by Marc Goodin
Here are 3 tips & a bonus tip that will make you 50 to 100 percent more profits. And make your job easier as well. Implement these tips and you get more prospects to visit and more rentals at premium rates. The problem is less than 1 in 1O facilities will do on their own. And that is why we created Storage Authority - So we could be on your team and prepare you and your staff to win!
If you are still trying to determine if self storage is for you will find some answers here: Four-things-you-need-to-become-wealthy-in-america-simple-but-not-easy-until-its-done
Tip #1: You have to train your mangers much much better. And that starts with an a- z operations manual and sales and marketing manual. And regular training.
The above text was from a new manager. She was trained to use our 14 profit center scripts and the answers to over come the 7 common prospective renters concerns. And it works!!!
All staff are required to know and properly implement the 14 Storage Authority Profit Centers and their scripts. Here they are broken down into 3 categories to make them easy to memorize:
Four -Rent Profit Centers 1 Renting a unit. 2 Renting a unit by overcoming the prospects objection & asking again.
3. Take a reservation & converting to a rental
4 Renting to a client who did not initially rent by calling them back in 1 or 2 days.
Six- Add on Profit Centers
5 Upgrading a renter to Temperature Control
6 Administration fee
7 Insurance or protection plan
8 Locks
9 Boxes
10 Moving Supplies
Three- Soft Profit Centers
11 Auto pay 12 5 Star review 13 Referrals – hand out Referral cards/emails/cold calls/visit businesses/community events.
14 Storage Authority Guarantee
Tip # 2: Some things simple have to be mandatory. Yesterday I spoke with a gentalmen who owns 59 Burger Kings who is considering diversifing via Storage Authority Franachises. I was telling him how 95% of self storages are average so with our Ritz model it is easy to beat the competition. We got a bit side tracked on cell phones ringing at work (self storages). His answer was simple, employees are not allowed to use their phones while working. I agreed
Here are some mandatory items that will make your cash register sing:
No cell phones while working
Insurance is mandatory unless proof of insurance is provided.
No unadvertised specials (manager can not offer discount to closes sale)
End of Day email to owner with details
Learn and use the 14 profit center scripts
Ask, ask ask and ask again for the rental, boxes, lock, and a 5 star review
Walk the site twice a day - clean - check locks
Marketing is part of the managers daily tasks
Marketing plan
Markting calendar
Landscaping and facility is always in tiptop shape
No free months after grand opening. It can cost you $60,000 a year
Open the door for guest. And if they suprize you stand up to talk
Always show a unit to every prospect - out of the office in 30 seconds.
Know the answers to the 7 typical prospect concerns.
Tip# 3 Call every prospect by name 3 times while showing them a unit. We know it works and Star bucks does too!
Bonus Tip: Now that you are a premium facility RAISE YOUR RENTS!
And the good news is most owners are satisfied with the status quo so they are leaving the door open for you to "Crush The Competition" - You can do it!
If you want to learn more about the Storage Authority opportunity and secret sauce you can request info here or give me a call. storageauthorityfranchise.com/opportunity1/
Marc Goodin is President of Storage Authority Franchising. He owns 3 self storages he designed, built and manages. He has been helping others in the self storage industry for over 25 years. He can be reached at marc@StorageAuthority.com or directly at 860-830-6764 to answer your franchising, development, marketing, sales and operations questions. His best selling self storage books are available at Amazon