Successful Property Managers Guard Key Relationships

business, eco, real estate and office concept - businessman and businesswoman holding white paper house and keys in office
business, eco, real estate and office concept – businessman and businesswoman holding white paper house and keys in office

Often in life, it’s not only what you know but who you know that can make all the difference. Knowledge is powerful, but relationships are the bedrock of the property management business. It all begins with the people we work with, the folks we depend upon, and the personnel that help keep the wheels of progress turning.

Are you staying connected, in touch with your V.I.P.s? Group meetings can be useful in this regard. But there’s nothing like one-on-one time with your key people to really get the feel about what they’re thinking and what ideas they may be willing to share.

One of my clients has lunch each month with a rotating selection of the people she relies on the most. She’s a big advocate for having a “garden filled with allies” and she keeps that “garden” nourished well.

Next, if I were to ask you for a list of your most important clients, would you have it memorized? If you think about it, 80{8dac5dcb9f942b09754d29d206f8ecad2fe1c20701ee3d2765cee79f805470e6} of your business as a property manager usually comes from 20{8dac5dcb9f942b09754d29d206f8ecad2fe1c20701ee3d2765cee79f805470e6} of your clients. The 20{8dac5dcb9f942b09754d29d206f8ecad2fe1c20701ee3d2765cee79f805470e6} are your key relationships that you can’t afford to neglect. When was the last time you had coffee or breakfast with these sources of ongoing business? Do you communicate with them regularly?

The other 80{8dac5dcb9f942b09754d29d206f8ecad2fe1c20701ee3d2765cee79f805470e6} of your book of clients are important, too. Make sure you have an outstanding client management system (CMS) that won’t let you forget them. A good CMS keeps people from falling through the cracks, which might make them easy pickings for your competition. Loyalty must be earned and then maintained through caring contact. As you climb the ladder of success you’re likely to slip from time to time. If you have others on that same ladder with whom you’re loyally connected you’ll keep from falling too far.

The few mountain-climbing experiences I’ve had taught me to be tethered to my group. Once, years before the eruption of Mt. St. Helens, I ascended its icy surface all the way to the summit. Several times I, or another member of the climbing party, slipped in spite of our quality equipment. Because we were tied together by strong ropes none of us were lost down a deadly crevasse. This experience emphasized the importance of “staying connected” to the dependable, competent people I relied on and who relied on me. It also reminds me today of a motto that I learned: “Do what you can to leave people a little better than you found them.”

Even if all you do is send emails or a text with a few appreciative words, do it. The late Maya Angelou had some powerful things to say on this topic. One of her most memorable quotes was “I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.”

If the key people in your lives, including family and friends, feel appreciated, understood and respected they are much more likely to respond in kind.

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