Elite AgentEPM: Ask The Expert

Ask the coach – How to encourage the sales team to send more PM leads

Expert property management coach, Kate Benjamin of Real+, offers her tips on fostering intra office co-operation

Sales referrals into our PM team have really slowed over the past few months. How do I encourage the sales team to send me more leads?

The great news is that after winter, the spring selling season provides increased opportunity in property management and sales.

Firstly, you need to get back on the sales team radar. Make sure you are attending each sales meeting and you have a space on the agenda to provide results and investor-specific information to the sales team.

Take this time to reintroduce any financial incentives the business offers and make sure you regularly ask the sales team to refer to you.

A great exercise I encourage my business developers to do is to calculate the additional annual income a salesperson can derive, simply by referring two listed PM leads per month. Demonstrating the annual potential is a powerful tool.

My second tip is to regularly spend one-on-one time with each sales team member and demonstrate your benefit to them. This may be in the form of assisting with auctions or attending busy open homes as an extra helping hand. This also provides an excellent environment for meeting investors face-to-face.

Salespeople love healthy competition, so why not introduce a monthly leaderboard or quarterly competition? You can incentivise leads passed on and leads secured to train the sales team to be forthcoming with all leads, not just those investors they have sold a property to.

Finally, make sure the principal is on board. It is important that the business leaders make it known that the sales team is expected to contribute to the growth of the PM business.

This will ultimately lead to the property management team to refer more leads to sales. It’s a win-win.

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