Big accounts, Big Opportunities: How to Land and Manage Large Property Management Deals

📅 March 6, 2025 ⏱️ 36:04 🎤 Eric Basset, Jake Clouse

Chapters

Click to jump to section

0:00

Introduction & Topic Overview

Eric and Jake introduce the episode's topic: landing and managing large property management deals, based on a listener's question about providing generalized pricing for 400 properties.
0:47

The 'Good Problem' of Volume

Jake highlights that acquiring a client with 400 properties is a 'wonderful problem to have,' emphasizing the common need for simple, generalized pricing from property managers.
1:14

Understanding Property Types

Eric stresses the importance of asking detailed questions about the types, sizes, and construction of properties to create a nuanced pricing matrix.
1:45

Pricing Strategy & Value

Jake advises on calculating per-hour rates and considering all expenses, while Eric recommends leading with services that property managers value most based on common pest issues.
3:08

Avoiding Profit Pitfalls

The hosts discuss avoiding common mistakes where property managers might abuse the relationship, such as requesting free retreats for interior issues not covered by the initial agreement.
3:37

Setting Service Expectations

Eric suggests establishing clear response times and associated pricing tiers, emphasizing that specialized services should command premium rates.
4:33

Customer Compliance Challenges

Jake shares a cautionary tale about a mobile home park deal, illustrating how low resident compliance can severely impact profitability and the importance of clear service boundaries.
5:07

Billing & Future Pricing

The hosts discuss clarifying billing responsibilities and methods with property management companies, and the necessity of proactively increasing pricing over time to maintain margins.

Speakers

Eric Basset

Host

Jake Clouse

Host

Key Takeaways

✦

Always clarify the types of properties (e.g., single-family, condos, apartments) and their layouts to create a flexible pricing matrix that accounts for variations in size and construction.

✦

Develop a clear pricing structure that differentiates between exterior-only services and interior treatments, ensuring additional charges for interior work to avoid losing profitability.

✦

Establish clear service expectations regarding response times and associated costs; offer premium pricing for same-day or urgent calls to reflect the expedited service.

✦

Educate property managers on the benefits of recurring maintenance plans, even if they initially prefer one-time services, to emphasize long-term value and proactive pest control.

✦

Before committing, inquire about the frequency of pest-related calls from the properties managed to gauge the actual volume of potential work and allocate resources appropriately.

✦

Clearly define who is responsible for payments (property management company vs. tenant) and the billing process to avoid chasing payments and ensure timely compensation.

✦

Implement annual price increases to account for rising costs of doing business, communicating these adjustments proactively to the property management company.

Want the full experience?

Join the Inner Circle for full access to every episode, AI-powered insights, personalized coaching, and a network of industry leaders.

Join Inner Circle →

← Can You Trust Your Pest Control Company? Eve Pappas Reveals Industry Secrets

Is Traditional Marketing Dead for Pest Control? →