tone calm to providing justifications and avoiding apologies, these tips will help you communicate with confidence.
Whether you’re managing a property portfolio or running a business, this guide will show you how to increase your fees while maintaining trust and professionalism.
Knowing the EIGHT Different Marketing and Inspection Fee Types
Stop leaving money on the table, thinking that your management fee should absorb the cost of all of your services and start charging what you’re worth!
Did you know there are eight different types of marketing and inspection fees you can charge in your rent roll?
This video and article break down four marketing and four inspection fee types, helping you maximise your fee revenue and justify the value of your services.
From charging for professional photos and virtual tours to ingoing (move-in/PCR) and outgoing (move-out/final) inspections, these fees reflect the time and expertise you bring to managing other people’s valuable investment properties.
Learn how to introduce these fees confidently and overcome objections with proven scripts.
Charging a Repairs and Maintenance Fee: The Easiest Fee to Ask For!
Charging a repairs and maintenance fee is one of the easiest ways to boost your fee revenue as a property manager, yet many hesitate to ask for it as most agents think it should be a part of their management fee.
This video and article explains how introducing this fee can be seamless and why most owners won’t question it if presented confidently.
With success stories proving that this fee can generate thousands in additional income each year, it’s time to break the mindset that owners won’t pay.
Learn the simple script that makes charging this fee effortless and start boosting your fee revenue today—without pushback. Stop leaving money on the table and charge what you're worth!
Responding to “But what’s the Management Fee for?”
When property owners ask, "But what's the management fee for?" it’s a golden opportunity to explain the value of your services.
This video article reveals why you should confidently charge for tasks like inspections, repairs, and rent collection—services that many property managers include for free.
By shifting your mindset and realising there’s no rulebook dictating what a management fee must cover, you can start charging what you're worth.
Agencies that adopt these strategies often face little to no resistance from owners. It's time to rethink your fees and ensure you're compensated well for the difficult work that you do.
How to Win: "But the Other Agent is Cheaper" Fee Objection!
Handling the common objection, "But the other agent is cheaper," can be tricky, but this video article arms you with a powerful script to overcome it.
By explaining that agents charge based on their perceived value (and no more), you can show clients that lower fees often mean lower service levels and that agency's belief they are not as good as your agency.
Cheaper agents know they can't compete on quality service with you, which is why they undercut on their fee instead. With this script, you'll turn the conversation around and demonstrate that your fee reflects your quality service and what you offer.
Master the right response and confidently win over property owners who may be tempted by cheaper rivals.
How to Beat: "But the Other Agent Will Get Me a Higher Rent..."
When an owner says, "But the other agent will get me a higher rent," they’re likely being lured by false promises.
This video article gives you the tools to handle this objection confidently.
By explaining the real costs of vacancy—2% of the annual rent lost for every week the property sits empty—you can show the true value of accurate pricing.
The script highlights how overpriced listings can scare off quality tenants and attract the wrong ones, ensuring you maintain your position as the market expert. Master this approach and protect your prospects from misleading tactics.
Handling Three ‘Real Tricky’ Fee Objections
Dealing with fee objections like "I can't afford you" can be tough, but with the right approach, you can turn the conversation in your favor.
This video article provides three effective scripts to confidently handle tricky objections and show clients the true cost of choosing a cheaper agent.
Whether it's comparing your fee to a simple cup of coffee or emphasising the risks of poor property management, these scripts will help you stand your ground and prove your service and value.
Master these responses and ensure clients see why your services are worth the investment.
Asked to Discount? Good news: You’ve Just Been Greenlighted!
When a client asks for a discount, it’s not a setback—it’s a green light that they’re ready to sign with you, but want to see if they can get a better deal first (a sense of value).
This video article dives into handling fee negotiations with confidence, recognising it as part of the real estate game.
Clients are testing you, not because they want the cheapest option, but because they need a reliable property manager.
By responding professionally, you can close the deal at your full fees. Master the art of negotiation and turn fee objections into opportunities to showcase your service and value.
How to Handle Fee Objections with High-Rent Properties
When managing high-end executive rental properties, fee objections are common, but your services should never be undervalued.
This article provides a key script to confidently respond when property owners push for lower management fees due to high rents.
The script emphasises that higher rent means higher expectations, more demanding tenants, and increased responsibility. By showcasing your expertise and the extra work required, you'll justify your fees and demonstrate your value.
Stay confident, handle objections with ease, and ensure you're charging what you're worth—even for the most luxurious high rent properties.
The 'Cup of Coffee' Script: A Powerful Way to Overcome Fee Objections
Overcoming fee objections is a challenge every property manager faces. The 'Cup of Coffee' script, taught for nearly 20 years, is a proven way to handle the common objection, “But the other agent is cheaper.”
By breaking down the 1% management fee difference into something as simple as the cost of a cup of coffee, you can show clients how small the gap really is.
When combined with unique points of difference—like superior property marketing and property owner and tenant handbooks—this script helps clients see the true value of your service, making fee concerns seem trivial in comparison.
Answering: “But My Sydney PM only Charges X%!”
When a potential client says, "But my Sydney property manager only charges X%," it's often a negotiation tactic. This video article arms you with three powerful scripts to confidently respond, showing the true value of your service.
Whether it's explaining about the 'factory' management model that sacrifices quality, breaking down percentage fees versus actual dollar costs, or highlighting the differences between local markets, you'll learn how to counter this objection effectively.
Use these strategies to demonstrate why your expertise, market knowledge, and tailored services are worth the investment—ensuring clients see beyond just the fee numbers.
Best Three Scripts for Handling ‘But the Other Agent is Cheaper’
If you're tired of hearing "But the other agent is cheaper" when discussing your property management fees, you're not alone.
This article offers three powerful scripts to confidently handle this objection and highlight the value of your services.
From the 'We Fix Cheap Agent Service' story to the 'Heart Surgeon' and 'Full Pizza' analogies, you'll learn how to position yourself as the premium choice.
These scripts, drawn from our book the 'PM Fee Scripts Secrets', will help you maintain your fees while showing clients why quality service is worth the investment.