Property Management Training To Close The Deal

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Yesterday, another potential tenant walked out the door after the tour without signing on the dotted line. What went wrong and what can you do to change it? In the past it was easy. Your property was the only one in town. Now there is competition, not only across town but down the street. It is time for you to set your storage properties a notch above the rest. The best way to do that is to have your staff go through property management training.

Property management training will provide your people with skills in sales and customer service . These skills will set you apart from your competition. You will want to find a training service that is compatible to your style and a willingness to personalize the training program for your company. 

The trainer will need to have a broad base of knowledge on property differentiations, leasing agreements, sales, closing techniques and how to overcome concerns and objections. Another key area that you will want your trainer to have is attentiveness to details. Your trainer should be an expert at using discovery questions to make your training for your staffing as complete and comprehensive as possible. 

You will want your property management training to have time for group work, practice, role-play and reflection. If much of your contacts occur on the phone be sure that your personalized training program includes a telephone component.

Also in todays environment you will want a component of your comprehensive training package to include e-mail etiquette, sales and response time. Current studies shows that in some areas of property management 30 percent or more of current storage tenants note the web as how they heard about the organization.

Now that you have some ideas of what should be in the property management training for your staff. What should you look for in your trainer or training company? You will want a trainer that is fun and creative, able to present theory and follow it with real life stories and applications. Research has shown that humans are more likely to remember a story than a list of facts and information. 

You will want your trainer to be positive, realistic, encouraging and motivating as well as knowledgeable and experienced. The best way to find out if a trainer has these characteristics is to attend one of his training classes. If you are unable to attend one of his classes ask if they have a DVD, CD or Webcast of a training class that they have presided over. Be sure to interview the trainer asking about past experience and background. Also ask the trainer about there own training and educational achievements. 

If you have a trainer or a training company who has made it through the interview process you need to ask for references and then follow up by calling current and former clients to make sure that the trainer is easy to work with and the scheduling and logistics, billing and other parts of the process also ran smoothly. 

Property management training will help you and your staff close the deals and keep tenants longer. Also happy tenants are your best marketers and advertisers.  When you have been trained to help them and fulfill their needs they are going to tell their friends, family and neighbors, building your business from the grass roots up.

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Disclamer: This entry is intended to promote our partner StorageMart and some or all participants received compensation.