RealDialer Blog · Topic
Prospecting rental owners: FRBO landlords, absentee owners, small multifamily investors and the property managers who work with them. These posts cover building rental-owner lists from ads and tax records, the call to make before a lease ends, common landlord objections, and the options for selling a rental with a tenant in place.
Start with the FRBO script and how to find FRBO and absentee owner leads, then read the landlord lease-end call. The landlord prospecting guide covers long-cycle follow-up.
Agents treat property managers as an obstacle between them and the owner, or try to buy their referrals. Both misread the manager’s economics, which run on doors under management. What a manager knows that no list does, why a sale to an owner-occupant costs them, the three things to offer before asking anything, and the rules on paying a referral fee.
More from the desk
Nearly half of the country’s rental units sit in properties of one to four units, most of them owned by individuals, and the duplex and fourplex owners among them are a list almost nobody calls on purpose. How to find them on the tax roll, what makes their sale different from a single rental, the rent roll questions that replace the lease-end question, and the owner-occupant buyer they never price for.
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An out-of-state owner has no ad, no listing and often no plan, and the call to them starts with their clock, not yours. The opener that names the tax record, the question about who manages the house, the hold-or-sell question, the three answers, and the rules that follow the person you call rather than the property.
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A landlord who says they would sell but the tenant is still there is describing one of three different sales, and the buyer pool, the price basis and the calendar change with each. How to sort them on the call, the tax questions to recognize and route, and the showing and deposit rules that come with the occupied one.
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Most landlord objections are not objections. They are answers to a question you should not have asked yet. Seven things landlords say, which of the three noes each one is, and what to do with it.
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You asked a landlord a year ago if you could call sixty days before the lease ended. Now it is sixty days. What to have on the screen, what to say first, and how each of the three answers turns into a next step.
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A for rent by owner ad is a vacancy happening now. An absentee owner is a fact on the tax roll that will be true next year. Where each comes from, how to build both without buying, and why the record is the owner, not the address.
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A for rent by owner ad is a landlord mid-decision: hold, lease again, or sell after this tenant. The script asks two questions, earns a call sixty days before the lease ends, and never pitches a listing to someone who needs rent.
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