Nancy P. in Austin here. I keep hearing property managers are a great referral source but having trouble breaking in. How do you guys approach them initially? Do you offer any kind of referral fee structure?
Property manager referrals - how to build relationships
Manny G. from Miami. Property managers are gold! I offer them 10% of first year savings as referral fee. Started with smaller residential complexes to build track record. Just helped a PM save their client $12,400 on Florida Power & Light Schedule GSLD-1 by fixing power factor issues.
Dale O. in Columbus. I take a different approach - no referral fees but I always copy the property manager on my findings report so they look like a hero to their client. Has worked really well with AEP Ohio commercial accounts. Built relationships with 8 PMs this way.
Both approaches work well. Nancy, the key is demonstrating value first. I often offer to do a free sample audit for one of their smaller properties. Property managers love anything that reduces their clients' operating costs because it makes them look good. Focus on the relationship, not just the transaction. Consider joining local property management associations - great networking opportunities.
Lori H. from Aurora here. Been working with property managers for two years now. The secret is quick turnaround and clear reports they can easily forward to owners. I always include a one-page executive summary with the big numbers highlighted. Last month found $23,600 in annual savings for an office complex on Xcel Energy Rate SGS.
Carlos R. in San Antonio. Do any of you have property manager partners who specialize in medical buildings? Those CPS Energy Rate TOU-GSD accounts can be goldmines but the PMs seem more cautious about outside consultants.
Carlos, medical building PMs are definitely more conservative. I've had better luck getting introduced through accountants who work with medical practices. Less cold outreach, warmer referrals.