Using Your People Skills to Operate Real Estate Will Carry You Far!

In my eighteen years of property management – I have surmised one thing:

Real estate really boils down to being a people business.

I always advise new property owners that their new business is the business of providing homes to the community. If you don’t think that’s a personal proposition – then you’ve got another thing coming.

When a Prospective Renter Calls

The first thing you have to realize is that when a prospective renter calls you on the phone – the objective of the call is to eliminate your property from their search! The goal is to essentially save themselves a trip or to “cross you off of their list” of places to visit.

Landlords make this very easy for prospective renters when they don’t answer their phone. Or worse, they answer the phone and have either a bad attitude, or an indifferent attitude. Folks – these people (renters) are trying to give someone their rent money….will you be the lessor who cashes the check?

Consider Their Situation

The next thing you should consider is who you are dealing with. Have you ever heard that the top most stressful events are things like divorce, job change, marriage, death, and moving? Guess what? The person you are showing a property to is most likely going through at least two of the stressful life events listed here.

Something has necessitated this move. Some major life event has caused this person to need a new place to live. Are they downsizing due to divorce or lay off? Upgrading due to new children or marriage? It is important to understand that the person you are talking to really just wants a nice place to live and a minimally stressful transition. Be the landlord who makes things as efficient and stress free as possible.

Additionally, people can become very emotional about their homes, whether they rent or own. As a landlord – you want a tenant that treats your property like home – so this can be a good thing. Just try and understand where they might be coming from if they are upset or wanting some resolution in a matter you can help with.

Firm But Fair

Now listen, I am a no nonsense type of manager – and I encourage and teach the same thing to my property owners. So, I am not suggesting that you to become a marshmallow or pushover. You can absolutely be firm but fair in managing your properties.

Just know that “seeking first to understand” will help you in your dealings with both prospective and paying renters. And it is actually a very rewarding and profitable experience to provide a quality living experience to any family. Now get going!

Kelli Guyton

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