← AppFolio
AppFolio role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Cloud software that helps property managers handle rent collection, maintenance, leasing and owner reporting.
Who you'd be calling
Property managers, owners and operations leaders at residential property management companies and investor groups.
Your opener
“Hi [Name], this is [You] from AppFolio. I'm calling property managers about cutting down the daily admin of rent, maintenance and owner reports. Do you have a quick minute?”
Problems you solve for them
- Rent collection and accounting take too much manual work
- Maintenance requests and leasing are hard to track
- Owners and investors want clear, timely reports
Discovery questions to ask
- What system do you use today to manage your properties?
- How long does month-end reporting take your team?
- How do you handle maintenance requests and tenant questions?
Objections they'll throw at you
“I'm busy.”
→ Understood, I'll be quick. When's a better 10 minutes this week for me to call back?
“Not interested.”
→ Fair enough. Is your current setup working well, or are there tasks that still eat up your time?
“We already have software.”
→ Good, then you know what to look for. What's one thing it does badly that you'd fix?
“Send me an email.”
→ Happy to. How many units do you manage, so I send something that fits your size?
Competitors worth knowing
Yardi, RealPage, Buildium, Entrata
Interview tips for this company
- Learn basic terms: units, doors, vacancy, work order and owner statement.
- Property managers are often small teams wearing many hats, so keep your call short and practical.
Written from public information about AppFolio to help you practice. Ask an insider what their role play looked like; it's the best prep there is.