5 Step Pitch To Win Doors At 2x The Fee

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Losing a deal to someone charging half your fee is one of the most frustrating parts of this business.  

Every great property manager knows this feeling.  You charge 10% because you invest in people, processes, and technology that protect investors by providing a great resident experience.  They charge 5% because they don’t.

But at that moment it’s hard to tell the difference.

So of course, the investor asks:

“Why would I pay double?”

Last week, Ravi Varinasi told me how he overcame that question, and it blew my mind.

Up until now, we have seen Vendoroo clients growing by an average of 30%, but we thought it was just because they had more time to go get new business thanks to not having automated maintenance coordination.

Then 2 days later, I saw the same thing again. But this time, it wasn’t a story. It was a system.

Chris Weidley, told me he had turned that exact scenario into a repeatable system he uses to close on new doors with his AI agent.

He calls his “Randy Johnson slider”

So I had to share it with you-

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5 Step Pitch To Win Doors At 2x The Fee

Chris obviously does what everyone has to do-

He qualifies his prospect, builds rapport, demonstrates expertise, and talks about the benefits of working with Redwood Prime Realty. At the end of the conversation about why he should manage their doors, he brings up-

"And we use AI." And according to him, what follows is hard to resist.

Here is a step by step of what Chris does (and why it works)

1. Calls his Vendoroo Rooceptionist, “Alex”

Many people hear “AI voice” and they immediately imagine a terrible experience with a phone carrier or a bank. Showing off the quality of the ROOceptionist is a WOW moment that has worked for us many times. It only makes sense that it works for you too!

It’s also a super easy thing to do- just call your office!

2. Role plays a leaky kitchen sink at 2am

While the ROOceptionists role isn’t naturally to troubleshoot, it doesn’t mean it won’t do it when it sees an opportunity.  The way Chris asks a question triggers Alex's ability to help immediately.  We’d recommend using this exact scenario for a WOW moment like this.

3. Explains what happened and contrasts what would’ve happened without AI

It’s easy to just think this is a phone answering system, but in reality it’s a series of agents working together to accomplish a job instantly and consistently that is usually a very variable experience.  

This is where the way most people show their  tools fall apart. They either create the experience or deliver the outcome.  Chris is showing both, at the same time.

3. Turns investors’ biggest fear into his competitive advantage

If you watch both stories, Chris and Ravi are using Vendoroo to justify being twice the price of their competition. Tying the financial benefit of troubleshooting without a vendor AND immediate damage control is a powerful duo that this technology will pay for itself.

Vendoroo tells you the percentage of maintenance issues you handle after hours.  That’s a powerful data point to throw out there to a prospect considering a 9-5 team!  

5. Encourages the investor prospect to ask anyone else how they control for unnecessary maintenance costs

There is no bigger ace in the hole in sales than arming your prospect with the perfect question to deposition the competition than asking for a sale. It reminds me of how Nike convinced Michael Jordan’s mom to sign with them.

The Intangible Value Of Your Operation, Now Undeniable

For years, great property managers have had the same problem:

You know you’re better.
But in the moment, you can’t prove it.

So you explain your process. You talk about your team. You try to justify the cost.

And explanation loses to price.

What Chris and Ravi are doing is different. They’re not just showing a better experience.  And they’re not just talking about better outcomes.

They’re connecting the two LIVE.

Here’s what’s easy to miss about that:

• A voice AI can create a great experience…
  but if it doesn’t actually solve the problem, it’s just a demo.

• A backend system can make the right decisions…
  but if the investor can’t see it happen, it’s just a claim.

The power is in the combination.

The moment where:

• The call happens

• The issue is handled

• And you can immediately show what was done and why

That’s when it clicks. That’s when the investor stops evaluating, and starts believing. This is what turns your operation from something you describe into something they experience.

And when that happens, the question changes.

From: “Why are you more expensive?”

To: “What happens if I don’t have this?”

Because now you’re not competing on service.  You’re competing on certainty. 

And that is a microcosm of what is happening in AI for property management right now.  The technology is getting harder to differentiate. The certainty of how it performs in the real world is what matters.

And that only happens when the experience and the outcome are connected. Not one. Both.  That’s why we have 100+ people with a dedicated team of 40+ dedicated exclusively to adjusting our clients’ processes, catching edge cases, and coaching clients as they transition to AI first.

But more importantly-

If you’re considering other AI or maintenance solutions, I suggest you ask them a simple question:

How would I land new clients by using your tech?

Pablo Gonzalez 

Chief Evangelist at Vendoroo

P.S. Did you know about our done-for-you process optimization?  It’s included with our onboarding.  Schedule a demo at vendoroo.ai and we’ll show you how we make sure you’re not scaling chaos through automation.

P.P.S. We’re looking for a handful of people that want to test a new process & policy diagnostic tool.  Reply back to this email and I’ll set you up.