The Easiest Way To Get More Tenants Without Spending Another Penny On Advertising or Marketing…105% Guaranteed…

(no, this isn’t another SEO company, lead aggregator or silver bullet!)

To: Self Storage Owners, Operators, and Managers

The follow up workshop came to life because I needed something that would deliver rentals more consistently than trying to turn every store manager into an expert sales person.

Here’s my personal and somewhat embarrassing story…

My frustration came to a breaking point when one warm, Northern-California afternoon I was listening in on some of my manager’s recorded sales calls.

Let’s just say I wasn’t happy with what I was hearing.  There were a few managers who kept falling short call after call. (Has this ever happened to you?)

I knew they were trying hard, but they just were not in tune enough with the customers to put all of the pieces together in an effective way.

I knew it was my fault. I hired these guys and I needed to work with them more. But I was frustrated about the results we were getting, and I was frustrated that I was going to have to spend more time (time I didn’t have) training and coaching. I knew I had to come up with a better way.

The Aha Moment

About a week later I had an “aha” moment that has forever increased our conversion rate and it has NOTHING to do with salesmanship, persuasion or expensive technology…

I was “secret shopping” a few of my competitors as I do from time-to-time. But, this time I did something different. I gave them my real email address and phone number instead of a bogus one like I had normally done in the past.

Guess what?

Out of the 12 facilities I called that day, NOT ONE…NOT A SINGLE ONE FOLLOWED UP WITH ME!

That’s when the lightbulb went off.  That’s when I began the creation of  this workshop and it has changed everything for us. (Ok, maybe not everything, but it has been a big step forward!)

This workshop represents a way to instantly increase conversion rates without spending an extra red cent on advertising by doing the follow up most your competitors ignore…

I own two self storage facilities as well as an RV Park in Mississippi and have been using Kenny’s Follow Up Workshop since September 2010. I highly recommend it. It has been a great tool for me to get some extra rentals in all of my businesses. It quickly pays for itself – you’ll see the extra benefits within the first week.

-Keith Russell, Owner Audubon Point Self Storage

The Effective Follow Up material is just what our team needed to learn the techniques and gain the confidence required to make the final step of persuading prospects to become renters. The format of the material allowed our managers to work through the material on their own during slower times of the work day and then we reinforced it during group meetings, team conference calls, and one-on-one follow up. Thanks, Kenny!

– Paul Feikema, VP Operations Hide-Away Storage
(10 Facilities Purchased the Effective Follow Up Workshop)

This is a start-to-finish workshop that teaches effective follow up to self storage managers who want rent more storage spaces.  Here is what you’ll find inside:

The workshop is broken down into five bite-sized sessions.

Session 1 – Six Keys to Follow Up That Get You New Rentals Fast

In this session you’ll help your property manager learn six key building blocks…

  • Learn to get a name and phone number during the greeting so you can stay in touch with prospects
  • Discover when your prospect needs the space so you know when to call back or email
  • How to keep track of your prospective customers so that they don’t fall through the cracks
  • Tricks for using personal information the prospect has shared with you during the call to continue to build rapport later.
  • The secrets to timing your follow up and why you should follow up often.
  • How to make the follow up job you will be doing in the future easier by calendaring the follow up contacts.

Session 2 – Using Follow Up to Pull In Shoppers and Keep Them From Your Competitors

This session covers in detail how to effectively follow-up with prospective customers who call or visit your location, but then insist on shopping around.

Property managers will learn:

  • How to re-insert themselves into the buying process before the prospect makes a final purchase decision.
  • A process that they can control, rather than just waiting for the prospective customer to call them back.
  • How to rent the space for the most money possible and avoid offering low-ball prices or extreme move-in specials to get the sale.
  • The secrets that make it extremely likely that the prospective customer shops but ultimately chooses to do business with you.

Not being able to close the deal or secure a commitment happens to even the best sales people because some customers feel compelled to shop around. Knowing how to rope in more shoppers has the potential to increase your monthly income by thousands.

This session alone justifies the price of the workshop and then some. Follow the tactics I outline in this one session and you will rent more storage spaces.

Here’s an email from a store manager in Atlanta, Georgia

Kenny:

I was actually able to use some of the things I learned in the workshop just yesterday to rent 5 units to one customer for her business needs. Thanks for taking time out of your day to make mine a little bit better.

Sincerely,
Stephanie K. Smith
The Storage Neighbor-Research Park

Session 3 – Getting Your Appointments To Show Up (So They Can Rent)

In this session you will help your property manager to follow up with prospective customers who have made an appointment to rent from you or tour your property.

Your property managers will learn…

  • An easy mental shift that will turn follow up from a chore to an act of service.
  • The secret to locking your prospective customers in and not losing them to competitors, even when they are offering heavy move-in incentives.
  • A simple and effective way to reschedule with prospective customers who can’t keep the original appointment.

Most store managers are not doing anything proactive to ensure that the people who say they’re coming actually show up. This session gets more people in the door.

Session 4 – Some Prospects Don’t Need Your Space Right Away.  How to Create A “Tractor–Beam” That Pulls Them In

When your store managers go through the fourth session they get step-by-step instructions and concrete ideas about how to stay engaged with prospective customers who are hesitant to commit because they  don’t need a storage space for a week or two, or longer.

Your property manager will get step-by-step answers to the following…

  • How often to follow up to so that you stay engaged with the prospective customer.
  • How to follow up without being annoying. (My manager’s tell me this is one of their favorite parts)
  • Six excuses that open the door to following up with a prospective customer in the time that passes between the initial call and their need for storage space.

Session 5 – Maximizing Move-ins With Voice Mail, Email, and Text Messaging

The best property managers know how to use multiple communication channels to build relationships with prospective customers.

In this session your property manager will learn…

  • The one phrase that turns your email follow up from being perceived as pestering to being welcome.
  • You’ll learn how to leave voice messages with the uncanny power to get your prospects to return your phone calls.
  • You’ll see how to integrate text messaging into your follow up efforts without intruding or annoying.
  • Why text messages can work when everything else fails.
  • The secrets of combining phone and email to boost follow up effectiveness.

You Save A Ton of Time as an Owner, Regional Manager, or District Manager (While Increasing Revenue)

If you are a property owner or regional manager or in some sort of supervisory role over the on-site property managers, then this training program will be a huge blessing.

  • The workshop can be completed by a property manager without any outside involvement.
  • Save yourself days worth of time creating training materials
  • You don’t have to find the time to lead training sessions
  • You don’t have to find even more time to repeat training for new hires

Managers Learn Fast And Easy

What I’ve found is that web-based training works remarkably well if it is presented in multiple ways. Since this is a first-rate training workshop I include video, audio, and text components to the training.

Managers can pay better attention when the training is web-based. If a customer walks in, the training material can be paused and started again once the transaction has been completed.

Unlike a live training, conference call, or webinar, the material can be accessed any time it is convenient.

If you think a manager needs a refresher on the ideas, you can have them repeat the workshop as many times as you like – without investing any more of your time or money.

New Employees Get Training Immediately

One of the things I’ve enjoyed about having this online training workshop is that I can train new employees immediately and with very little additional time or effort invested.

New employees get up to speed and integrate seamlessly because they receive the same training that all of your other store managers have received without delay.

Your new managers will like it too because they won’t have to wait for you to free yourself up enough to provide this training. You won’t have to worry about how soon you can get a trainer to the store.

On-Site Managers Fill Down Time With Training (Even While Sweeping Units or Tidying the Office)

By breaking the training into bite-sized chunks that are no longer than 15 minutes a property manager can squeeze the training in during the gaps between customers. She doesn’t have to find 45 minutes or an hour to set aside without interruptions. (This really removes all excuses to completing the training.)

Some online training materials make you consume everything while you are shackled to your computer. Not this one. The audio from each session can be downloaded to any mp3 player of your choice. In this way, your manager can listen while sweeping units or cleaning up around the lot. There is also a written version that can be printed out and taken to lunch.

Everything, including the workbooks, can be printed out. If you want to review them with your store manager in a meeting, you can discuss the material without looking over a computer screen (unless that’s what you prefer).

I have stores ranging in size from 40,000 net rentable square feet to 140,000 net rentable square feet. If my managers can get through it, I feel confident saying your managers can too.

Workbooks Help Managers Apply The Ideas In The Workshop

I was super careful not to create “busy work” that property managers would resent. The workbooks build on the concepts in the workshop and help your property mangers think through how they will apply the material to their location, their situation, and their style.

 

Risk Free - Hand Drawn BlueGiant 105% Satisfaction and Effectiveness Guarantee.
Once you purchase the Effective Follow Up Workshop, if you are ever dissatisfied, let me know and I’ll give you 105% of your money back, no questions asked.  (It’s that good.  I haven’t had anyone request a refund yet!).

I’m super-confident that you will like the workshop and that it is going to help you. I’m facing the same problems you face, and I created the workshop first and foremost because I needed it. I’ve battle tested it for two year in my own company and I know it works.

 

One Last “Push You Off The Fence” Testimonial

From: Paula Dukesherer
Manager
Airport Super Storage
Ontario, CA
Kenny has made this workshop extremely “user-friendly.”  I really liked having the audio, the written, and the workbook as a set.  This made it very easy to follow along while listening to the audio, and then to go through the workbook to practice the specific skills and make them my own.  I think the 3-part approach makes the workshop easy for all learning styles.

Anyone can benefit from this awesome program, and if you get just 1 rental because of it (and you WILL get more than that), it will pay for itself.I have been good at sales since I first ventured into the field, but have always lacked the skills for effective follow-up.  Therefore, following up has been so intimidating to me that I rarely did it.  I knew that I was losing sales that could have been mine if I only knew what to say when I called back, and it frustrated me.  On a few occasions I asked my peers how they followed up, and I never got a response, which told me that there are a lot of us out there in the same boat!

This Follow-Up Workshop takes all the guesswork out of it. Kenny gives many examples of valid reasons to follow up with someone without making yourself sound pushy or like you’re nagging.  That made it easy.

Within the first 2 weeks of going through the workshop, I had 2 new customer rentals that I could directly attribute to the workshop.  I was confident when I called the customers back, and was able to overcome objections that were holding them back, and therefore got the rentals. I realize that it will take a while for me to really get good at follow-up so that it will come naturally, but in the meantime, I have the workshop and the accompanying workbook to help me to hone my skills.

Thank you, Kenny, for making this available outside of your own team.

The Enrollment Fee (and a price break)

I want to make this as simple as possible.

  • One Payment of $369 per property – Get Access and Upgrades for Life.  (No recurring subscription charges ever)
  • Pay per location rather than per person.  (New employees can access the training right away with no additional cost or hassle managing enrollments)

The follow up workshop provides you with every aspect of the follow up process you need to rent more storage spaces, by even your least sales-oriented manager.

 

Get Lifetime Access and all future upgrades for free –  $369  per location

Get Started Today - Hand Drawn Blue

 

Call 916-538-2266  – Or email
kenny@sellingstorage.com

 

105% Money back guarantee if you’re not satisfied.  So rather than debate the purchase endlessly, go ahead and get the workshop, you have nothing to lose.

Price Break For Bulk Buyers…

If you are a big owner/operator with more than 20 locations for you there is a bundle option.  For $7,000  and you can have access for all of your locations that you own or manage even if you add more down the road. If you add more stores , I’ll add them for free.  Think of it like an all-you-can-eat option… just better quality than an all-you-can-eat restaurant.

Check This Out - Hand Drawn MaroonAs a bonus and a thank you for purchasing the follow up workshop, I’m going to give my personal feedback in the online comments section of each of the five sessions through April 2012. If something is unclear to you or one of your store managers, ask a question in the comment section below each of the five training sessions and I will personally respond with the specific guidance or clarification you are seeking.

 

Get Lifetime Access and all future upgrades for free –  $369 per location 

Get Started Today - Hand Drawn Blue

 

 Call 916-538-2266 or Email Kenny@sellingstorage.com

 

 

Icon - Check MarkThe Easiest Training You’ll Ever Roll-Out to Your Employees – My Personal Story

What worked for me was to turn my managers loose on the material and then have them send their completed workbooks to me. I was then able to assess who was really understanding the concepts and who was a little off base.

To save myself time, I then paired the managers who needed help with a particular concept with a managers who seemed to understand it well and had them review the ideas together. The manager who solidly understood the material felt recognized and important and the one who needed a little help was able to get it. All I had to do was review the workbooks and connect the two together. Simple.

Here’s the same story in a step-by-step outline…

  1. Write an email to your team announcing that you have some new training on hand that you are really excited about and that you think will really help them. Include usernames and passwords. Ask them to watch the introductory videos included int the workshop that explain what is in the training, what kind of impact they can expect the training to have, and how to get the most from the training (5 minutes).
  2. The next day, email again setting the expectation that your employees all complete one session a week. Let them know that each person is to complete the weekly workbook and email or fax it to you before the week has passed. (5 minutes)
  3. After the first week have someone on your team review the completed workbooks. (10 minutes per location.)
  4. It will be obvious that some people completely grasp the material; others will demonstrate that they didn’t understand one or more key concepts. Pair a superstar with a laggard and ask your superstar employee to help the laggard understand the material and to correct any misunderstandings. Ask your superstar to email you when the laggard is up to speed.
  5. If necessary have one or more of your property managers post a question in the online comments area below each of the five sessions in the Follow Up Workshop, and I will chime in with a clarification or an answer to the question.
  6. Repeat with session 2, 3, 4, 5.
  7. When your property mangers begin to have success, celebrate! Publicize their successes to the whole organization to encourage those who have been more reluctant to implement the tactics in the workshop.

You’ll know your managers are getting a lot out of the workshop because they will tell you how much they appreciate having a resource like this that helps them do their job better.
Get Started Today - Hand Drawn Blue

 

Call  916-538-2266 or Email Kenny@sellingstorage.com

 

P.S. You are a champion for coming this far…. You are getting a complete program for increasing income and occupancy at your self storage locations even if your managers can’t sell. Sign up and you will save yourself a ton of training time, your employees will love you because you are investing in them, and you’ll make more money.

If you have any questions, or need to get in touch with me for any reason, you can email me: kenny {at} sellingstorage {dot} com, or call me: 916-538-2266 (Just remember I’m running my own storage portfolio and might not be able to talk the moment you call.)