Objection Handling Flashcards
Would you do a background/credit check?
Yes, absolutely no problem. (Personal credit check is fine)
Where do you find your clients?
We find our guests on a variety of booking sites such as Travelnursing.com, FurnishFinder, Airbnb, Zillow, and VRBO. It really depends on what time of year it is. Our corporate clients are traveling a lot more in the summer and are booking 1-3 month stays at our properties. In the winter, they aren’t traveling as much, so in order to fill occupancy we do open it up to families and some of these other booking sites. Does that make sense?
How long would the lease terms be?
We typically do 2-3 year leases so we can be profitable. We have to invest in a lot of furniture costs up front and want to make sure we recoup our initial investment and become profitable.
Is this Airbnb?
Yes, Airbnb is one of the platforms that we use to find guests. However we find guests on a variety of booking sites such as Travelnursing.com, furnishfinder, airbnb, and VRBO. It really depends on what time of year it is. Our corporate clients are traveling a lot more in the summer and are booking 1-3 month stays at our properties. In the winter, they aren’t traveling as much so we use other hosting sites as well.
How would damages be paid for?
All the platforms we host on provide full protection in the event the guests damage something on the property. In addition, we have our own insurance as an additional layer of protection. So you won’t be liable to pay for anything guests may break during their stay. The most common claim I make on these platforms is for ruined towels and bedsheets.
How do you prevent parties?
Well, for one, we’re professional operators who have multiple safeguards to ensure we’re only getting top tiered guests.
I’ve heard stories of someone early in our group that had that happen, which caused ruined furniture. However, that platform actually ended up paying for all the damage since having a strict NO party policy was in place- the owner didn’t have to pay a single cent.
That’s why we now have the same quality control standards on all the properties and we place security cameras and noise monitors to prevent that from ever happening again.
We’ve had excellent success with these measures.
How do you screen your guests?
All these hosting platforms I work with only accept top-tier individuals. So they do their own background checks and verifying identifications to make sure they are trustworthy guests.
How do you pay the rent?
We’re flexible with that. We can do ACH transfer, zelle, Venmo, or check. What would you prefer?
Do you have a website?
Yes, my company is “Blue River Stays LLC” & my website is “www.blueriverestates.com”
Why would I provide you with rent concessions when a long term tenant doesn’t get any? (Or some variation of this)
The key here is to recount to them 3 of the 5 major points of why I am more valuable than a long term renter. Once they believe my model benefits them more, this will not be an issue.
I need to answer in a tone that’s a matter of fact. The tone should be that my solution is obviously better than a long term renter. I want to sound 100% confident, not cocky.
Example of why landlords would provide rent concessions to me:
Name, I completely understand what you’re saying. The landlords we work with are happy to be working with us for a few reasons.
One, I’m not sure of this has happened to you or not. But I’ve met and heard from many landlords that have had terrible experiences with tenants in the past.
Tenants that refused to pay rent for months and then they had to go through the legal system to in order to get them evicted. Tenants that have damaged the property and the landlord didn’t even know until they left. These situations have costed them thousands of dollars.
Has anything like this happened to you before? (It doesn’t matter if it hasn’t, it’s seeded in their mind now).
Acknowledge their response.
The corporate clients we work with have no tenant rights because they aren’t signing a lease, so we never need to deal with an eviction situation. Secondly, anytime something is damaged we find out about it immediately and get it fixed. We can’t afford to have things not working for our guests.
And NAME, in addition, we’re a business, not a typical tenant. We plan on renewing our lease with you indefinitely until you decide to sell the property. You’re never going to have to worry about finding another tenant for this property. And any new properties you aquire, we’d love to be the first to take a look and potentially sign another lease with you as well.
So while we ask for some upfront rent concessions, you are undoubtedly in the long run make more money with us and have less problems than a typical tenant. And this is why we have so many landlords decide to work with us for years.
Does that make sense? I really want to make sure this relationship is a win for both of us.
How many properties do you have?
Or
How long have you been doing this?
I’m part of a community that has units nationwide, but I’m personally handling expansion in this city myself.
We have the same quality control standards across the board and manage everything professionally.
While this will personally be my first, I have unlimited support from my group that constantly critiques my work with their expert knowledge in this space.
If the landlord asks-
How many properties do you have? (additional to answer 1)
I’m going to be investing $10-15k into the property to furnish it nicely so it attracts the highest quality guests.
Please understand that this is a seasonal business, so it’s going to take quite a while for me to recoup those costs.
If I’m willing to sign a 2-3 year lease to show that I’m serious, would you be willing to give me 1-2 months up front so that I have time to recoup those costs?
