Renters? How to Get Landlord Info and Make The Sale!

When you knock on the door, you're through your pitch, you're really excited, and then that's when the bomb drops. Hey, we just rent. We actually don't own the place. And you know that that roof needs to get done. So you have a missed opportunity or worst of all, you're in a neighborhood that's just renter after renter after renter and you feel like you're spinning your wheels and wasting your time. Well, in this video, I'm going to be teaching you how to get in touch with the landlord and then of course, make the sale. Hey, thank you for all the comments on these videos and engagements on the social media, posts on Instagram and Facebook. I listen and that is why I do these videos. You ask, I answer. So thanks for joining me today and welcome, or welcome back. My name is Adam Bensman, the roof strategist. And everything I do here on my YouTube channel and on the podcast is designed to help you and your team smash your income goal and give every customer an amazing experience. And in order to do that, we need to learn how to overcome some of these obstacles that we think might be a dead end and find out that there's a fruitful opportunity on the other side of the when we know what to do. So by watching this video all the way to the end, you're going to have an executable plan. So the next time you deal with a renter, you're going to go know what to ask and what to do so you can make that sale. Hey, but before we hop into today's video, if you haven't yet done it, I want to get this freebie in your hands. It's my pitch. Like a pro roofing sales training video library. Now, to date, I don't even know this says 240. I think we're at like almost 270 videos. And we update it weekly, organized by category from pitching and canvassing and direct mail for new roofing sales. All these different essentially playlists for you to binge at your heart's content, giving you exactly what you want on demand. So if you like these videos, you're going to love what's inside. You can head on over to the roofstrategist.com right now. There's a link in the description and to your name and email and click get instant access. I'm going to send you a free copy. You can just take a peek at just what some folks are saying about it. Alright, so let's get over to today's video renters. First we need to ask a question in order to capitalize on the opportunity. What, what do I mean by that? I mean not waste time. So when we are at the door, we need to use this opportunity where we're in conversation to fact gather. We need to find out one of two things. Are they dealing with a management company or the landlord? Okay, landlord versus landlord. So option one or option two, here's how we do it. Hey, I totally understand that you're renting the property. And listen, I've worked with a lot of renters and my job is to make sure that these issues I've noticed on the roof don't end up impacting you. So I'd like to take it up directly with whoever it is that you work with. May I ask, do you work directly with a property management company or the landlord? Him or herself? Okay, very simple question, then you're going to know. Alright, it's either the management company or the landlord. Now we proceed to the next question and we want to use body language and use this in what we call an assumptive ask. Meaning what? Assuming they're going to give us that information. My microphone is where I would normally keep a pen. So pretend I've got my pen here and they say a management company. And I say oh, thank you so much for that. And what management company is that? And what I'm going to do is pull my pen out, I'm going to blade my stance and take one step closer to them in a friendly manner so he or she can actually see over my shoulder at the blank piece of paper or your phone, whatever it is that you're writing with. I'm a pen and paper guy and I'm going to sit there and wait. What is the name of the property management company and who do you work with over there? And do you happen to have their phone number by chance? Great, so now we've got the information. Landlord, same thing. And your landlord's name. Great. And do you happen to have his or her phone number? Super. And okay, so now we can start gathering all that info using the assumptive ask. There will be a point that you'll be met with some resistance, especially in a landlord. People may not want to give you their private property address and things like that. But don't worry, I'll be teaching you how to find that I your own. But at the very least you have the management company name and contact info or the landlord's name because we may or may not find this publicly. But I'm going To share with you how to find their address. So first step we on the same page? Yes. Great. We now know it's management company or landlord. Then step two is we need to take action. We need to get in touch directly. Directly get in touch. Now let's talk about how we do that. Property management company. Google is your friend. You can find a property management company, they want to be easy to find. Type in their name. Voila. Now landlord. This is where it might get a little bit. One or two more steps, but it's still super simple. In my program, in the battle pack and the sales strategy, I have a section to help you find property owner data. I've done other videos on it. Teaser alert. Here's the high level scoop. There's different apps you can use from Spotio to Sales Rabbit to interactive Hail Maps to Hail Trace. Those are like kind of industry, right? Then outside the industry we have Land Glide which is a real estate app. And then the creative cheapy hacks which I love are hunting apps. The reason I say hunting apps is they provide private property owner information such as Onx Hunt and Hunt Stand. These interactive tools will allow you to literally click on the house and it will show the property owner's name and the tax address. Okay, now the important thing with the tax address on a rental is the tax address is where the tax bill is sent. Nine out of ten times that will be the private landlord's home address. Every now and again it might be a P.O. box, but nine out of ten times that tax address is the landlord's home address. So now you know the landlord's name from communicating at the door and their tax address, which is again their mailing address. And you know they're going to be checking their mail there because let me tell you, people don't like getting behind on the tax bill. Bad things happen. So once we have this information, we can then begin to engage with these prospects to make the sale on their property. Last note on this, sometimes on those, on those apps if you click it the property on a, if a landlord owns that property, it might be held in an llc. They do this for tax purposes, buying the property under an llc. And that's why it's nice to have the landlord's name when you talk at the door. Otherwise you got to go one step further and look up the LLC to get the registered agent's name. Again this is all available online. And then the free way to do this, you can use the county parcel search. So whatever county you're in, search county Parcel search. You can type in the address and all this information will populate and then you can use the business, excuse me, the state business website to do a reverse lookup on the name if you absolutely need to. By the way, pro tip on the commercial side of things as well. So now we've got the landlord's name which is we've fact gathered at the door. Do you work with a management company or a landlord? And now we have done our homework and we can do what we can do one of three actions. Number one, we can. Excuse me, I'm going to go through these. In order show up, you can drive to the location of the property management company and or the landlord. Number two, if time is not on your side and or proximity meaning it's far away, we can use direct mail. Here's the good news inside the Marketing Battle Pack I have a direct mail letter for property management companies. I am also in the latest round of updates and revisions and new material that's being added very soon to the Marketing Battle Pack. More on that later. I'm including a specific letter to landlords. So when you encounter these situations you have a letter to send which again works best if you can show up or call behind it or at the very least find them on say LinkedIn or Facebook and send some direct outreach on a mediums. Which brings us to again calling. So we want to use this in combination. Again you can use the material from the Battle Pack coming soon for the landlord piece by the way. By the way, that'll be released to every one of our customers. So thank you. If you have the Battle Pack. All this you'll be getting at no cost and we'll be announcing all those updates soon. And the last thing which I'm going to add in here, which I frankly didn't plan on, but if you want to get creative and you're okay being bold, check out LinkedIn. A lot of property owners, people that own multiple income properties are executives or business people and they use LinkedIn, which is a really easy place to find them and a bit less invasive to reach out where they expect B2B transactions on LinkedIn Facebook will work. So I'm going to write Facebook and then again you might even be able to find them on Instagram. But use the Internet, Facebook might be like sometimes people find that a bit too forward. Like you found me on Facebook, you reached out, you're at my rental property where LinkedIn is a bit more of a comfortable platform. But if you're okay being bold, you want to layer all these together. So ideal you do all. If you can't show up, direct mail and call, the more the better. All right? And by doing so, when you reach out, do pop into the program the complete sales strategy if you're using it. The reason I say that, and by the way, this is included with my all in one sales training, sales strategy and sales system which I call the roofing sales success formula. There's a link in the description in there. I've done a video at the very end called Selling Big Jobs that talks about the unique nuances of how to position the sale to a landlord. Because let's be real, you and I both know that the landlord has different buying motives, meaning different things that he or she find important that are going to drive their decision. Because to them it's about what? Money, an inconvenience to the renter, they don't care as much about value like a primary residence would. Yet the property management company, what do they want? They have different buying motives or different triggers that are going to say hey, we should pursue it with this roofer. And for them it's going to be very different. Why? Because they don't really have to pay anything for it. It's about making their lives easier and not dealing with it. And they don't want to deal with the tenant either. So you've got this full envelope now of knowing what to do when you deal with a renter. Ask at the door, do you deal with a property management company or a landlord? We use the assumptive ask and what landlord is this? What's their name? What property management company? Then from here we can go fact gather. Get in touch using the direct mail letters. I've done other videos by the way on commercial. In fact I have an entire playlist on it inside the pitch like a pro roofing sales training video library on commercial which just will really get you into that psychology of how to present to these very different buyers. Alright, so check that out as well. Now again, thank you for your comments and engagement. Listen, if you like this video video I ask, give me a thumbs up. Why? Because it helps me find out what content I should be making for you. So thank you again for being here and if you're not yet subscribed, now is a really good time to click that button because we are ramping right up into the season and I don't want you to miss a thing. So thank you again for joining me in today's video. I very much appreciate your comments. Please comment on the videos. Scroll through them, you're going to see. I read and respond to all of the intellectually stimulating and engaging responses, and I value your time and that is why I contribute. So thank you again. And if you haven't yet done it, click here to download a free copy of my pitch Like a Pro roofing sales training video library. And let's hop into that commercial playlist should you be interested. Right here. We'll see you soon.