EPM: BD & Growth

  • What if I told you that you could have anything you want in your career if you were prepared to do one thing? All you have to do is focus on one key strategy each week for the next 12 months, and your year will be even bigger and better than you could ever imagine! Here are the steps to help you get…

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  • Advising your clients on how to maximise their rent is a key component to any great property manager’s role. Sometimes this means they need to spend some money, and it can be a difficult conversation. Here are some tips on how to do that in a way where everyone’s a winner.   Start as you mean to go on As…

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  • Property management has and always will be about serving people. We can get so caught up in a world of legislation and compliance, that we forget many of our landlords aren’t always aware of what we do and why we do it. Property managers have an opportunity to exceed expectations and deliver an exceptional consumer experience by having a point…

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  • Upselling, value-adding and alternative income streams are all part and parcel of modern-day business. The business growth strategy du jour is ‘adjacencies’. Adjacency is a strategy where a company looks outside its boundaries for new sources of income, moving into related areas that use and reinforce its core business. In real estate, the most common partnerships are with related services…

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  • I recently conducted a role-play session during a workshop where I was the BDM and one of the attendees was the property owner. I had the frightening pleasure of being back in the hot seat again and, just quietly, I loved it! I also had the attendees provide feedback, which not only opened my eyes to my performance but also…

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  • Cast your mind back forty years to the real estate industry of 1978 in Australia. Being a relatively youthful industry, you might not remember the ‘bad old days’. They were light years from the profession we know and enjoy today. Whilst some things remain the same about success in real estate – prospecting must be part of every day, timely…

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  • Over the last few months, I have been visiting offices to conduct coaching sessions where agents have allowed me to observe their phone prospecting. While sitting on the sidelines, I found a common trend that makes these sessions more difficult than they need to be, and passed along my tips to ensure the best possible result on future calls. Do you…

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  • Property management is a people business, best suited to those natural problem-solvers with a positive disposition and a flair for collaboration. But what happens when you do your very best time and again, yet find your days disturbed by an aggressive landlord who is impossible to please? Many principals are loathe to ‘sack’ a landlord – even if their behaviour is…

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  • “You don’t know what you don’t know.” It might sound like an off-hand statement, but it is really at the heart of why real estate professionals should partner with an insurance broker to help them protect their businesses. The risks facing real estate businesses are diverse and insurance can be complex, which is why engaging the services of a broker who…

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  • Going into offices and discussing ways you can encourage the team to get on board with the rent roll growth plan is a part of my business that I really enjoy. These visits allow me to speak with the different departments and get their feedback on how things are run. Recently, a comment was made to me describing property management departments…

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  • From financial goals to client satisfaction, here is your cheat sheet for setting team KPIs. When it comes to setting goals and KPIs, the sales side of real estate practice is familiar with the process – successful at it, even. To be fair, goal-setting in sales departments is a streamlined deal in comparison to the complexities of property management. My…

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  • WHEN IT COMES TO INCREASING income into property management departments, the industry can be its own worst enemy. Often sales-focused principals apply a volume mentality to their rent roll asset, chasing relentless growth because they believe bigger rent rolls are the only way of increasing their overall bottom line. But a focus on value-adding could be a better way to…

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  • Referral partners can make your job as a BDM a whole lot easier, but where do you find them? Business Development expert Tara Bradbury tackles the tricky subject of asking for referrals from local businesses. The most common question I get asked is, “What is the fastest way to grow the rent roll?” To be honest, if I could wave…

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  • What can we learn from past performance? Often when looking forward we forget to take the lessons from the past. Reviewing your people, processes and systems is a great way to understand what does and doesn’t work for you, and will put you in a strong position for growth in the year ahead. Here’s are my eight simple steps to review…

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