EPM: BD & Growth

  • Carl Bard once said, “Although no one can go back and make a brand-new start, anyone can start from now and make a brand-new ending.” I would like to share three key ideas that give you the opportunity to rethink what you’re currently doing, evolve your knowledge and skills to stay ahead and inspire your team with new strategies to…

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  • Most businesses could do with saving a few dollars, a good way to do that is to review your systems and find more cost-effective solutions. The proliferation of rideshare options is a simple and excellent example of how paying more for a service doesn’t mean that you have a better experience or get better value. Does paying more for the…

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  • The 2018 Voice of Australian Property Management report found that property management is suffering from a high level of disillusionment and defection from the industry, with the bulk of those employed in the sector passive about their roles. Here’s what needs to change in 2019: 1 How we work needs to change The data revealed that while most property managers…

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  • You can’t say when it began exactly. You were happy in your role,  and the culture of your organisation felt a perfect fit. But somewhere along the way a nagging sense of discontent has crept into your daily experience at work. Sunday nights feel depressing, and you might be feeling bored – or worse – angry. If this sounds familiar, it’s likely…

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  • 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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