EPM: BD & Growth
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Daily Grind or Career Defined?
Do you go to work and do the necessary to take home a regular paycheck at the end of the week? Or are you goal-oriented, performance-based and passion-driven? When you are passionate about a career as a BDM, it shows as you build long-lasting relationships that will take you far beyond what others consider the daily grind. I believe a…
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How persuasive is your listing presentation?
At the beginning of the year I joined Toastmasters. With the growth of Rent360 I am having to present to advisory boards, investors and so on; I wanted to be able to think faster on my feet and be comfortable getting up and speaking clearly and convincingly, whether it be in front of one or 500 people. Recently I had to…
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Sync and Not Sink
There are so many stories where rent roll purchases go wrong, yet when successful the process of purchasing a rent roll is a way to increasing revenue and profit. Katharine Ettenhofer looks at factors to take into consideration if you are thinking about adding to your property management business. The pros for purchasing a rent roll outweigh the cons. By…
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Overcoming Objections: Tara Bradbury
Too many BDMs see sales objections as an indication that the customer is not going to sign up. However, says Tara Bradbury, it’s actually quite the opposite. Business development managers, it’s time to realise that it’s actually a good thing when prospects raise an objection, especially around fees. If your prospective landlord raises an objection, that’s actually a good sign.…
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Filling the Pipeline
WHEN SET THE CHALLENGE of prospecting for new managements, does your mind automatically jump onto the starting blocks and launch full steam ahead into finding an investor in desperate need of a tenant – today? A better strategy, says Real+ coach Kate Benjamin, is to understand your pipeline and conversion rates and plan from there. You may be lucky to…
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The Three Prospects You Need To Know
Meeting with a potential client for the first time can be an unnerving experience. We can find ourselves being overwhelmed with fear and excitement at the same time, but understanding client personality types will help. Tara Bradbury explains. Before, during and after meeting a possible new client most of us will go through the same questions in our head, including:…
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Growth in a Changing Industry
WHEN YOU GET IT RIGHT, data can help you make better decisions and can act as the true north for your agency. It can help you define culture and positively impact how you communicate within your team. And, it can also help your clients and other stakeholders, as Ben White explains. THE PROBLEM IS THAT so many agencies have up…
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Matt Lahood: The first 100 days in office (Part Two)
In Part One of this two-part series on Matt Lahood’s first 100 days in office as CEO of The Agency, we looked at his robust agenda for the arena of property sales and transfers. Part two takes a look at why property management, specifically catering to the aspirations of tenants is such a critical path for The Agency. The business…
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USPs or UFOs?
MARKETERS AND TRAINERS ARE ALWAYS telling us we need a Unique Selling Point (USP) or point of difference when pitching for new business in property management. But so many property managers – and even business development managers – don’t really know how or why they are different from others, and most don’t know how to demonstrate why they should get the…
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A Smooth Transition: Kasey McDonald
Whether you’re an eager BDM wanting to impress the principal, or an enthusiastic and driven property manager, rent roll growth is usually the common goal. Kasey McDonald discusses why a strong handover connection between the two is vital for everyone, including the client. Let’s face it – everyone wants to grow their rent roll. After all, with growth comes more opportunity for…
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What Does A Next-Level BDM Look Like?
The key role of a business development manager (BDM) is to source new strategic opportunities for the business, while building and maintaining relationships with referral partners, prospects and clients. But what does a ‘next level’ BDM look like? Tara Bradbury explains. The role of a BDM can be many things, depending on the company structure. Many businesses over-complicate the role…
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Which Structure Is Right for You?
TASK, PORTFOLIO, PODZTM, HUBZTM AND HYBRID; these are all structures used in property management businesses right across Australia. Which one is right for you? Jo-Anne Oliveri explains how to select the best structure for your agency while avoiding any pitfalls. No matter what size your property management agency, an effective business structure is essential. Here are five structures often used…
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Movin’ On Up: Natalie Hastings
As real estate professionals, we spend our days helping people move on from properties that no longer fit: too big, too small, too old, too far from the places they need to be – you name it. But what about our own needs when it comes to professional premises? Natalie Hastings shares some of her learnings from a recent office…
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What’s Working For Top BDMs Right Now: Tara Bradbury
Tara Bradbury recently achieved a long-held ambition and set up a ‘round table’ event specifically for BDMs. Here are some strategies from the event that participants say are working for them right now. When I was an active BDM I always wanted to be involved in a round table event with an exclusive group of up to 20 top performing…
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The Power of Change: Fiona Blayney
The Transform PM program saw an intensive period of change for all those taking part. Head coach of Transform PM Fiona Blayney looks at the power of transformation and the effect it could have on your team, using the experience of the Transform PM teams as inspiration. Transformation carries with it so many elements. There is the transformation that takes place…
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A Trouble Shared: Fiona Blayney
Why is it so hard to ask for help? A chance encounter with a stranger leads Fiona Blayney to reflect on the wisdom of admitting when things are getting too much. I once received an email that shot me into an instant energy boost for the day. It started with, “Wow! I wish I had hooked up with you a…
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8 Ways to Become A BDM Trailblazer: Tara Bradbury
Achieving market-leading BDM status takes effort – and there are plenty of opportunities for the ‘trailblazers’ out there who are keen to push the boundaries, says Tara Bradbury. Leaders in BD don’t wait for opportunities. They create opportunities. A leader in BD is about one thing: helping their clients see and achieve things they didn’t think were possible. A good…
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Creating a Great CRM Communication Strategy: Tara Bradbury
Striking the right balance between contacting customers too infrequently, and the other end of the spectrum – being a pest – is a hard task. You need to make the most of your database and this means treating each client differently, as Tara Bradbury explains. During my time as a BDM I remember attending a sales training event in Brisbane.…
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Tea For Two
A recent heart-to-heart with an old friend has led Fiona Blayney to an interesting discovery. By embracing her own vulnerability and feeling the fear she found a surprising source of strength and energy. I had a ‘pop in’ yesterday; a dear friend of mine was in town and she called in to see my family and me. We sat around…
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Getting The Most From Your Training Investment
The real estate industry relies heavily on two types of training – storytelling and knowledge-based training. Being able to recognise these types of delivery helps us draw out the greatest value from them. Sarah Bell explains. Understanding how we learn as adults, with our independent thoughts and our own experiences, is arguably the most important part of any learning journey; it increases…
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Numbers Game: The science of becoming a peach
Are you a peach or a lemon? Ben White tackles art versus science and what it means to be a ‘peach’ in our second excerpt from his latest book, Numbers Game. As an adolescent I was obsessed with cricket. Unfortunately, it was my first unrequited love. I would practise as much as the next person, but never had the skill…
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10 Tips For Maximising Your Branding In A Listing Presentation
IN HER CAREER, CRISTEL STENHOUSE has observed numerous property managers who head out to an appraisal, deliver a folder and expect to gain business. But, she says, they don’t entirely grasp the importance of the folder and all it encompasses. It is a unique selling point that you should be taking advantage of at all times. “TO SUCCEED… You need…
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Lisa McInnes-Smith – Changing Your Thoughts
Lisa McInnes-Smith is one of Australia’s most highly regarded speakers; she’s also the first person outside the United States to receive the highest accolade in the speaking world – induction into the Speaker Hall of Fame. She believes that when you change things about yourself, you can change the outcome of your life and will be speaking at this year’s…
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Relationships Not Transactions
JO-ANNE OLIVERI RECENTLY spent four intensive days at the USA’s annual National Association of Realtors (NAR) Conference and Expo. Here are her top four takeaways to help you raise the bar in your property management business or career this year. DURING MY four days at NAR, I attended many of the 100 educational sessions, discovered the latest products and services…
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How to Pull Off the Perfect Listing Presentation
ONCE UPON A TIME PROPERTY managers could walk around a prospective client’s property, let the owner know they’d come back to them on pricing and sometimes leave the paperwork. The owner might have even handed over the keys there and then! Today competition has increased considerably and you need to be more prepared. Hermione Gardiner explains how to win the…
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Experienced PM Marketers: What works and what are they doing in 2016?
RENT ROLL GROWTH is one of the most important topics for both agency principals and property managers, and how you choose to market your business is a significant part of that. Elite Property Manager and Console invited four leading professionals to comment on what has worked in marketing, what are the challenges and what the plan is for 2016. Chaired…
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Lessons Learnt In a Really Big Business (Pt. II)
LAST ISSUE, BROCK FISHER discussed his findings in scaling a PM business. But if you really want to grow while staying productive and profitable, you’ll need to study these as well. SIMPLICITY – IT’S NOT THAT SIMPLE All businesses need great systems and procedures. I love a system and a process that works. But to work effectively and be fully…
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Why I Love Cash-Flow Positive Investing
JASON WRIGHT EXPLAINS how he uses his personal experiences as an investor to help clients grow their portfolios while growing the rent roll at the same time. My mother bought a tiny rent roll in 2009 and in a very short period had doubled its size. After some coaxing on her part, I took the gamble, went part-time in my…
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Are You Happy with Your Levels of Growth So Far?
Similar to other areas of life, in business development the things that worked yesterday may not work today. But that isn’t a reason to give up, even if your results this year are not what you had hoped. Sometimes, says Tara Bradbury, you need to go back to where you started for the breakthrough. During July the BDM Academy held…
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Six Steps To Closer Communication
Tara Bradbury reveals how rivalry between agency departments could be stopping you from turning local opportunities into a strong pipeline. I STILL REMEMBER my first year in real estate; it was a big eye-opener for me. Properties were selling for as low as $50,000 at one point, and I remember thinking I should really save a deposit and buy my…
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How Can You Thrive in a Tough Leasing Market?
WITH VACANCY RATES creeping up across the country, property managers have been seeking help – not just to find tenants for their owners – but to learn to thrive in what feels like a tough market. If you are sensing a change in your area, there are plenty of things you can do to turn it around. Story by Hermi0ne…
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Grow it Alone
Do you rely too much on the sales department for new rental managements? It should not be your only source of leads, says BDM Academy founder Tara Bradbury. ALL BDMS understand that in order to generate more business you need to allocate prospecting and promotion time. I used to be the prospecting excuse expert. I would say to my principal…
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5 Ways to Attract New Landlords and Tenants Online
If you build a great website and then neglect to keep it updated you are wasting an opportunity to generate new prospects, says business development coach Tara Bradbury. OVER THE last 12 months I have spent a lot of time contacting BDMs and checking out agency websites. When I phoned one company to speak with a lady I was surprised…
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From Ground Zero
Award winning PM professional Sarah Latham shares a personal account, with examples of how her specialist property management company has achieved its phenomenal rate of growth. GROWING A RENT roll from scratch is perceived as a difficult thing to do, and since Latham Cusack Property Services won the 2013 Australian Real Estate Award for ‘Best New Office’ we are often…
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Recipe for Success
It was a case of sweet victory for Tammy Hutchinson of LJ Hooker Port Macquarie, who recently won the PPM National Property Management Award for Excellence after years of persistence and continual improvement of the department. Sharing her award winning tips for success, Tammy says that she is proof that “If you want something you’ve never had, you have to…
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