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Myth # 19
Ethical property managers never make undisclosed profits. Right?
Question: Do professional managers ever take spreads and profits without telling the owner in advance? We think the answer is … Absolutely. Most do.
Matt Manaker, Charleston Home Rentals LLC, Charleston SC.
"When we started with our consulting arrangement with Robert we didn't quite know where it would go. Right off the block he introduced us to just ONE new revenue stream that will generate at least another $400,000 in the next five years. So, why didn't I do this earlier?"
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Myth # 18
Making big money in property management has a negative side (loose clients, putting license at risk, risk getting sued). RIGHT?
Question: Are there risks to earning Big Money in property management?
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This is the part of our site where all the products, resources, videos, forms, manuals, handbooks, customized management agreements and leases, money-making ideas, CYA protections, checklists, service animal/comfort pet training and all you’ll ever need to run a safe and profitable management business. This is the “Mother Load”.
It will take us six to twelve months to get it all posted, and we’ll keep posting more as time goes on, but there will be more than you can digest before the end of the year. I’ve been digging through our 35 years of document archives and there’s more than I thought.
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Myth # 17
I should require Renters Insurance for every tenant. RIGHT?
Question: Is it really worth requiring every tenant to have renters insurance?
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It will take us six to twelve months to get it all posted, and we’ll keep posting more as time goes on, but there will be more than you can digest before the end of the year. I’ve been digging through our 35 years of document archives and there’s more than I thought.
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Myth # 16
Myth # 16 If the Owner Sells the Property while under Management, the new Owner is Bound to the PMA -- RIGHT?
Question: What happens to the management agreement when the property changes ownership?
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It will take us six to twelve months to get it all posted, and we’ll keep posting more as time goes on, but there will be more than you can digest before the end of the year. I’ve been digging through our 35 years of document archives and there’s more than I thought.
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Building a Killer Lease Agreement
with Robert Locke and Monica Gilroy
at Loews Coronado Bay Resort, October 16-19, 2018 San Diego, CA
When we teach a workshop on any topic, we like to provide materials to help students implement the ideas shared in the class. This page was specially created for students who attended our event in San Diego. We are providing the downloads and slides discussed in class along with the training video that you and your staff may implement this information. At the right is the class in its entirety. Hope it helps you take full advantage of your investment.
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This is the part of our site where all the products, resources, videos, forms, manuals, handbooks, customized management agreements and leases, money-making ideas, CYA protections, checklists, service animal/comfort pet training and all you’ll ever need to run a safe and profitable management business. This is the “Mother Load”.
It will take us six to twelve months to get it all posted, and we’ll keep posting more as time goes on, but there will be more than you can digest before the end of the year. I’ve been digging through our 35 years of document archives and there’s more than I thought.
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NARPM Creating a Referral Business by Jim Roman
"When we started with our consulting arrangement with Robert we didn't quite know where it would go. Right off the block he introduced us to just ONE new revenue stream that will generate at least another $400,000 in the next five years. So, why didn't I do this earlier?"
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It will take us six to twelve months to get it all posted, and we’ll keep posting more as time goes on, but there will be more than you can digest before the end of the year. I’ve been digging through our 35 years of document archives and there’s more than I thought.
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This is the part of our site where all the products, resources, videos, forms, manuals, handbooks, customized management agreements and leases, money-making ideas, CYA protections, checklists, service animal/comfort pet training and all you’ll ever need to run a safe and profitable management business. This is the “Mother Load”.
It will take us six to twelve months to get it all posted, and we’ll keep posting more as time goes on, but there will be more than you can digest before the end of the year. I’ve been digging through our 35 years of document archives and there’s more than I thought.
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Myth # 15
A smart property manager would approve an application to rent from their real estate commissioner. Right?
Question: Who in their right mind would deny the real estate commissioner's application to rent?
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Greetings my name is Robert Locke and we are going through a series of myths on property management. A myth is something that people commonly believe, but once you ferret it out, and tease it out, you find it might not really be true. So the one we're going to talk a little bit about today is this Myth # 15 which goes like this: A smart property manager will approve an application to rent from their real estate commissioner . . . Right?
Well, in 2005 I got a telephone message on a Sunday afternoon. I listened to the message and it was from a friend of ours. The real estate commissioner of Georgia, Jeff Ledford had called and left a message. Of course, when you get a message from the real estate commissioner on a Sunday afternoon there's only one right thing to do right? I immediatley called him back! Jeff shared with me that he had gotten engaged and that they were looking for a house.
They had made an application on one of the houses that we had in our inventory. My knee-jerk response was to say, "well Dr. Ledford, you're approved!"
But, I couldn't do that, of course. He asked me if I would check on his application on Monday morning and see how it went. So Monday morning I found the property manager who was processing applications on that particular property and here's the story I was given.
That previous Friday we had another tenant come in to make application. We vetted him over the weekend. They had ok credit, not great credit, but good enough, and at 9 AM that Monday we had sent out an official notice of approval to that applicant. The prospective tenant hadn't signed the lease or sent it back to us, but we made an offer to that applicant and we were waiting a response.
Now Jeff Ledford's credit was much, much better. Renting to the commissioner would be a great story in a classroom someday; to be able to say that a Georgia real estate commissioner was renting from Crown Realty and Management. I would love to have been able to say that, but we ultimately turned down Jeff's appication. Not because he wasn't qualified of course, but because our policy and procedures manual and our qualifying guidelines, stipulated that once we've sent an official notice of acceptance to an applicant, unless they completely ignore it, then we are locked in even though a better application might have come in.
And so, we had to tell Jeff Ledford that somebody else got the house having applied for it on Friday.
To be honest, he didn't like that answer, but he understood that we had qualifying guidelines and we had policies in place whch we were going to follow, even when it meant turning down the real estate commissioner.
Now qualifying guidelines will keep you out of trouble, from making decisions maybe contrary to good policy. We could have gotten in trouble on a fair housing claim of some kind from that initial applicant if we had denied him after already approving him.
I didn't like turning down the commissioner, but I hope he respected us for following procedures. Anyway, I would love to have told the story that the newley married Georgia Real Estate Commissioner rented from us, but it didn't work that way.
If you have a good set of qualifying guidelines, and you follow them to the letter and in the same way everytime, it'll keep you from making bad decisions about the approval and denial process, protecting you from that possibility of a fair housing claim.
We processed about 15,000 applications during our 35 years and we never had one fair housing claim. So the moral of the story is twofold. First, look for messages on your phone over the weekend! Second, turn people down when your policy requires it, no matter who they are.
Well, thanks for listening. We appreciate the time you spent with us today.
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It will take us six to twelve months to get it all posted, and we’ll keep posting more as time goes on, but there will be more than you can digest before the end of the year. I’ve been digging through our 35 years of document archives and there’s more than I thought.
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Adopting a Formula for a Nickel-and-Dime Business
There’s an important formula that you need.
Here’s the truth: Property management is a nickel-and-dime business. You’re not chasing $5,000 checks. You’re chasing $80 dollars a month from your clients.
All nickel-and-dime businesses require volume.
To create volume, you need speed.
What does speed look like?
It’s approving applications without calling the owner. It’s handling maintenance under $500 without collaborating with the owner. Those things create speed. Processing an application and signing the lease without the owner and moving the tenant in on your own creates speed, which creates volume.
You need speed for scalability. If you have to collaborate with your owners, you defeat speed and you can’t scale.
When you’re collaborating with owners, you’re driving a motor home that’s clunky, slow, and guzzling gas.
When you let that go, you can drive a Ferrari, which is fast, racy, and efficient.
If your owners hate it, they can let you go. And that will be okay.
Educating Your Owners Starts with the Management Agreement
If you’re constantly blogging and communicating with your owners through newsletters and other methods of communication, you’re going to be able to set the expectations and earn the trust you need to follow this formula and claim your authority as the property management professional.
The process of owner education starts with the management agreement.
Build a management agreement that isn’t sluggish and slow. Have the right language that tells owners they can trust you to make good judgments.
Owners don’t know what’s going to be in a management agreement. They do not spread out three different management agreements and see how others do it. If your contract sounds logical and intelligent, they will sign it.
Growth Strategies: Remote Lockboxes and Outsourcing
If you want to grow, you need to stop meeting your tenants at the property to move them in. Once you get to a certain level, it becomes chaos and takes up too much time.
Remote move-ins are easy and efficient.
Let go of the personal move-in process and set up a system where you can send the lease via DocuSign and tenants can go onto their portal to pay the rent and the security deposit. You cannot scan them a key, but you can create a lockbox mechanism that’s controlled remotely.
If you think you have to be there when they move in, you’re not thinking about speed, and you won’t be able to grow.
Remote showings are also essential. You don’t actually need to have an agent there to show prospective tenants which room is the living room and which room is the kitchen. They can take a look around themselves and contact you with any questions.
Society today is becoming less personal. There’s a tension there, and it’s easy to worry about losing the personal relationship with prospective tenants. But, there are benefits. Think about fair housing. Remote showings will do a better job of keeping you compliant.
The personal relationship is important in the sales process. You’re showing off the home. It’s a big ticket item. With rentals, tenants don’t need you there to help them make their decision.
Some property managers really want to keep their process personal. They want to shake hands and fawn over the kids and pet the dog. This is fine if you want to stay small and have relationships. It’s just not scalable, and you won’t be able to grow past a certain point.
Outsourcing is the current catnip in the NARPM world. If you want to grow, embrace outsourcing.Virtual assistants cost less and they get a lot of your administrative work done. They can handle phone calls and answer questions. This is critical not because it makes you more money but because it holds your costs down. It’s a critical element to becoming scalable and profitable.
Property Management Assets: Employees and Tenants
Virtual assistants allow your staff to play a more strategic role in servicing your owners and your clients. This is important because turnover – whether it’s employees or tenants – will kill your ability to grow.
You’ll make a lot more money from a tenant who is in the property for five or 10 or even 20 years. You’ll hear a lot of property managers say we work for the owner. But, if the tenant is happy, the owner is happy.
The longer you keep tenants, the longer you keep owners. Make sure your tenants are feeling valued, and make sure your management agreement doesn’t renew with the lease, but with the tenant’s departure.
There’s much more in Robert’s course that can help property management companies grow without growing pains. If you want to dig in deeper, check out his online workshop at: https://www.trainingpropertymanagers.com/online-courses
There is a button with courses that are both on-site and online. There’s even a series you can subscribe to that’s completely free and available to everyone.
Thanks to Robert for joining us, and thanks to all of you for listening.
View Our Expanding Line of Products
This is the part of our site where all the products, resources, videos, forms, manuals, handbooks, customized management agreements and leases, money-making ideas, CYA protections, checklists, service animal/comfort pet training and all you’ll ever need to run a safe and profitable management business. This is the “Mother Load”.
It will take us six to twelve months to get it all posted, and we’ll keep posting more as time goes on, but there will be more than you can digest before the end of the year. I’ve been digging through our 35 years of document archives and there’s more than I thought.
If you register we’ll send you notices as we post things so you’ll know what’s there and where to look for it.
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We will send a courtesy email to let you know when new myths are posted. Thanks for being a valued client.
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View Our Expanding Line of Products
This is the part of our site where all the products, resources, videos, forms, manuals, handbooks, customized management agreements and leases, money-making ideas, CYA protections, checklists, service animal/comfort pet training and all you’ll ever need to run a safe and profitable management business. This is the “Mother Load”.
It will take us six to twelve months to get it all posted, and we’ll keep posting more as time goes on, but there will be more than you can digest before the end of the year. I’ve been digging through our 35 years of document archives and there’s more than I thought.
If you register we’ll send you notices as we post things so you’ll know what’s there and where to look for it.