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Big Opportunity: the Relocation Renter

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By John B. Sculley, SCRP

Renters’ Established and Emerging Service Needs

Altogether, the relocating renter market is bigger and more diverse than ever. Major national relocation management companies struggle to serve this segment effectively because:

• Local rental market information is volatile with a short shelf life
• Corporate policies rarely dictate Renters’ use of RMC services
• Needs for standardization and contractual compliance are high
• In-market service partners are usually needed
• Revenue flows from renters are limited

Brokerages, on the other hand, can offer distinct advantages in renter services for a corporate employer:

• Ongoing rental market expertise, networks and databases for the served area
• Fast local access and response to employee searches and property availability
• Adaptability to both corporate-sponsored and consumer-type customers
• Relocation Director control of referral placements and service follow-through
• Competitive fee structure because of no RMC middle-man

Here are some ways to consider building or enhancing a suite of Relocating Renter Services that will appeal to corporate employers in your area:

Escorted Area Tours. A fundamental of renter services, tours meet the inbound transferee’s basic needs for orientation to the destination area and overall awareness of the variety of available rental housing and communities. Escorted by selected agents or RD staff, tours may be scaled in duration and customized by customer finances and preferences. Offering tours at different price points accommodates different corporate policy limits.

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