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  • #9516326
    Letting Agent Barriers
    Tom Eason
    Dec 13, 2023

    Hey Will!

    I recently discovered your podcast, this is an awesome space and the value you provide is immense, so thank you for all you have created.


    I operate a Rent to Rent company in the UK (rental arbitrage).

    The value we provide to letting agents is great- their resources and time don’t have to be spent on managing tenants, maintenance, marketing the properties, changeover of tenancies etc.

    The same for landlords, we pay market rent and pay for minor maintenance, so they profit more than they would with a regular tenancy.

    However, due to cowboys in the industry & a lack of integrity from my competitors, as soon as you mention R2R, letting agents instantly go “no no no we don’t do that, it’s company policy”

    I battle the objections and sometimes manage to come to a resolve, but it’s difficult with those who don’t make the decisions, as they don’t have the authority to agree to work with us, despite us actually doing things correctly.

    Mostly I speak to receptionists or lettings assistants, rather than Directors or managers, it is proving difficult to get meetings with these people. Anything you could suggest that can get me to the decisions makers, to show them the value we offer?

    Thank you,

    Tom Eason.

    Will Barron
    Dec 18, 2023
    Will Barron Dec 18, 2023

    I hear you Tom. Every time I hear R2R it’s someone selling a get rich quick scheme to become “financially free”.

    Couple of things –

    • Is it literally company policy not to do R2R? In which case you need to speak to leadership and not the minions. They’ll be open to ideas and not be closed minded on current policy.
    • Do you have a proven track record (video testimonials, case studies etc)? That becomes part of your objection handling. “OK, I get that a lot. If I could show you a webpage with 100 agents all giving glowing video reviews, would that get a quick call booked in?”
    • It’s going to be harder to get hold of directors/leadership. Their time is more valuable. If you can build a value prop around what they get out of the deal rather than what agents get, then you’ll book meetings much easier.

    All of that is pretty high level. If you have any specific objections or things blocking you from booking meetings with more senior people let me know and I’ll take a look.

    Tom Eason
    Dec 20, 2023
    Tom Eason Dec 20, 2023

    Thanks Will, makes total sense.

    It’s almost unheard of to book a call with Director’s through the call handlers in reception, I need to figure a plan out to contact these guys directly and look into the benefits for them.

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