I have been searching for a script for talking to Park Managers and I am so glad I have found your post. I’ve been to a few parks so far, but I have always fumbled with my questions.
Because I am new to MH investing, I was not comfortable with the ‘looking for a young couple’ approach. (My conscious won’t allow me to say something like that when I do not yet have a buyer’s list)
However, prefer the honest approach and your post rings well with me. Thanks for giving such great (and free) advice! It’s really appreciated.
Hello all. I got Lonnie’s books on the mail on Tuesday and I’ve finished reading them already. I am ready to start dealing. I understand the concepts very well, but have one question:
I am a very shy person…how should I approach a park mgr/owner? How do I explain what I do and what I want in a way which would elicit a favorable reaction? Is there a script or idea out there which has worked? Let me know, I might post on Monday with my first deal!
Thanks in advance and keep up the great posts,
TNTalbert
Posted by ScottS(NC) on June 14, 2002 at 10:54:11:
TN,
I have posted this before but I don’t mind repeating. I have had some problems with the nice young couple approach. The solution I have found that works well here in NC is this. I never approach a park manager until there’s a home I’am intrested in. At this point I introduce myself to the PM. I tell them I work for a Finance company xyz enterprises and hand them my card which says we buy sell and finance used mobile homes. I point out that the card says nothing about renting because I dont do it(in there parks). Now I ask the PM if he/she allows financing on mobiles in the park. Usually I get looked at like I’m stupid and they say of course we do. Now I tell them I am intrested in the home on lot 47 what would my buyer need to do to get qualified. See how I never asked them if I could deal in the park. But when they answer your question about your buyer qualifing you get your yes or no. Remember I have always made sure the home can stay well before this. Ocasionally this has not been enough I then tell the PM I am willing to Guarantee in writing the lot rent for the entire duration of my note. I currently deal in 15 good sized parks, these two approaches have worked almost always. On the rare occasion this still isn’t enough I then have a prearranged list of parks I use as a refference’s I use the biggest nicest park in the city for my main refference. This gives smaller PM’s the feeling like if this big nice park lets them why should I resist. So far with these three technique’s I am 10 for 10. Dont forget after your first deal in each park drop off a $25-50 dollar gift certificate to the mall or if you know what type of food they like a restuarant one would work well also. HTH Take care ScottS(NC)
Re: Park Managers / Owners - Posted by David Milroy
Posted by David Milroy on June 14, 2002 at 10:03:28:
I’ve found the honest approach works best for me. I just approach the PM, telling him I am a private investor looking to finance the purchase of used mobile homes. All the parks I deal with require “owner occupied” homes, so this allays their fears. I then tell them the type of deal I am looking for, price range, etc. Tell them you also like to purchase mobile homes, do some cleaning and repair if necessary, and then re-sell, providing financing. I talked to a PM this week and found out he is the overall general manager for nine parks in my area. He was very interested, and has already contacted me with one deal. Another park offered me several “free” mobile homes if I would fix them up. I haven’t availed myself of their offer yet, because I currently have some better prospects. You just need to get out there and give it a try. You may run into some uncooperative PM’s, but if a PM is any good (ie. a decent businessman) your help will be appreciated. If you are afraid you might “scare” off some PM’s you would like to work with later, you could first hone your approach in some parks that you really don’t care if you work with or not, or maybe some out of your area. Just keep in mind, if you don’t try, you are assured it won’t work!
You can search the archives for posts. Try a post called “Schmooze it or lose it, how park managers fall in love” and the one below it, “More Schmooze, now you can’t lose”. Also try the word “manager”, in the archives’ search engine (The Little Engine That Thought It Could.)
This is difficult question to answer and is best handled by reading many posts by different writers.
Handling park manager is also one of the most important facets of this business. Hard though it may be, if you master it you are a shoe-in for success, fame and fortune. Follow Lonnie,s plan and bring your questions back to this forum.
One more thought if you are shy. Once you get your first park manager working with you, ask him to refer you to any other PMs that he may know. Each PM usually knows several other PMs. I would offer him a couple of hundred dollars (after) you do your first deal in any new park he refers you to. A referal customer is worth 25 or more cold calls. Its real easy when a referal customer invites you over to explain how you can help him make a lot of extra money every month by working with you. The reason is because the PM who gives you the referal has probably already told his friend how everything works and the new park manager is already predisposed to work with you. Thats a real slam dunk, even if you are shy.