Deniz Yusuf, Darren Hunter, and Michael Sanz offer comprehensive business development, PM growth and property management nuts & bolts video training resources delivered to you and your team on any device no matter where you’re located.

• Access our IGT Exclusive Member Portal of over 40 (plus) PM growth and profitability training video sessions (over 30 hours of content), plus 24 PM Nuts and Bolts training videos (over 14 hours of content)- suited to the whole PM team.
• Pick and choose what to watch, on any device anywhere (just like NETFLIX- just log in, pick and choose, and watch).
• Join at any time, watch, and learn whenever you like.
• Great for team training/meeting content.
• Get access to our Fee Scripts Library (Overcome fee objections),  Audio Live Training Seminars (save $$$ on buying an event ticket), Facebook Marketing Training (learn from the best), and Prospecting Letters and Forms Library to PM grow.

List of Resources

• Rent Roll Growth

• BDM Training

• Prospecting

• Social Media Marketing

• Fees and Overcoming Objections

• Leasing

• PM Nuts & Bolts

• PM CoronaVirus Ready Series

• Live

• Podcast

Rent Roll Growth

Grow Influence Dominate Series

Session 4: How to Conduct a ‘Virtual’ Investor Education Evening

Virtual Investor Information Evenings really work when you know how to do it right. Just because you’re in lockdown (or in near lockdown conditions) this doesn’t mean you still can’t run an event for people interested in property investment. You can bet your competitors are not doing ANYTHING at all, so use this time to SHINE!

• How to use ‘ZOOM Meeting’ to seat your audience, present your speakers, and display your presentation. What other platforms can you use?
• What type of content and teaching can you present?
• How to generate leads and follow-up effectively after the session for growth.
• How to source sponsors and cover your costs so you don’t pay a cent (especially if you’re doing paid advertising).

Session #7- HOW to ATTRACT and CONVERT Private and AirBnB Owners

Right now private owners are stressed and anxious and are looking for guidance, and AirBnB owners are facing empty properties and are needing tenants. In this session, we show you how to REACH both right now.

• How to source Private Owners using Facebook, Tenancy Applications, and more.
• How to effectively sell your full management services to a private owner that likes to manage their own rental property.
• How to create a useful ‘tool-kit’ to assist and add-value to Private Owners so you become their ‘go-to’ expert
• What are some of the best ways to find Airbnb owners right now and offer your services and advice

Session #9 – Influence OWNERS with your Virtual Leasing Technology

It’s been proven that if you are using more advanced forms of leasing technology like 360 cameras and even virtual reality to lease a property that owners will transfer their business to you if they perceive that their agents are not doing enough.

Michael Sanz has been a leader using this technology in PM now for ten years, and in this session, he’ll teach you everything he’s learned with how to use leasing technology as one of your most effective points of difference to influence the owner to sign up with you.

• Effective ways to ATTRACT MORE QUALITY, QUALIFIED TENANTS FASTER than ever, and reduce the amount of time spent with those non-qualified. This will give you a more effective point of difference to win new business.
• How to easily promote your RENTAL PROPERTY MARKETING STRATEGIES in a listing appointment so that your agency becomes ‘the obvious choice’, rendering any fee concerns obsolete.
• An easy and better set up of the tenancy to MINIMISE DAYS ON MARKET, REDUCE your vacancy rate and MAXIMISE RENTAL RETURNS for the owner.

Session #10 – The TEN BEST ever Points of Difference that totally IMPRESS!

Being EQUIPPED with the best points of difference out there really does decide whether you’ll compete with cheaper fees or instead you’ll focus on higher fees and compete on value and service. In this session, we unload the very best and most effective points of difference we’ve seen work in the marketplace. If you’re into getting FULL FEES and proud to be ‘more expensive’ in your marketplace, you’ll love this session!

PM Growth and Performance Series

Session 1: 30 Growth Hacks and Strategies with Effective KPIs (Part 1)

Every level of business development must be measured. This session you’ll learn all of the key performance indicators (KPI’s) that are used to track and confirm your effectiveness with new business opportunities. Leaks occur at every turn, therefore effective KPI’s keep these to an absolute minimum.

• • • Learn over 20 KPIs that can be measuring your BDM performance right now.
    • Learn how to set a performance benchmark for each KPI to recognise the right results.
    • Learn how to track yearly KPI’s and implement accountability meetings.

Session 6: 30 Growth Hacks and Strategies with Effective KPIs (Part 2)

Every level of business development must be measured. In this session, you’ll learn all of the key performance indicators (KPI’s) that are used to track and confirm your effectiveness with new business opportunities. Leaks occur at every turn, therefore effective KPI’s keep these to an absolute minimum.

• Learn 20 KPI’s that can be measuring your BDM performance right now.
• Learn how to set a performance benchmark for each KPI to recognise the right results.
• Learn how to track yearly KPI’s and implement accountability meetings.

National Tour Live Recordings

Session 1: 30 Growth Hacks, Strategies and KPIs – Deniz Yusuf

In this fast-paced session Deniz exposes all the strategies, tactics and hacks he utilised himself and also taught his clients to go and achieve amazing growth results.

Pick and choose what will work for you in this smorgasbord of ‘best-results’ rent roll growth strategies that just work!

In this session, Deniz unloads:

• • • The THIRTY different strategies, hacks, activities and tactics that will make the PHONE RING, deliver warm leads and GROW YOUR RENT ROLL to amazing new heights you never thought were possible!
    • How to DOMINATE in your marketplace as the ‘go-to expert’ and attract new clients to you.
    • Ways to maximise the growth opportunities from your sales team, referral partners, the business community and so much more.

Inject Growth Series

Session 1: How to GROW using Investor Support Services – Part 1

We reveal effective strategies that curb the instance of new managements going straight to your competitors after a property investor has purchased from them. Instead, you’ll learn how to make them come back to you for management.

In this session:

• • • Four ways to capture investor leads directly from sales traffic inquiries.
    • How to influence the purchase and type of management you receive from investors so you attract more quality properties to manage.
    • Educating investors on how you can assist them and become their trusted ‘go-to’ expert and consultant right from the sales enquiry and first contact.

Session 3: How to GROW using Investor Support Services – Part 2

Following on from Part One, we reveal effective strategies that curb the instance of new managements going straight to your competitors after a property investor has purchased from them. Instead, you’ll learn how to make them come back to you for management.

In this session:

• • • How to use Home Open attendance forms for new business opportunities.
    • How to work Home Opens effectively for growth.
    • Step-by-step strategy on how to work auctions for new PM business.

Session 5: How to Grow Using Your Business Contacts and Network

New business is all around you. The opportunities are behind every business relationship and connection.

In this session we show you how to unlock these doorways of opportunity so you can start working your business connections right away:

• • • How to work your local business networks.
    • Effective strategies to visiting local businesses and locating growth opportunities.
    • How to set up effective referral programs with your network and generate a steady supply of network leads.

Session 7: How to Grow with Your Neighbourhood and Community

New business opportunities are surrounding you in your neighbourhood and the local community.

In this session, we will unload how to identify these unique doorways for growth.

• • • How to use Letterbox drops to generate leads and make the phone ring.
    • How to use ‘For Lease’ signs effectively in your area to attract new business.
    • How to get involved with school sponsorship and student information sessions to build your profile and influence in your community and become the local expert.

Session 8: The TEN BIG STRATEGIES to GROW – Part One

In his 4 years as a BDM, Deniz Yusuf signed-up over 900 properties and achieved 34 average listings per month (in his final 18 months on the job). Now together with his coaching over Australia, New Zealand and the USA, Deniz assists his clients collectively to generate over 10,000 leads and more than 300 managements on average per month.

Over 2 expertise packed sessions Deniz will share:

• • • Be exposed to the 10 rent roll growth strategies and secrets Deniz and his clients have leveraged to achieve some of the best rent roll growth results and success in the country. If you just do what successful agencies do, you will enjoy the same results they get.
    • View the exact KPI’s (Key Performance Indicators) that are benchmarked and used to achieve these results.
    • Learn unique strategies that are educating owners prior to the listing presentation, closing the time between the first contact and ‘where do I sign?’.
    • How to impress your prospects with the ‘wow-factor’ before they’ve even met you so you become the obvious agency of choice – right from the start!
    • How to influence your clients on what is the best rental property for them to purchase so you can have more control over the management type you sign-up later.
    • Get more acceleration with your social media marketing to prove you’re the market leader and impress your prospects.
    • Know how to keep your clients for life with some exclusive tips and generate more business all at the same time.
    • Learn how to take your networking to another level and influence local businesses to help you to drive your brand and growth even further.

Session 10: The TEN BIG STRATEGIES to GROW – Part Two

In his 4 years as a BDM, Deniz Yusuf signed-up over 900 properties and achieved 34 average listings per month (in his final 18 months on the job). Now together with his coaching over Australia, New Zealand and the USA, Deniz assists his clients collectively to generate over 10,000 leads and more than 300 managements on average per month.

Over 2 expertise packed sessions Deniz will share:

• • • Be exposed to the 10 rent roll growth strategies and secrets Deniz and his clients have leveraged to achieve some of the best rent roll growth results and success in the country. If you just do what successful agencies do, you will enjoy the same results they get.
    • View the exact KPI’s (Key Performance Indicators) that are benchmarked and used to achieve these results.
    • Learn unique strategies that are educating owners prior to the listing presentation, closing the time between the first contact and where do I sign?’.
    • How to impress your prospects with the ‘wow-factor’ before they’ve even met you so you become the obvious agency of choice – right from the start!
    • How to influence your clients on what is the best rental property for them to purchase so you can have more control over the management type you sign-up later.
    • Get more acceleration with your social media marketing to prove you’re the market leader and impress your prospects.
    • Know how to keep your clients for life with some exclusive tips and generate more business all at the same time.

Learn how to take your networking to another level and influence local businesses to help you to drive your brand and growth even further.

Session  11: How to Convert Private Owners to Full Management

Converting a Private Owner to full management is always a challenge and in this session, we unlock the secrets to tap into this ready source of a new business all around you. Deniz is one of the few that has successfully converted Private Owners, and in this session, he will teach:

• • • How to source Private Owners using Facebook, Tenancy Applications and more.
    • How to effectively sell your full management services to a private owner that likes to manage their own rental property.
    • How to create a useful ‘tool-kit’ to assist and add-value to Private Owners so you become their ‘go-to’ expert.

Session 13: Overcome Common GROWTH Blockages and Fee Mistakes

Darren and Deniz unpack their years of experience and go through all the mistakes and pitfalls they’ve seen that agencies make over and over again costing them a ton of business and fee income never realized. In this session:

• • • Learn the common mistakes agencies make that slow, stall and stop rent roll growth.
    • Navigate the pitfalls agencies make when it comes to charging fees and the reasons why they lose thousands of dollars in fee income ‘leaks’.
    • Implement strategies right away to ensure you’re maximized with your growth and fee income.

Session 17: How to be Perceived as the Expert and Win the Business

You can get quality fees with new business despite cheaper competitors when you focus on impressing them with service, value, trust, and expertise instead of discounts. In this session, we show you how you can shine and earn more in your marketplace with new business.

• • • How to become an expert in your marketplace and be ‘the obvious choice’.
    • Why discounting is the most expensive point of difference than all other available points of difference by far!
    • How to stand-out and provide value with real points of difference instead of discounting.

Session 19:  How to Grow Using an Investor Information Evening

Investor Information Evenings really work when you know how to. Deniz and Darren have conducted dozens over many years and know how to work them effectively for growth.

In this session we will unpack:

• • • How to fill the room with a qualified audience.
    • What type of content and teaching to present to your audience.
    • How to generate leads and follow-up effectively after the session for growth.
    • How to source sponsors and cover your event costs so you don’t pay a cent.

Session 21: Eighteen Effective Points of Difference to Win the Business AND Your Fees

When discounting is the most expensive and the most common point of difference out there and yet STILL is the ‘go-to’ when trying to close the deal, we show you 18 effective points of difference that’ll give you a competitive edge so you can win the business AND your fees. Darren has collected these points of difference used effectively by agents from around the country, and delivers them to you in this session:

• • • Understand how even simple things in your office can be used to impress prospective clients and add value.
    • Why discounting is the most expensive point of difference to use (we show you the maths) and how every point of difference we reveal is so much cheaper.
    • Know the three things owners care about most to ensure your points of difference appeal the most and presents the best argument to use you over your competitors.

Session 30: How to Use the Power of Video and Google Search to GROW

There’s no denying we are in the video age and knowing how to use video effectively will determine if you will stand out from the crowd and win the business.

In this session we unload:

• • • How to create educational videos that will attract the right attention and new business.
    • How to use your videos to rank highly on Google and generate leads.
    • Win business before, during and after a listing presentation using video to impress.

Session 33: Perform at Maximum GROWTH with Effective KPIs – Part 1

Every level of business development must be measured, and in this session, you’ll learn all the key performance indicators (KPI’s) to use that track and confirm if you’re as effective as possible with new business opportunities. Leaks occur at every turn, and effective KPI’s keep these to an absolute minimum.

• • • Learn over 20 different KPIs you can be measuring BDM performance right now.
    • How to set a performance benchmark for each KPI to recognise right results.
    • How to track yearly KPI’s and implement accountability meetings.

Session 33.1 – Perform at Maximum GROWTH with Effective KPIs – Part 2

Every level of business development must be measured, and in this session, you’ll learn all the key performance indicators (KPI’s) to use that track and confirm if you’re as effective as possible with new business opportunities. Leaks occur at every turn, and effective KPI’s keep these to an absolute minimum.

• • • Learn over 20 different KPIs you can be measuring BDM performance right now.
    • How to set a performance benchmark for each KPI to recognise right results.
    • How to track yearly KPI’s and implement accountability meetings.

Session 39: How to GROW a Rent Roll from Scratch

When you start your rent roll from scratch, quick growth and cash-flow are an absolute priority to break even quickly. In this session, we unpack what you need to do from the first day.

In this session:

• • • • Getting your growth plan into place before you launch.
      • Know the right strategies from the start so you can get growth right away.
      • What resources do you need to have in place to launch for rapid growth?

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BDM Training

Grow Influence DOMINATE Series

Session 3: HOW to KNOW your Competitors’ ability to sign up NEW Business (so you can be better)

Michael Sanz has done dozens of Secret Shopper Reports calling hundreds of agencies across Australia, New Zealand, and the USA, posing a potential owner/client. In this session, Michael shares his special and qualified insight on knowing your competitors so you can speed ahead and take the lead with new business.

• What are the key mistakes nearly all agencies make when it comes to handling new business inquiries, so you can ensure you don’t do the same
• What are the keys to look out for to know how good (or how bad) your competitors are when it comes to dealing with the new business inquiry
• What really impresses owners when it comes to you handling their new business inquiry, so they will choose you instead of your competitors getting it

BDM Empower Series

Session 1: What to have ready for BDM activity and results

In our first session, we take a look at some basics and the essential tools for a BDM. We take a look at:

• • • What is a BDM, and why is a Property Manager likely not suitable for this important ‘sales’ role.
    • What is a BDM, and why is a Property Manager likely not suitable for this important ‘sales’ role.
    • What is the best CRM (Client Relationship Manager) software system to use to manage your leads and contacts, where to get it and how to use it
    • How to get the details of all your referral partners located in your local area (data mining) so you can start connecting right away with those that can refer you to their clients and business.
    • How to create a BDM Business Plan roadmap for growth success.

Session 2: How to BDM broadcast yourself for new business

You can’t get a consistent stream of leads if no-one knows you’re even there! In this session, we look at how to broadcast and promote your services on all the available platforms to influence prospective owners to sign up with you. In this session you’ll learn:

• • • How to become the ‘go-to expert’ using email newsletters and articles, and drive people to your website to generate leads.
    • How to build your reputation and make the phone ring using Facebook, LinkedIn, Instagram, and Youtube.
    • See what other companies are doing to leverage social media to generate business.
    • How to market your services effectively whether you use Realestate.com.au (Australia), Trademe.co.nz (New Zealand), Craigslist.com (USA) or other property marketing portals.

Session 3: Being BDM Prepared and Listing Kit Ready

When you go into combat you cannot win without the right weapons. Being a BDM is no different and you need the right tools to win. In this session, we go through everything that a successful BDM needs to have ready to be able to beat their competition to the business and win. In this session we will unpack:

• • • What wording you’ll need to have in your Pre-Listing Email to send to your prospective owner before you arrive for the Listing Presentation.
    • What are the 25 essential attachments/documents to send with your Pre-Listing Email.
    • Your Listing Kit prepared- how to prepare it either as a hard copy or a digital version.
    • What a professional Comparative Market Analysis looks like, and how to create one.
    • What are the 20 essential ingredients of an effective Listing Kit that will impress prospective owners to choose you over your competition?

Session 4: Getting your BDM networking into high gear

Now that you’re BDM ready, you need to get out of the office and into the field to generate your own leads and make it happen! A good BDM never expects business to just ‘fall into their lap’ and instead gets out into the community to generate their own interest and influence. In this session we’ll show you:

• • • How to find and contact your referral partners (people like accountants, mortgage brokers and every business person that can refer you their clients).
    • Know how to approach your referral partners in the first instance to start a connection and conversation of trust (we give you the scripts and methods).
    • The different ways you can use ‘data mining’ to generate all the referral partner contacts you’ll need to grow your business.

Session 5: BDM Activities to make the phone ring

The right strategies and activities working together will always deliver results (the numbers will never let you down). In this session, we teach you what are all the activities (that if worked right), will generate a steady stream of leads and make the phone ring with constant new business. In this session we’ll teach you:

• • • How to keep your BDM accountable to the right results and momentum.
    • What are the fifteen different activities a BDM needs to be actively working on a weekly basis, to generate all the growth results that you’ll need?
    • Learn all the relevant Key Performance Indicators (KPI’s) for each activity that you’ll need to track, to ensure your desired end results happen.

Session 6: Creating your BDM ‘Ideal Week’

It’s no good having fifteen different key tasks and activities (from Session #5) if you cannot schedule your time correctly. They just won’t get done effectively! In this session we’ll teach you:

• • • How to be prepared right and plan out your ‘ideal week’ in advance.
    • Know the key tasks that must get your full focus and priority, and know what must wait for now.
    • Why you must only focus on what brings results and know the difference.
    • How to schedule all your key activities into an ‘ideal week’.

Session 7: Move into the first position- before you arrive

If you’re up against other competitors at the Listing Appointment then you’d want to be the favourite that your prospective clients are thinking about, before you have even arrived. In this session we’ll show you:

• • • How to deliver a Comparative Market Analysis by video text and ‘WOW’ your prospects (because your competitors will NEVER ever use this strategy to impress).
    • Know the SIX-Step Procedure from the inquiry that you need to have done right, to ensure you’re in ‘pole position’ with the maximum trust when you arrive.
    • How to ‘stitch up the deal’ with a follow-up personalized message that is guaranteed to win you better a conversation rate than ever before. You’ll love this tip and see how simple it is to implement.

Session 8: How to Win the Listing Appointment

When it’s ‘showtime’ at the Listing Appointment, you need to walk in with a confident and enthusiastic attitude that will earn you a signed management agreement. In this session we’ll reveal:

• What things to do and NOT to do when you arrive at the property…before you knock on the door.
• What connection points to look out for to quickly get the conversation started after you meet your prospective owner.
• Why you must identify their need, pain, and problem quickly using open questions (we give you some sample open questions that will get you results).
• How to ask for the business using closing questions, and get them over that last ‘speed-hump’.
• How to effectively respond when the prospective owner raises objections to your fees.
• What different strategies you can use to get the management agreement signed right there and then, even if your prospect has other BDM appointments lined up after you.

Session 9: Effective Follow-up after the Listing Appointment

Not everyone will make a decision to sign up with you in the Listing Appointment, so you will need to follow them up effectively to get their business afterwards. In this session, you’ll learn:

• What timing is best for follow-up, and when should you leave them alone for another time.
• View an example Follow-Up Procedure for chasing the listing later, even if you lost it to another competitor.
• Learn some example ‘contact touch points’ throughout the next 12-months from lost to won listings.
• Get access to effective thank-you appraisal letter wording that really works!

Session 10: How to Find More Business with your Current Clients

Your current owner list is your best bet yet to find more new business. When they know your brand and already trust you, they’ve got more business just waiting for you. In this session we’ll unload:

• Learn twenty different types of conversation starters so you can get contacting your current owner list right away to find more new business.
• What are the different types of incentives and referrals and how to use them effectively to influence more business your way (monetary and non-monetary)
• What is the right ‘contact touchpoints’ during the management process to make calls and start a conversation with your current owners

Session 11: Working Effectively with a Sales Team

If you work with a sales team or have a deal with ‘sales-only’ company, then this is a must-learn session. Though you should never rely on a sales team to grow your portfolio, a strong alliance with one is sure to build the numbers. In this session we will show you:

• How to make an alliance with a ’sales only ‘ real estate company in your area- we’ll give you the scripts you can use to first connect with the key person there.
• Different ways to make the most out of working with your sales team.
• How to find leads by attending real estate property auctions.
• Know the lead opportunities waiting for you by attending sales ‘open for inspections’.
• What to say and how to get leads from the ‘open for inspection’ attendee contact list.
• How to generate leads from email inquiries your office is receiving right now from people looking to purchase an investment property.

Session 12: Growing with your Referral Partners

Working with your referral partners in all manner of ways only rewards both you (and them) with referral business. Here’s a session that shows you how to work these relationships effectively.

• How to conduct Investor Education evenings and involve your partners for lead referral success.
• Know how to work together and find new business at community fetes, trade shows and at shopping centres.
• Spread your sphere of influence deep into the community by conducting school information sessions and career days.

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Prospecting

Prospecting Scripts Library

I have to keep my promise to a friend or previous agent I talked to/bought the home from

That’s great, I can appreciate your loyalty and that is a quality that I respect in people… I’m curious so let me ask you this…

Has there ever been a time when you decided to buy something or do something and because a friend said, hey no problem, when you need help, I can do it and in the end, because you didn’t check around, you really didn’t get what you wanted…have you ever been there before?” (Yes)

Well this time is just like that time, and with that in mind, I’m sure you can see the importance of having me over just to give you a second opinion…that wouldn’t hurt anything, would it?

I need to net this amount in order to move out, I have to be at my new job in 90 days but I can’t afford to buy a home if I take a loss

I can appreciate the position you are in. Many people in our area are in the same position and you know…I’m curious. Has there ever been a time when you knew you were going to have to make a sacrifice?

I mean, you knew it was going to be tough and in the end, after analysing all of your options, you realised that there was only one thing to do…put your head down, grit your teeth and go for it…

You don’t handle many homes in our price range

You’re right, I don’t rent a lot of homes in your price range and that’s exactly why I’m here tonight/today…I usually rent homes in lower price ranges and what I find is…after I rent my clients homes, many of them move up to your price range, therefore, it only makes sense…that the next logical step is for me to rent in your price range as well, considering I already have a relationship with many prospective tenants that will be interested in your home…does that make sense?

You’re too busy, you have so many listings, we want someone that can give us the attention we deserve

I can appreciate that and you probably haven’t had a chance to think about the advantage I have over my fellow agents in town.

You see, the more listings I have the more signs I have on the street. The more signs I have on the street, the more calls I get from buyers…and, of course, most of those tenants don’t buy the home they call about and many will be interested in your home.

Why is your estimate so much lower than the other agents that we have talked to…they have shown me comparables that are higher than yours? (Yes, why is that?)

It is kind of confusing, isn’t it? I mean, you interview four property managers and you get four different prices…right?

You are probably thinking, why did this person come in with such a low estimate? Doesn’t he want my listing? Well, my answer is yes and no.

If I have to rent it out at that price, then I will do it myself

I can appreciate your frustration with the market place and I was wondering, what specifically causes you to believe that you can rent this home yourself? (I don’t know, but I can’t rent it out at that price)

If we have to rent that low, we will do it ourselves and save the fees as the difference.

Why should I rent my property out with you?

You know what, you’re right. There’s only a certain number of things that every agent can be doing differently to rent your home.

So, the final decision isn’t based on what you do differently but it’s more so who are you more comfortable in dealing with, what’s going to help you decide on the property manager relationship with you?

So for us, it came down to the relationship and things we do differently, but ultimately a lot of property managers are all saying the same. Work on the trust, work on the relationship.

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Prospecting Letters and Tools

First Letter- 90-Day Sales Prospecting Letter

Have you noticed that property on the market not selling? They might be now open to renting the property. This letter is useful for approaching the owner of the property for sale.

Second Letter- 90-Day Sales Prospecting Letter

Follow up letter after 30 days of contact of your first letter for an owner that hasn’t been able to sell their property, but might now consider renting it out.

Investor Support Services- Follow-up letter

Have you made contact with a property investor looking to buy, but haven’t heard back from them in a while? This letter is useful to touch base again and make contact to keep the lead warm.

Introduction of your services- Cold Lead

Wanting to make that very first contact by letter to introduce yourself and your services. This letter is useful to make a cold lead just that bit warmer.

 ‘For Rent By Owner’ Prospecting Letter

For rent by owner? Here’s the perfect prospecting letter to send them to use your services.

Old Sales Listing- Prospecting Letter

The property has been for sale on the market for quite a while. This letter is your offer of a free rental market appraisal.

Buyer in the Market for an Investment Property-Not Purchased Yet- Prospecting Letter

A buyer has placed an enquiry to purchase a property for investment purposes with your sales team. This letter allows you to reach out and introduce yourself and that you can assist them with any rental advice and information. A great way to connect before they purchase the property and need a PM.

New Sales Listing- Prospecting Letter

The property is on the market for sale, and this letter lets the seller know if they ever want a rental return, to contact you. Simple and straight forward.

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Social Media Marketing

Grow Influence DOMINATE Video Training Series

Session 1: How to CREATE Videos that Attract NEW OWNERS

Whether it’s on Instagram, Linkedin or Facebook, EDUCATIONAL VIDEOS captures the attention of your prospects instantly when they scroll through their feeds. Knowing how to create educational videos and what to say is KEY to attracting new owners to you.

• What type of message will capture the attention of your prospects in this CRISIS
• Learn TEN types of educational videos you can easily create yourself
• Know-how to OVERCOME your FEAR and THRIVE in front of the camera
• Learn different tips and keys on loading videos and using Facebook Live
• Six effective ways to use Facebook Live that will expand your influence and grow the perception of dominance

Session 2: How to BROADCAST yourself to your PROSPECTS

Now that you have created educational video content we show you what to do with it and where to place it. There are many ways you can broadcast your message, but here we show you what’s most effective and working right now.

• How to place your video content using ORGANIC and PAID strategies.
• What is a Facebook ‘lookalike’ audience and how can you use it to (ethically) reach your competitor’s owners and drop your educational videos right in front of them.
• We show you how to create a Facebook lookalike, video views, engagement, and website visitor audience.

Session 2.5: How to BROADCAST yourself to your PROSPECTS – Part 2 – Facebook Ads Re-Targeting

Extending on from last week’s seminar, this week we’ll show you HOW to set up Facebook Re-Targeting Ad that will appear in the newsfeed of a prospect right after they’ve visited your website, watched one of your videos, or engaged/visited on your Facebook Page.

Pre-requisite- please ensure you’ve watched Part One from last week first!

Session 5: How to BUILD a Powerful Instagram Brand

Catherine Sanz (@catsanz) is her own walking brand on Instagram, and together with her husband Michael Sanz (@coachsanz) they both know how to SHINE on Instagram. In this session, they’ll show you too how to use Instagram as a platform to connect with your prospects and community. Having both run their own property management business together in Melbourne, sit back and let Michael and Catherine show you how to make Instagram work to build your brand. Instagram is the likely next future contender to take over Facebook, so this session is a must-attend:

• Navigating Instagram, learn what key features you need to know to get the best out of posting.
• The difference between using Instagram & Facebook.
• How to ‘humanise’ your brand and content ideas and what your audience really wants to see.
• How hashtags and location tags work and how they will build your influence and audience.
• Understand the value of quality followers and how this converts into new business.

Session 6: How to Create Memes that Educate, Inspire and Motivate to ATTRACT new business

Darren Hunter is the creator of nearly all Inspired Growth Training memes.

In this ‘hands-on’ session, Darren opens up ‘canva.com’ and shows you how to quickly and easily create effective memes that are built for engagement and the perception of marketplace dominance. Memes are a great way to attract the attention of your PROSPECTS fast!

• Understand how to create effective memes that inspire and motivate your prospects, increasing trust in you and your services.
• How to write and create HUMOROUS memes that grab the attention of your audience.
• How to create EDUCATIONAL memes that mark you as the market leader and ‘go-to’ expert.

Session #8 – How to create HIGH IMPACT Instagram and Facebook Posts that IMPRESS your prospects

Facebook and Instagram are all about building your profile, educating and influencing your audience, and creating the perception that you DOMINATE in your marketplace. IGT has spent years successfully using Facebook and Instagram to grab attention, create high engagement and generate a consistent and steady stream of business leads.

• The FIVE essential ingredients that ensure a post will go VIRAL and get you heaps of FREE organic reach. YES, a VIRAL post using organic reach is still possible!
• How to create the perception that you are the DOMINANT market leader, no matter how small your agency is against your competitors.
• Understand the real reasons why posts get no engagement so you can ensure you don’t make the same mistake.

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Inject Growth Series

Session 15: 15 ‘High-Engaging’ Post Methods to GROW Using Facebook

Who says you can’t grow your rent roll using Facebook? Using Facebook effectively for business is NO LONGER an option. You must KNOW HOW for survival. In this session, Deniz shares the strategies he has used since 2010 for social media success. Deniz is one of the very few that knows how to leverage Facebook and make the phone ring!

In this session:

• • • Know the types of professionals you must be connecting with on Facebook to grow.
    • What content (and how often) you need to be posting to build trust with your network.
    • Be exposed to over 20 high engagement posts and content types to build your profile and attract new business.

Session 20:  How to Grow Your Brand BIG Using e-Newsletters and Articles

E-Newsletters have been used for years and still are quite effective when you use them in conjunction with articles and also in synch with Social Media. Darren has one of the largest databases in Australian real estate with over 30,000 email addresses and sends out over 100,000 emails in any typical month. In this session, Darren shows you what works for him.

• • • Understand how to write effective articles with highly engaging headlines to grab the attention of your prospects.
    • How to drive traffic to your website and boost your effectiveness even further using Facebook, plus also how to be perceived as the expert using your articles.
    • The five winning keys to writing an ‘e-newsletter’ that’ll get noticed by your readership.
    • The six effective keys to structure an article that will be read by today’s ‘over busy’ mindset.

Session 23: Ten Different Highly Engaging Facebook Posts

There’s no doubt social media has taken over traditional marketing, and the biggest out there is Facebook. It’s only going from strength to strength boasting over 1.8 billion active users. There are few people NOT spending time on Facebook on a daily basis. Therefore you need to know how to engage with your audience effectively, and in this session, we will teach you ten different post types that will engage with your audience, and grow your profile.

Darren’s business page on Facebook actively engages with thousands and commonly reaches to over 100,000 people in any 7-day period.

• • • Learn how Facebook decides what posts will be seen by your audience.
    • Why you need to engage to make Facebook work, and the best three ways to do this effectively.
    • Know the different post types that will go deep into the news-feeds of your followers, and the ones that won’t.
    • Understand how to use video effectively to reach your audience and get their attention among all the news-feed noise.

Session 34: How to Grow Massive Facebook Likes and Reach Your Audience using Facebook Ads

Darren has grown the largest PM Facebook audience in Australia and NZ and also the third largest PM Facebook Page globally with over 17,000 likes (as at April 2017). In 2017 alone Darren grew 4000 likes in only 4 months, using the exact strategy he will teach you in this session.

• • • Despite what some experts might say, we give you the TWO irrefutable reasons you should grow your ‘likes’ as strong as possible.
    • How to capture and grow different types of ‘hot’ audiences in Facebook and then send ads to your prospects including any email list of clients and prospects that you have.
    • Why a Facebook Ad will work more effectively than just boosting a general Facebook post.
    • How to write a successful ad that will reach hundreds (if not thousands) of potential prospects and get them to like you page and send them Facebook Ads, (using a Facebook budget).

Session 36: GROW using a Digital Presence and Presentation – with Michael Sanz

For a person to want to do business with you then need to see you at least eleven times digitally to really trust you and want to do business with you. Making everything available digitally for your clients to interact with is essential for business growth for the next few years.

In this session Michael will share:

• • • Know all the EIGHT digital platforms your brand needs to have a presence on RIGHT NOW.
    • How to build your social reputation and gather great Facebook and Google reviews to WIN business.
    • How to use technology effectively to booster your digital presentation and grow your brand trust.

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Dominate Social Live Recordings

Session 1: How to Generate Loads of Reviews on Facebook and Google to attract new business

When you have a whole heap more reviews than your competitors, your prospects will seek you out FIRST and ignore your competitors. MORE reviews mean MORE of the ‘impress’ factor, MORE trust and credibility and this converts into MORE new business. When your prospects can see that you have a lot more reviews and more satisfied clients than your competitors, they’ll call you first!

In this session:

• • • How to motivate and incentivise your team members to proactively seek after favourable client reviews.
    • What wording to say to your clients when you’re asking for a review (we give you the script).
    • Know when is the right time to ask your clients and what contact touchpoints to look out for when requesting a favourable review
    • Examples of how other PM companies use this as a main point of difference and how they’ve used it as a massive business generator.

Session 2: How to use the ‘Messenger Bot’ to connect with prospects, nurture conversation and generate leads

Facebook Messenger is now the ‘new phone’ and new ‘website contact form’ with how your future clients will likely make first contact with you.

Setting up your Messenger Bot correctly on your Facebook Page and your website creates an active automated message and questions that make it a vital portal for new leads and client contact to be delivered to you over and over again.

In this session Michael Sanz shows you:

• • • How to effectively automate your communication when a messenger inquiry is received.
    • How to load Messenger into your website so that your prospects can easily contact you when they browse and visit your page.
    • What are the right engagement questions you need to ask in your Messenger Bot when a prospect makes the first contact?
    • How to deliver immediate information and content to your prospects with your Messenger Bot communication whenever they want it, day or night.

Session 3: High IMPACT Facebook Post Strategies

Facebook is all about building your profile, capturing your audience’s attention, and creating the perception that you DOMINATE in your marketplace. Darren Hunter and Deniz Yusuf have spent years successfully using Facebook to grab attention, create high engagement, and generate a consistent and steady stream of business leads.

In this session, you’ll be exposed to:

• • • The FIVE essential ingredients that make a post go VIRAL and enjoy heaps of organic free reach.
    • How to create the perception of market domination and make your agency the ‘obvious choice’ for your prospects.
    • Understand the key reasons why and how your Facebook posts get ignored to ensure you create and deliver only highly relevant Facebook Posts for your audience.

Session 4: How to Create Memes that Educate, Inspire and Motivate Your Audience to Action

Darren is the creator of just about every Inspired Growth Training meme that is placed onto several different Social Media platforms.

In this ‘hands-on’ session, Darren opens up the ‘canva.com’ live on stage and shows you how to quickly and easily create effective memes that are built for engagement and the perception of marketplace dominance.

• • • Understand how to create effective memes that inspire and motivate.
    • How to write and create humorous memes that grab your audience’s attention.
    • What works best when creating memes that educate and turn you into the ‘go-to’ expert.

Session 5: How to reach your prospects using Facebook Audiences

In this hands-on session, Darren shows you how to set up different audiences on Facebook so you can target them with a Facebook Ad.

• • • Know how to capture your ‘Website Visitors’ using the Facebook Pixel, and send them an ad directly into their newsfeed.
    • Learn how to gather an audience of anyone who likes, shares or comments on a post or visits your Facebook Page.
    • How to capture an audience with anyone that has watched a loaded or live video.
    • How to load any email database into Facebook, match them to a profile and send them a Facebook Ad.
    • Learn how you can reach a whole new group of prospects by creating a ‘look-a-like’ audience based on your current client list.

Session 6: How to deliver a Facebook Ad to anyone that visits your website

You really grab the attention of your prospects when your Facebook Ad suddenly appears in their newsfeed after they’ve just visited your website.

Whether you’re giving them a call to action, asking them to subscribe to your email newsletter or you’re promoting an Investor Education evening, knowing how to do this is very useful.

• Know how to generate and load the Facebook Pixel into your website (the code that joins Facebook to your website).
• Understand what type of Facebook Ad needs to be generated to create this type of campaign, and how to set it up.
• Know what works best (image or video) when it comes to this type of advert and how to create an effective ‘call to action’.

Session 8: How to Edit Photos and Videos like a Pro!

Photos and videos can now be edited and enhanced using your mobile phone with total ease.

With what you can do now, you’d think they were touched up and edited by a professional.

In this hands-on session, Michael rolls up his sleeves and shows you how easily you can do it too.

In this ‘how-to’ workshop session Michael reveals:

• What are the right programs and apps you can use to transform your photos and videos using your mobile phone.
• Fast and efficient editing tricks and hacks to quickly transform your photos and video.
• How to go from learner to expert with video editing in minutes.

Session 9: Loading Videos and using Facebook Live

[WARNING- HANDS-ON VIDEO WORKSHOP- be ready to participate]

Whether it’s on Instagram, Linkedin or Facebook video is the way of the future.

It’s believed that in the next 2 years 90% of the content on the internet will be video, so you will need to know how to create and deliver video confidently into your newsfeed.

In this ‘hands-on’ session Deniz will unload:

• Ten types of educational videos you can easily create yourself.
• Know-how to push through your ‘video fear’ and learn to thrive out in front.
• Learn different tips and keys on loading video and using Facebook Live.
• Six effective ways to use Facebook Live that will expand your influence and grow the perception of dominance.
• How to utilise your Sales Team with video to win more managements.

Session 10: How to Build a Powerful Instagram Brand

Catherine Sanz (@catsanz) is her own walking brand on Instagram, and together with her husband Michael Sanz (@coachsanz) they both know how to SHINE on Instagram.In this session, they’ll show you too how to use Instagram as a platform to connect with your prospects and community.Having both run their own property management business together in Melbourne, sit back and let Michael and Catherine show you how to make Instagram work to build your brand. Instagram is the likely next future contender to take over Facebook, so this session is a must-attend:

• Navigating instagram, learn what key features you need to know to get the best out of posting.
• The difference between using Instagram & Facebook.
• How to ‘humanise’ your brand and content ideas and what your audience really wants to see.
• How hashtags and location tags work and how they will build your influence and audience.
• Understand the value of quality followers and how this converts into new business.
• Why stories communicate so much more than just an image and how this positively moves your prospects to action more than anything else.

Session 11: Video- Using Google and Youtube + Using Linkedin

Did you know that Youtube accounts for one-third of all internet searches, and in the next two years 90% of the internet content will likely be video? You’ll need to know ‘video’ really well with your brand marketing to succeed.

In this session Michael and Deniz will unpack:

• How to have your Google profile set up to drive prospects to your Youtube channel, gather subscribers and generate leads.
• What type of videos work on Youtube, and what you need to stop doing RIGHT NOW!
• How to run ads on Google and Youtube using relevant keywords and search terms to give yourself a competitive advantage.

LinkedIn is more than just a HUGE business contact list and can generate leads and new business when you know how. LinkedIn can be a real source of frustration when you don’t know how to use it.

We’ll show you:

• What content works best on Linkedin, and what should you avoid.
• Three important keys you need to do to make LinkedIn work for you and your business.
• Understanding what type of audience uses Linkedin so you know if this platform is for you to invest your time.
• How to effectively market your brand and reach your audience.

Session 12: Staying ‘Top of Mind’ Using Social Media

When you’re ‘top of mind’ with your prospective clients, then (in their opinion) you DOMINATE in your marketplace. This dramatically increases their trust in you and your agency. This all leads to you getting their call when they have a problem they believe ONLY YOU can solve.

In this session Michael Sanz delivers:

• Why you need to be the ‘everywhere agent’ and the agent of choice before they hire you.
• Ten ‘top of mind’ strategies, tips, and hacks you can do RIGHT AWAY.
• Three things you need to avoid that will ruin your reputation before you’re even aware of it.

Session 13: What’s NEXT for Social Media?

Michael and Catherine return from ‘Social Media Marketing World’ in the USA (the most prominent Social Media conference on the planet) and deliver to you what’s next for Social Media.

When change is the only constant, this session will keep you in-step with what is about to happen.

• • • What new social media marketing trends can we expect over the next 6-12 months and beyond?
    • Where’s it all heading in the next few years- what will work, and what will no longer be relevant?

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Facebook Marketing Training

Creating Audiences

#1- Facebook Ads Manager Overview

The Facebook Ads Manager is where all the magic happens, however most people don’t even know it exists!

In this video, we’ll give you the insight on how to access Facebook Ads Manager, and do a quick overview.

#2- Setting your Facebook Pixel

In this lesson we should you where to access the Facebook Pixel (a special piece of code) that allows you to gather an audience from people who visit your website.

Simply get the code and send it to your web developer to install on your behalf.

#3- Audiences Overview

Facebook Ads Manager allows you to create many different audience types for you to reach.

In this video we do a quick overview of all the different types of audiences that you can create.

#4- Custom Audiences- Customer List

Want to load your prospective client email database and send them a Facebook ad?

#5- Website Traffic Audiences

Once your Facebook Pixel is in place (see Video 2) you can now create an audience of people who visit your website.

#6- Video Views Audiences

Anyone who watches a video you’ve loaded into Facebook can be harnessed into an audience.

#7- Facebook Page ‘Engagement’ Audiences

Anyone who visits your Facebook Page, likes, share of comments on a post can be collected into an audience.

#8- Lookalike Audiences

Any custom audience you’ve created can also be created into a ‘look-a-like’ audience being people that are similar to that audience you haven’t reached yet.

What a great way to target prospects! In this video, we show you how.

#9- Saved Audiences

You can collect together any number of custom audiences into one collective audience. Very handy to access when it comes to boosting your posts!

Creating Ads

#1- Facebook Ads – Remarketing

When a person visits your website, here’s how you can instantly place a Facebook Ad right into their newsfeed. You’ve seen it happen when you’ve visited a website. Now you can know how to do it too to your prospects.

Creating Memes and Images

#1- Using Canva – an Overview

Canva (go to Canva.com or download the app on your phone) is truly ‘digital disruption’ for graphic artists and this platform gives you so much freedom to build your profile, brand and reputation online, without the cost of a graphic artist.

Here’s an overview to get you familiar with the platform.

#2- Using Canva in Creating Educational Memes

Educational memes educate the client with useful information and at the same time build trust for a transaction, elevating you as the ‘go-to expert’.

#3- Using Photos in Memes

Photos and images are essential to creating good memes. Here’s your guide to using them and navigating copyright issues.

#4- Creating Inspirational Memes

Inspirational and motivational memes build trust with your audience. If they love you, they’ll want to use your services.

#5- Creating Educational List Memes

Educational list memes are text-heavy with an image pushed to the background, but can really inform the client with useful information elevating you further as the go-to expert.

#6- Using Canva Editor Features

Here’s all the basic editing functions of Canva for you to create your own meme quickly and easily.

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Fees and Overcoming Objections

Script/Response – ‘Matching Services’

This is good for ‘will you match your fee with the other agent down the road?’ or ‘the other agent will do it cheaper!’

Script/Response – ‘Competing on Service’

This is good for ‘will you match your fee with the other agent down the road?’ or ‘the other agent will do it cheaper!’

Script/Response – Poor Negotiation Skills

This is good for ‘but the other agent will discount, why can’t you?’

Script/Response – ‘The Alternative Cost’ Script

This is good for ‘if you can match the fee with the agent down the road‘ or ‘the other agent will do it cheaper!’

Script/Response – ‘The Hourly Rate’

This is good for ‘can you do a better fee/price?’, ‘but why do I have to pay for inspections?’, ‘but why does it cost that much?’, ‘why do I have to pay for it?’, ‘how long does a Routine Inspection take?’, ‘vacate inspection? Insurance Claim?’ or ‘other services based on time and work performed?’

Script/Response – The ‘Pain of Not Choosing’

This is good for ‘can you do it cheaper’, ‘if you can match the management fee with the other agent down the road’ and ‘can you give me a discount’ etc

Script/Response – ‘The Cheapest Agent in Town’

This script is good to work out of the client will end up being ‘C-Class’. We strongly believe that all business is NOT good business and bad clients should be avoided.

Script/Response – What do I leave out?

This is good for ‘can you do it cheaper’, ‘if you can match the management fee with the other agent down the road’ and ‘can you give me a discount’ etc

The Law of Alternative Cost

To justify the value of your fee, you must show the owner what the alternative cost will be.

The Law of the Main Game

Why the owner focusses on the management and tends to overlooks the other fees more.

The Law of the Better Fee

Why your mindset gets in the way, and what you can do about it.

The Ingoing Inspection Fee

Getting this fee, or getting more than your competitors if they’re charging it is all about giving better service and more effective points of difference.

The Outgoing Inspection Fee

Script: “Why do you charge this fee when other agents don’t?”

The Routine Inspection Fee

Script: “But the other agent isn’t charging a Routine Inspection Fee (or is charging much less).”

The Monthly Administration Fee

Script: “Why do you charge me a monthly admin fee?”

The Annual Statement Fee

It’s more than just pressing a button’. This response is all about understanding the Law of Alternate Cost.

Session #11 – Overcoming Fee Discount Requests – (MORE BIG FEE SCRIPTS)

You can get quality fees with new business despite cheaper competitors. Achieve this by focusing on impressing new clients with service, value, trust and expertise instead of discounts. In this session, we show you how you can shine and earn more in your marketplace with new business.

• Learn 10 effective scripts, methods and strategies to overcome fee discount requests.
• Know why discounting is, in fact, the most expensive point of difference to choose from.
• Know how to recognise ‘cheap-fee mindset’ clients from the onset so you can avoid them.

Inject Growth Series

Session 2: The Steps to Increasing Your Fees Successfully with Current Clients Part 1

You can earn more with your current rent roll as long as you follow some easy to understand guidelines, and are able to overcome any negative team mindsets that may restrict your progress forward. In this session you’ll learn:

• • • Five common mindset myths we’ll bust including; ‘My owners will move to a cheaper agent if I increase fees’, ‘We will be too expensive in the market’, ‘My owners are too ‘tight’ and ‘My owners have been with our agency for years…it’ll upset them’.
    • Five client types you should never increase fees with.
    • The three reasons your clients will stay and pay more.
    • The real three weaknesses in this process you must be aware of, and avoid.

Session 12: 27 Different Owner Fees Charged in Australia

Across the states there are many different fee types charged, some only specific to a certain state. In every case, someone believed they needed to be charged and so the fee was successfully received. Learn all the different fee types and see what can be improved with your fee structure.

• • • Know 27 fee types charged and what agents are typically getting for them.
    • Understand 5 different management fee types charged.
    • Know the pros and cons of charging an ‘all-inclusive’ management fee.
    • Learn different fees that you may never have heard of before that you could easily be charging.

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Leasing

PM Growth and Performance Series

Session #7 – Get the BEST Tenant and the BEST Rent all in the FASTEST Time!

In this session, Michael Sanz reveals the property marketing strategies and methods he implemented to achieve an unbelievable ZERO vacancy rate with 650 properties over 2 years. All spread over a whopping 84 suburbs…an amazing result indeed! Implement what you’ll learn from this session and owners will be wanting to sign-up with you, taking focus away from simple fee hunting. In this session, Michael unpacks:

• Effective ways to ATTRACT MORE QUALITY, QUALIFIED TENANTS FASTER than ever. This will give you a more effective point of difference to win new business.
• How to easily promote your RENTAL PROPERTY MARKETING STRATEGIES in a listing appointment so that your agency becomes ‘the obvious choice’, rendering any fee concerns obsolete.
• An easy and better set up of the tenancy to MINIMISE DAYS ON MARKET, REDUCE your vacancy rate and MAXIMISE RENTAL RETURNS for the owner.

National Tour Live Recordings

Session 2: How to REDUCE your VACANCY Rate – Michael Sanz

In the second session, Michael Sanz reveals his property marketing strategies and methods he implemented to achieve an unbelievable ZERO vacancy rate with 650 properties over 2 years spread over a whopping 84 suburbs…an amazing result indeed!

In this session, Michael unpacks:

• • • Ways to effectively ATTRACT MORE QUALITY, QUALIFIED TENANTS FASTER than ever, giving you a more effective point of difference to win new business faster.
    • How to easily promote your RENTAL PROPERTY MARKETING STRATEGIES in a listing appointment so that your agency becomes ‘the obvious choice’, rendering any fee concerns obsolete.
    • How to easily set up the tenancy a better way right from the start to MINIMISE DAYS ON MARKET, REDUCE your vacancy rate and MAXIMISE RENTAL RETURNS for the owner.
    • What social media platforms to use to attract quality, qualified tenants effectively to RENT YOUR PROPERTIES FASTER and lower your vacancy rate and days on market.
    • How to use augmented reality technology so tenants can see if their furniture will fit your rental property, allowing them to qualify themselves even faster.
    • How to PRESENT YOUR PROPERTY MARKETING WITH “WOW FACTOR” using virtual reality, enhanced property photography, a walk-through/360 degree cameras and video technology, hints and tips.

Inject Growth Series

Session 35: Property Marketing Photos that IMPRESS – with Michael Sanz

Professional quality property marketing photos are not just taken by professionals. Any BDM or PM can produce quality pics as well using a smartphone with only a little training and guidance. In this session we will teach you what you need to know and do to create photos that’ll attract quality tenants, impress prospective clients and make your competitors marketing look like photo amateurs.

• • • Avoid common mistakes made all the time when taking rental property marketing photos.
    • Know the tips and tricks to take marketing photos at a professional quality level, without the professional photography cost.
    • How to use video property marketing, impress prospective clients and qualify tenant needs even better than photos can do.

Session 38: Property Marketing – Using Virtual Reality and ‘Next Level’ Video Technology

When an owner only cares about getting the best tenant and the best rent in the quickest possible time – you want to stand out with your property marketing and leave your competitors eating your dust with their boring photos. In this session, you’ll learn how to ‘knock it out of the park’ with maximum impress value.

In this session:

• • • How to do a ‘live streaming’ video using 360 camera technology.
    • Know the different types of cameras you can use and what results they’ll achieve.
    • Experience property marketing using ‘walk-through’ virtual reality.

TOP THREE strategies to DOMINATE RIGHT NOW with your Property Marketing- Michael Sanz

Michael Sanz from SanzConsulting.com.au is a property marketing expert and in this short video gives the top three property marketing strategies you can do RIGHT NOW to DOMINATE in your marketplace.

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PM Nuts and Bolts

PM Growth and Performance Series

Session 2: Mastering Your Daily Agenda

When you’ve got ‘a million things’ to do, you need to know what you must do now, what you should do in five-minutes time and what can wait…and get them in the right order!

In this session we give you the best three PM time management skills ever, allowing you to get double to triple the work done – faster and more efficiently than you ever thought possible.

• • • Learn how to use our ‘Daily Task Manager’ effectively for your agenda.
    • Use the power of prioritising your tasks when you’ve got ‘a million things’ to do.
    • Understanding the importance of focus to eliminate mistakes and issues that take triple the time to fix.
    • Learn how to ‘program’ yourself to become more effective and efficient with your time – even if you’re bad at it.

Session 4: Beating Stress, PM Burnout, and Staying Mentally Healthy

Burnout is overwhelmingly the biggest reason most property managers resign, in turn causing unsustainable industry turnover. This session is a must to ensure a long and fulfilling career in property management. In this empowering session you’ll learn:

• The 26 dangerous health side-effects of stress and why you must reduce your stress levels.
• Top tips to beating procrastination, overcoming worry, and becoming more content.
• 7 great tips to switch off after hours so you can come back re-energised for the next business day.
• The 19 THINGS that the best rental departments do to keep stress levels low.

Session 5: The Big 10 PM Communication Issues and Complaints

Property investors have 10 things they want their property managers to know. In this session, we reveal what will make them happy and refer their friends – only if you take notice of what they really need. We also explore the big 10 complaints regarding communication that clients have about property managers and what you can do to avoid them.

• 10 things property owners and investors want you to know.
• 10 BIG complaints clients have about property managers and what you can do about it!
• Learn what the ‘care factor’ is and how you can measure it in staff.
• Learn how to ensure your personal presentation is communicating the right message.
• 12 different landlord types and how to effectively communicate with each of them.

Session 10: How to Deal with Difficult Owners and Avoid Bad Business

A major cause of burnout is the bad business that we bring into the rent roll all for the sake of ‘growth’. Avoiding bad business is all about growing a quality, profitable rent roll -one that everyone will be happy and proud to work in. It’s who you say ‘no’ to that will determine your rent roll quality success! In this session:

• 10 important criteria you must consider before you bring on a new management.
• The 6 irrefutable criteria of a ‘c-class landlord’. Plus, why and how you could be earning around 25% less per hour with ‘normal’ or regular management.
• How to avoid the 8 totally wrong property types that PM’s sign up all the time.
• Tips and keys to predicting bad business and stressful situations before they occur.

Special Edition – Extreme Safety Tactics for Property Managers with guest presenter John Wayne Legg

• Basic Personal Safety Procedures
• Exposing Personal Safety Myths
• The Importance of Environmental Awareness
• Understanding Violent Predator’s strategies and tactics
• The Right Mindset when confronted by a violent attacker
• A 3-Step Action Plan – For dealing with violence

National Tour Live Recordings

Session 3: ‘Next-Level’ Communication Strategies – Michael Sanz

In the first session, Michael Sanz teaches ‘next-level’ communication strategies he used to convert his owners and tenants into raving fans and overcome a number of property management communication issues.

In this session, Michael teaches:

• The EIGHT technology platforms and ways you can use them to communicate more effectively with your owners, tenants and tradespeople- on the phone, with online video, SMS video, SMS text, emails, video emails, screen recording and with Facebook Messenger.
• How to diffuse quickly highly-charged EMOTIONAL and ANGRY conflict situations with owners and tenants when you’re face to face, on the phone and dealing with them by email.
• Learn how to deal with complaints professionally and respond effectively when you’re hit with negative online reviews from owners and tenants.
• Know the 10 touch-point on-boarding processes Michael created to induct new owners into his property management business and turn them into raving fans, that went and referred lots more new business.

Session 4: The Very Best Time Management Tips for Busy Property Managers – Darren Hunter

In the second half, Darren delivers the very best time management tips for busy property managers.

In this second session, Darren reveals:

• Understand the power of ‘task batching’ and the importance of planning out your tasks at the start of the day, before you get started.
• How to set up a property manager ‘ideal-week’ that will give you structure, predictability and reduce the time it takes to do your tasks, giving you more time for customer service and satisfaction.
• How you can get up to three hours worth of office tasks done in just one hour, when you learn to control interruptions.
• Learn 18 different effective and proven tips and strategies to reduce or eliminate office interruptions that cause errors and time ‘blow-outs’, and slow you right down.

PM Nuts and Bolts Series

Session 1: Mastering Your Daily Agenda

When you’ve got a ‘million things’ to do, you need to know; what you must do now, in five minutes time and what can wait – and then you must get them in the right order!

In this session we give you the best 3 PM time management skills ever taught, allowing you to get 2-3 times more done faster and more efficiently than you ever thought possible.

• • • How to use our ‘Daily Task Manager’ effectively for your agenda.
    • The power of prioritising your tasks when you’ve got a million things to do.
    • Understanding the importance of focus to eliminate mistakes and issues that take 3-4 times more time to fix, than if they were done right the first time.
    • How to ‘program’ yourself to become more effective and efficient with your time – even if you’re really bad at it.

Session 2: Proactive Strategies – How to Avoid Conflict

A lot of conflict in property management can be avoided altogether once you understand the main causes of over 90% of it. In this session we reveal our three handbooks structure and equip you with the content pages so that you have all you need to design and write your own to educate and induct your owners, tenants and tradespeople and avoid conflict altogether.

• • • Why you need to induct and educate everyone in the PM process, to avoid issues and create right expectations.
    • Get an in-depth look at the Property Owner’s Handbook, Tenant and Tradesperson’s Handbook, and how they can work for you.
    • Techniques for induction and education, and even a new point of difference to impress new owners.

Session 3: The Big Ten PM Communication Issues and Complaints

Property investors have ten things they want their property managers to know. In this session, we reveal what will make them happy and refer their friends – if you take notice of what they really need. We also explore the big ten complaints regarding communication that clients have about property managers and what you can do to avoid them.

• • • 10 things Property Owners and Investors want you to know.
    • 10 BIG Complaints clients have about property managers and what you can do about it!
    • Know what the ‘care factor’ is and how you can measure it in staff.
    • How to ensure your personal presentation is communicating the right message.
    • 12 different landlord types and how to effectively communicate with each of them.

Session 4: Beating Stress, PM Burnout and Staying Mentally Healthy

Burnout is overwhelmingly the biggest reason most property managers resign, causing unsustainable industry staff turnover. This session is a must to ensure a long and fulfilled career in property management. In this empowering session you’ll learn:

• • • The 26 dangerous health side-effects of stress, and why you must reduce your stress levels.
    • Top tips to beating procrastination, overcoming worry and becoming more content.
    • 7 great tips to switch off after hours so you can come back re-energised for the next business day.
    • The 19 characteristics of what the best rental departments do to keep stress levels low.

Session 5: Get Complete Time Control!

Here we equip property managers with some of the best time management tips available for everyday property management in the trenches. You won’t find this PM teaching anywhere else!

• • • 10 tips to getting more tasks done faster in the office.
    • 10 ways to eliminate office interruptions so you can get even more done.
    • 10 tips to being more efficient on the road.
    • 10 tips for effective appointment control so you stay in control of your agenda.
    • 10 tips to keeping your work space organised and efficient, for maximum productivity.

Session 6: Overcoming Common PM Mistakes and Problems

We learn by our own mistakes, but it’s even better if we can learn from the mistakes of others. This is a good ‘all-rounder’ nuts and bolts session that everyone in PM can learn from.

• • • 13 worst habits property managers have, so you can avoid them.
    • Top 10 biggest mistakes property managers make across the country.
    • Using mistakes and complaints to become the very best PM agency in town.
    • Receive a simple yet effective tool to monitor and leverage your complaints.

Session 7: The Warning Signs of Illicit Drug Production in Rental Properties

In this session, we delve into the dark underbelly world of illicit drug production at rental properties. For safety, you need to know the warning signs to watch for so you don’t unknowingly step into danger when conducting inspections.

Know the unique danger and damage issues between methamphetamine and hydroponic marijuana production in rental properties. They both cause huge damage, but one is far deadlier than the other.

• • • The 25 warning signs that you need to be aware of when conducting inspections that could indicate that your tenant is producing illicit drugs at the property.
    • The 13 different signs neighbours might report that drug production and/or dealing is occurring at your rental property.

Session 8: Dealing with Difficult Owners and Avoiding Bad Business

A major cause of burnout is the bad business that we bring into the rent roll all for the sake of ‘growth’. Avoiding bad business is all about growing a quality, profitable rent roll, one that everyone will be happy and proud to work in. It’s what you say ‘no’ to that will determine your rent roll quality success!

• • • 10 important criteria you must consider before you bring on a new management.
    • The 6 irrefutable criteria of a ‘c-class landlord’ and why/how you could be earning around 25% per hour of what you would be with a ‘normal’ or regular management.
    • 8 totally wrong property types that must be avoided that PMs sign up all the time.
    • Tips and keys to predicting bad business and stressful situations before they occur.

Session 9: Making the ‘PM Ideal Week’ Work for You

The PM offices that master time management has a secret weapon – they all use ‘the ideal week’. Here we teach you how to structure it, what makes it work and the support you need for success.

• • • Why batching your tasks gets 2-3 times more done than spreading them through your day.
    • Know and control the threats that can stop ‘the ideal week’ dead in its tracks.
    • Top tips to making it work for maximum success.
    • Examples of how other offices have structured their ‘ideal week’, so you can create yours.
    • Get equipped with a template to create your own agenda for time management control and success.

Session 10: How to Deal Effectively With Serial Late Rent Payers

WARNING – these strategies work. You will get complaints from those that don’t want to pay on time!

Developing the zero tolerance mindset, we deliver the very best techniques that deal with your serial late rent offenders head-on to avoid eviction and all of the associated costs and stress they bring. Either they pay on time or the tenancy changes, but do not to accept anything less. These techniques are proven to reduce your late rent list by at least 50% in a matter of weeks.

• • • Why your level of tolerance dictates how long your late rent list will be.
    • Top 10 keys and strategies to zero tolerance rent control that just work.
    • Best tips, and practices that will reduce your late rent list by at least 50% in 6 weeks.

Session 11: How to NOT GET SUED in PM

We are in a litigation age when someone else is always to blame when something happens. You need to know how to identify and implement strategies to reduce your agency risk and not end up in lengthy, expensive, damaging and stressful litigation.

• • • The history of litigation, and why you’re more of a target in PM than other professions.
    • Why lawyers target the property management industry and how you can avoid this.
    • What is your ‘duty of care’? Understanding what legal ‘negligence’ is and what you must do to avoid it.
    • Knowing what is misleading and deceptive conduct and how it applies to PM.
    • Know everyday issues on the job and where you’re at risk.

Session 11.1: How to NOT GET SUED in PM (Part 2)

Following on from Part One- we now explore in detail the different parts in PM where you’re likely at most risk.

• • • Understand the seriousness of ‘Privacy’ and how it must be protected.
    • Know the everyday risks we face on the job in and out of the office.
    • Identify the key areas you may be at risk right now.

Session 12: Re-active Strategies – Dealing with PM Conflict When it Occurs (Conflict Management – Part 2)

Moving away from avoiding conflict strategies, we now focus on how to deal with conflict and issues when they occur. This session is a must for anyone who struggles with effective conflict management, or just wants to improve their skills to ‘put out fires’ quickly.

• • • 5 easy steps to diffuse angry calls quickly and effectively.
    • 12 proven ways to handle complaints successfully.
    • How to handle social media complaints and respond in the right way.
    • Knowing the different types of issues we commonly get on the job, so you can avoid them.

Session 13: Managing Extreme PM Danger and Staying Safe

Dealing with the inherent dangers to property manager safety, we cover the more serious side to staying safe. Every now and again serious safety risks arise. What you do next will determine a safe outcome.

• • • The importance of listening to your intuition and identifying well in advance the warning signs of danger.
    • 20 top tips property managers use to stay safe and alert others when sensing or experiencing danger.
    • Ways to get, and stay safe.

Session 14: Repairs to the Max

Repairs can take up to 30% of a PM’s time, so you need to get it right! In this fast-paced session, we inject some fast strategies that’ll get quick and lasting results!

• • • 15 big mistakes PMs make when conducting repairs, so you can avoid them.
    • Get a great list of what is an emergency repair, to give to your tenants and landlords.
    • How to set up an effective after-hours policy so PM’s can switch off after-hours and relax.
    • Photo time – we share dozens of photos from our repairs library with typical issues PM’s deal with all the time in a visual feast that is sure to spark some great interaction.

Session 15: Using Rent Control Letters, Scripts and Tools that Work

WARNING-these tools are ONLY for hardened serial late rent payers!

This session focusses on using tools for effective rent control to counter your serial late rent payers. We supply you with a library of resources and tools that will convince them to pay, on time. We believe that if you’re going to send a letter, an SMS or phone someone who is constantly late in rent, your strategy MUST WORK!

• • • Get loaded with nine effective phone scripts to get results.
    • Get access to a suite of 12 SMS texts that will make the phone ring.
    • Get equipped with 8 zero tolerance letters that really get the attention of your ‘serial offenders’.
    • Access our proven ‘Christmas’ letter, ‘8 reasons why moving house is more expensive than paying rent on time’, and our famous ‘Watch the mailbox…your termination notice is coming’ letters, plus much more.

Session 16: Total Communication Works

In this session, we get right into tips, tricks, hacks and all things that will effectively improve your communication with clients and tenants. A great nuts and bolts communication feed for property managers!

• • • 19 ‘must-know’ email rules you need to learn and understand to become more effective.
    • How to use auto-responders and message-banks effectively to set right expectations with owners and tenants.
    • 15 unique and different ways to use SMS texts on the job.
    • When and how to conduct add-value calls to delight your clients, and what you should discuss that’s highly useful to them.
    • When to use the phone, email and SMS text for different communication situations and when to avoid them.

Session 17: Common PM Inspection Mistakes to Avoid

Covering all major inspection types, we deliver the mistakes to avoid and the pitfalls to navigate so you don’t have to make them too! Inspections are the main reason you leave the office, and in this session, you’ll learn:

• • • Common mistakes when conducting open inspections and private viewings.
    • Pitfalls to avoid when conducting the PCR/Ingoing/Entry, Routine and Final/Bond inspections.
    • Issues to be aware of and avoid when outsourcing the different inspection types.

Session 18: Identifying BIG Repair Issues, Reducing Danger and Keeping Tenants Safe

Delving deeper into repairs and maintenance we deal with big issues that can cause risk and problems for PM’s and their tenants. From safety issues to potential litigation and even problems that can cause death this is a repair risk management session, we access our photo library again in this visual and interactive session.

• • • Ten big repair related risks that can cause death and severe injury to a tenant, so you can identify and avoid them
    • How to understand the difference between issues like wood rot and termites, salt damp and water damage, using our photo library.

Session 19: Stress – Its Impact on You

This ‘add-value’ special webinar is delivered by Health Empowerment Coach Kaaren Haywood. In this session, Kaaren unpacks STRESS, its impact on your everyday work life and how it creeps over into every part of your life when not kept under control. In this session you will learn:

• • • How stress impacts every part of your life, and can have some deadly side-effects.
    • Why life-balance is so important to keep stress under control and keep it at bay
    • How stress left unchecked, can make you VERY sick.

Session 20: The Nine Warning Signs of a Bad Tenant

If everyone applying for a tenancy was a great tenant there’d be no need for effective tenant selection and application processing. This session dives into the warning signs to look out for when processing applications and the subtle signs that your prospective tenants are in fact lying to you and are hiding a devious or poor tenancy past.

• • • The 9 subtle but obvious warning signs of bad tenants to look out for when meeting potential tenants at the application stage.
    • Why your attitude will determine if you see a warning sign, or in fact miss it altogether!
    • What to say when you check references, especially when dealing with suspected falsified references.
    • View examples of falsified rent ledgers and identification and other useful documentation that exposes hidden poor tenant history.

Session 21: Tenant Induction Success and Adding More Value

Tenant induction success goes beyond the time you spend with the tenant at sign-up. It all starts with the new tenancy confirmation once they’re approved. In this session, we give you extra tips that add value to your induction to ensure that your tenant has a more in-depth understanding and the right expectations from day one.

• • • How to create a comprehensive Tenant Handbook covering dozens of issues that can cause conflict.
    • 50 plus things you can add to a new tenant gift hamper, and how to get the owner to willingly pay for the hamper cost.
    • 10 top pet guidelines and rules to include in your lease or ‘pet lease’ agreement.
    • How to easily create your own tenant induction video using simple software and send this to the tenant before you meet with them.

Session 22: The Crucial 12 Decontamination Steps of a ‘Meth-Lab’ Rental Property

Having a meth-lab drug bust in any rental property is a property managers worst nightmare.

‘Ice’ is now so prevalent on our streets and has become the drug of choice for many. Rental properties everywhere are being illegally used to produce it. The problems and clean-up costs associated are HUGE (up to $60,000), and you can’t just send in your regular cleaner. You must send in the professionals.

In this session, we speak with Elias Bobrige from ‘AUST Biocleaning’ and go through every step required to render the property safe to rent again. This session is a MUST for every property manager.

• • • Know the 12 crucial steps involved right from police contact through to the decontamination process and the final step of getting the property declared ‘legally safe’.
    • Learn why some of your owners may not be covered by their Landlord Insurance Policy in the event of a ‘meth-lab’ clean up claim, and what you must do about it.
    • Why your tenants, their children, their visitors and even you can become sick at the rental property if the clean-up isn’t done properly.

Session 23: How to Deal Effectively With Tradespeople

Tradespeople are vital partners in our success so we focus on your relationship with them and how to manage them better to ensure everyone wins.

• • • 5 big things tradespeople don’t like about working with PMs that you must know!
    • How to effectively deal with the owner saying ‘I want three quotes please’.
    • Ten key induction points when starting your relationship with a new tradesperson.
    • Using a Tradesperson’s Handbook to induct your tradespeople.
    • Hints, tips and keys that just work!

Session 24: Reaching the Top 10%- Mastering PM

The very best people in property management all have certain values and skills they have acquired that make them the top 10% of performers in the country. This session delivers the 21 skills, attributes and values you need to develop to join the prestigious ranks of success. If you do what successful PM’s do, you will achieve the success that successful PM’s enjoy, and your clients will refer you more business too!

• • • Understand how you can fast track being an expert simply using your driving time.
    • Know the importance of goal setting and use mistakes, failure and complaints to succeed.
    • Why your attitude is your greatest asset, and why training sets you apart from the average.
    • Know the skills that the very best are mentored and coached with.

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• Live

Inspired Growth Conference 2018

Session 1 – Glenn Twiddle

What Could You ACHIEVE If You COULDN’T FAIL?

Known as the ‘Super Coach’ in the real estate sales space, Glenn would rather be known as the ‘bogan from Ipswich QLD’ who wrote a book called ‘Punching Above Your Weight’!

Glenn Twiddle was asked one day ‘what would your goal be if you knew you could not fail’ and he ‘quite flippantly’ wrote down ‘to get Arnold Schwarzenegger to speak at my event’. He set a goal he could not get out of, and found all the excuses in the book why he couldn’t do it.

Now he enjoys plays poker with Arnold Schwarzenegger, has a drink with Sylvester Stallone and not only has he flown in Arnold to speak at his event, but also hosted the likes of Sir Richard Branson as well, plus some other BIG names.

In his session here’s what Glenn will deliver:

• • • Be inspired and motivated by Glenn’s story of struggle and inspirational success.
    • HOW you can ‘stand out in a sea of sameness’ in your marketplace
    • Why wearing a ‘professional hat’ of invisibility plagues 95% of the industry and what you can do about it!
    • Why adhering to ‘industry norms’ is a recipe for failure and disaster.
    • Receive FIVE executable specific strategies you can execute tomorrow so you can stand out from the pack straight away and attract more leads and business.

Session 2 – Greg Watson

How to DOMINATE your Market with Ten Powerful Growth Strategies

Greg Watson is the MOST AWARDED property management professional in New Zealand and signs up to 30 new managements monthly (averaging 15). Greg’s company DOMINATES the local market in growth despite being the most expensive with their property management fees

In this session Greg will teach you:

• • • The TOP TEN GROWTH strategies they leverage that delivers results.
    • HOW to use Google Reviews and SEO and convert them into results.
    • See examples of WHY their property marketing WINS new business and how you can do it too.
    • HOW you can build a massive Tenant Database and use it to GROW.
    • WHY you should have a deliberate AWARD APPLICATION strategy in your company, and HOW to place AWARD WINNING submissions.
    • HOW to have a STRONG MONEY BACK GUARANTEE and use it to WIN BUSINESS
    • KNOW the MESSENGER RESPONSE STRATEGY from FACEBOOK and how to leverage it for LEADS.

Session 3 – Cathie Crampton

The Success Serum – How to COACH a BDM for REAL RESULTS

Cathie has coached many BDM’s and offices to PM GROWTH success. Currently overseeing 550 offices managing 80,000 properties over Australia and New Zealand plus also previously The Belle Property Group with 76 offices managing 11,000 properties under management, Cathie’s role is strategic to not only attaining strong net growth of overall properties, but also increasing the overall PM fee income of the Harcourts Group.

In this session, Cathie pulls out her strengths on how to effectively coach and manage a BDM to REAL results.

In Cathie’s session you’ll learn:

• • • How to measure their performance with six different BUT essential KPI’s.
    • Know how to keep them FULLY accountable and discern the REAL from what’s not!
    • Understand the proper format to run an effective one-on-one BDM meeting, to keep their results growing.
    • What they need to report back to management on a timely basis so you can see their REAL RESULTS.

Session 4 – Rebecca Clow

The Seven Critical Steps to Position Your Rent Roll for Strong Growth

Rebecca works with property management businesses full-time and specialises in structuring rent rolls so they can grow and flourish unhindered and avoid the nasty growing pains and problems when GROWTH is attained with right planning and preparation. So whether you’re starting a rent roll from scratch or wanting to GROW to the next level, this session is essential to attend.

In this session Rebecca will reveal:

• • • KNOW the real challenges, rewards and sacrifices you will face and pay to reach the next level.
    • LEARN the essential habits you must form, the behaviour changes needed and stresses you will be challenged with so you can easily push through.
    • What VISION and VALUES you need total CLARITY with to attain all the growth you need and want.
    • The NASTY side to growth and the PAIN you’ll experience without right positioning.
    • Why OUTSOURCING low-end day-to-day menial non-profit generating tasks is NO LONGER optional for you.
    • HOW to create STRONG CUSTOMER LOYALTY and EXPERIENCE to generate consistent warm leads and continuous referrals.
    • Why you need to be CRYSTAL CLEAR on your EXIT STRATEGY right from DAY ONE.

Session 5 – Kerry Fitzgibbon

How to Use the LATEST Facebook Messenger Ad Strategy to Reach Your Prospective Clients

Kerry Fitzgibbon is one of the TOP TEN GLOBAL Facebook Marketing experts and returns to the stage to deliver even more Facebook Marketing magic! Kerry’s monthly Facebook Ad budget spend is around $100,000 MONTHLY with her clients, and is THE BEST Facebook expert you’ll see in 2018. In this session Kerry will have just returned FRESH from TWO TOP USA Facebook Marketing conferences and will reveal the latest and greatest with Facebook Marketing innovation that’s about to HIT Australia- so you’ll hear it FIRST at the conference!

In this session Kerry will reveal:

• • • How to REACH MORE and TARGET BETTER your prospective clients using the recently released ‘Facebook Messenger’ Ad strategy.
    • How to effectively Facebook Ad ‘re-target’ your prospective clients RIGHT AFTER they’ve visited your website, or even hit specific web pages.
    • Learn the latest using ‘Facebook Live’ and ‘Video Ads’ and why these platforms continue to get the best results and reach your prospects.

Session 8: Deniz Yusuf

Twenty Effective BDM Tasks and KPIs for BIG GROWTH

Deniz has coached dozens of real estate agencies to grow their BDMs into new business listing machines, and collectively were signing up 300 new properties a month under his training.

None of this is possible without correct accountability. If you’re thinking of creating a new BDM position or you want your current BDM to produce more, this session is a must to attend.

In this session Deniz will reveal:

• • • WHY having an effective BDM is no longer optional whether you’re a traditional real estate business or dedicated PM only business.
    • TWENTY key monthly BDM tasks and aligned KPIs to generate more leads and sign-up more new business and dominate your marketplace.
    • RECEIVE a monthly schedule for your BDMs to follow and keep accountable to.
    • Understand how to keep your BDMs productive and effective as business listing machines to grow your rent roll and asset.

Session 9: Steve Carroll

Dominate Digital

Steve has always been at the forefront of the digital technology revolution. He has worked in online advertising with three of the world’s leading media companies in Australia and the UK.

A highly sought after presenter, Steve is adept at examining how consumers use technology to buy, sell and rent property. His presentation will cover how this impacts on today’s real estate industry and how property management can exploit digital disruption.

In this session Steve will reveal:

• • • How current technology usage trends impact on today’s real estate industry.
    • How property management can exploit digital disruption.
    • How to excel by understanding and not fearing the digital technology revolution.

Session 10: Emma Slape

How to GROW SUCCESSFULLY Through Buying Rent Rolls

Emma Slape is a big hitter on the Adelaide Real Estate scene as CEO for one of the most well respected real estate agencies in South Australia. Starting with 34 rental properties over 25 years ago, they have since acquired 14 rent rolls both large and small to become one of the largest portfolios in Adelaide with just under 2000 managed properties. With a team of twenty PM staff, 50% of whom have been with the agency for ten years or more, Emma Slape has a ton of experience to guide you should you be considering going down the path of acquisition.

In this candid session Emma will share with you:

• • • Why SMALL rent roll acquisitions of 10-20 properties can be just as rewarding and worthwhile as the BIG deals.
    • Which rent rolls to BUY and which to AVOID – and why.
    • What KEY MISTAKES they have made and what they learned from them so you can avoid the same pain and regret.
    • Where you can SOURCE a rent roll that’s compatible with your business without paying the BIG MARKET rates.
    • How you can RETAIN your new clients after purchase without the painful leaks and losses.
    • Know how to PROTECT yourself against losses by properties being poached by staff.
    • Know what newly acquired staff to RETAIN and who to OFFLOAD at settlement.
    • Understand the CHECKLISTS you need to have in place and what to look for at DUE DILIGENCE.

Session 11: Darren Hunter

Become the Leading EXPERT and STAND-OUT from the Pack

Many believe there’s no ‘silver bullet’ to stand out from your competitors and become the agent of choice in your market for prospective clients. Darren says THERE IS – and in this session he will show you how.

Darren gives you the number one marketing strategy he has used for 12 years as a national trainer and consultant that has built his profile from being a ‘small Adelaide trainer’ in 2005 to one of the leading national and international PM experts and authorities today. 

In this session Darren will share:

• • • HOW being ‘useful’ on Facebook, LinkedIn and Instagram without any direct promotion will attract more new business.
    • Be exposed to SIX different post styles across the social media platforms that will reach audiences effectively.
    • Learn FIVE easy keys to write an effective article that’ll be seen and read by hundreds if not thousands of potential clients.
    • Why using this strategy will result in more warm leads, fewer fee discount requests and why you won’t need to rely so much on SEO to attract new business leads.

Session 12 – Jason Rose

The TOP TEN BIGGEST Rent Roll Growth Business Blockages

Jason says; “Everyone wants to grow but they treat growth like it was ten years ago! They expect to grow 10-20 managements a month and wonder why they aren’t!”

Jason Rose headed up growth with one of the fastest growing rent rolls in QLD with Rental Express and then Little Real Estate, and is now the National Business Growth Coach for LJ Hooker Corporate working with franchisees to grow their PM businesses.

In this session Jason reveals the real honest reasons why rent rolls don’t grow (and won’t grow), so you can identify any blockages to skyrocket your PM business.

In this session Jason will expose:

• • • How to overcome lead generation and conversion problems, and get the new business flowing in.
    • Why you need to put in place a plan for performance management, and how to do it.
    • Understand why creating an effective difference in the market is simply NOT optional.
    • Learn why electronic communication and media alone will hurt your ambitions to grow.

Session 15 – Andrew Morello

HOW to FUEL your DAY and CONQUER your STORMS

Andrew was the first winner of the popular Reality TV Show ‘The Apprentice’ Australia and returns to the Inspired Growth Conference after being rated as one of the most outstanding and popular speakers from last year. Andrew brings back to the stage his success, passion and experience in real estate to unleash on the audience.

To drive MASSIVE growth, you need to have have HIGH-OCTANE energy to match and deal with the EVERYDAY challenges that want to HALT your GROWTH ENERGY.

In this opening session Andrew will unload:

• • • The MORNING HABITS, AFFIRMATIONS, RITUALS and STRUCTURE you need to ensure maximum success in each day and reach your goals.
    • WHERE to find the nourishment you need to POWER your SUCCESS and deal with the daily challenges you have.
    • WHAT are the HABITS you must create in your workspace to stay MOTIVATED and CONSISTENT.
    • WHO must you surround yourself with that will give you a smile and right perspective and INFECT you with their ENERGY and DRIVE.
    • What are the secrets and strategies highly driven people live in order to draw strength from the everyday challenges and storms in their life?
    • How to face and deal with LIFE CHALLENGES that want to break and hurt you.

Inspired Growth Conference 2019

Session 1: Morello’s Magic to Conquering YOUR WORLD… – Andrew Morello

Andrew Morello has been a key foundational member in building numerous multi-million dollar companies such as Yellow Brick Road Wealth Management, The Entourage – Australia’s largest training institute for entrepreneurs and the social enterprise Project Gen Z.

Andrew is constantly asked about his ability to consistently keep a positive mindset through the trials and tribulations of life, business and relationships.

In this session, Andrew will share with us the skills he’s mastered around physical, mental, emotional and most importantly, spiritual nourishment. He will identify how congruency in all aspects of your life, personally and professionally, is the key to a strong and healthy mindset. This will give you the power to become the captain of your own fate and the master of your own destiny.

The 3 key takeaways from this session:

• Understanding that as individuals we give and receive nourishment differently.
• Real life principles and practices for becoming the master of your own fate and captain of your own destiny.
• Morello’s 30-second answer at 3am and how to get your very own 3am answer.

Session 2: Elite BDM Panel- How to Sign 20+ Properties a Month – Deniz Yusuf

The best hand-picked BDM’s take the stage where Deniz will deliver questions to dig deep and pull out the best strategies, tips, tricks and hacks that the panel members use to source and sign up 20 plus managements per month.

Deniz will be probing hard with questions like:

• What strategies deliver 80% of the growth results?
• What works best for growth without a sales team?
• What proactive measures do you take in making new business happen, instead of waiting for it to ‘land on your lap’?

Session 3: MASSIVE GROWTH using Current Clients & Buyers Agents – Natalie South

The Number 1 Harcourts Australia BDM of the Year- Natalie South signs-up 25 (plus) properties per month in Brisbane and generates her leads in several different ways. In this onstage interview with Deniz, Natalie will outline:

• How she finds and establishes relationships with Buyers Agents that generates steady, consistent and quality leads.
• Ways to structure a Listing Presentation ‘on-paper’ to justify your services and win higher than average PM fees.
• All the different touch-points you can have with your current clients to earn more ‘word-of-mouth’ referrals.
• How to generate leads from Facebook and Google Reviews and your online profile.

Session 4: 9 NEW Scripts to BEAT ‘But the other agent is cheaper’ – Darren Hunter

NINE new scripts will be exclusively revealed for the first time in Australia at the IGT2019 conference.

Darren Hunter is an international PM fee maximisation expert having successfully taught fee objection scripts for 19 years with agencies across Australia, New Zealand and the United States.

On his travels he’s come across ‘top-gun’ BDM’s who know how to easily overcome the common owner fee objection “but the other agent is cheaper.”

What you’ll gain from Darren’s session:

• Renewed confidence in how to effectively counter common fee objections, so you can win the deal AND maintain your fees.
• How to use the ‘mental anguish’ defense to win your fees, gain leverage with the pizza analogy, and convince your prospects that specialists fees shouldn’t be questioned, using the idea that they’d not question the fee with their surgeon.
• Understand the impact of ‘cheaper fees’ on how the market views agents and service. These REAL FACTS will change your view of cheaper fees forever.

Session 5: Serious Growth using the Power of Video and Networking – Shashana McNicol

Shashana McNicol is a BDM in Perth signing up to 17 new ‘high-end’ properties a month with rents valued up to $1500 per week. Shashana says “We don’t take on every lead that walks in the door. We only work within a specific price range, quality and area”.

Shashana uses several different strategies to fuel her leads and growth, and in her onstage interview with Deniz, she specifically reveals how she generates leads through networking, and the use of video.

In this session Shashana reveals:

• How to be actively involved in BNI (Business Network International) and make the most out of it for growth leads and referral opportunities by turning ‘one-off’ meetings into long-term referral partnerships.
• Ways to use property presentation videos to impress prospective clients and get a much higher marketing fee at sign-up.
• Highly effective strategies to create and use educational videos to generate new business (including by SMS to prospects).

Session 6: The PM Experts Panel- Overcoming the BIG Issues

Our expert Property Manager panelists have been handpicked from across Australia and New Zealand and all are highly experienced, industry awarded and well-respected professionals!

In this session our PM experts give their wisdom and knowledge on how they tackle and overcome the big issues that property managers regularly struggle with.

Our panelists will draw on their expertise to answer:

• How do you effectively deal with owners and tenants ‘24/7’ expectations of today?
• What are your best time management tips to getting your tasks completed without working crazy hours?
• How do you successfully manage your ‘work-life’ balance, avoid burnout, manage stress and enjoy the job?
• How do you effectively juggle many roles, such as signing up new business, leasing and everyday PM duties?

Session 7: Becoming a Time Management Machine -Darren Hunter

The ‘time management machine’ master Darren Hunter brings us the art of ‘getting work done’ in the fastest and most efficient way possible. He reveals it all begins with changing your mindset. It’s about working smarter, not harder and turning this philosophy into your everyday practice so you get to enjoy ‘real life’ more.

In this session Darren reveals:

• How you can build your own ‘time management machine’ mindset so you can get more done in less time.

• His personal programming technique that accelerated him from ‘crap’ mode to ‘effective and efficient’ mode with his time management.

• Why wanting to be GREAT at time management is the ESSENTIAL key to success for every property manager.

Session 8: What Owners Want (the NEXT 2 years) – Alister Maple Brown

Alister Maple-Brown, CEO of Rockend is a Technology expert and visionary. He believes that it’s the PEOPLE WHO USE technology that makes the difference, and not the technology itself.

In this session Alister shares in-depth insight to what property owners want from their property manager. They desire transparency, prompt advice and communication, to access it from anywhere on any device and have their requests actioned quickly.

The world is now ‘mobile’ and the property management industry must keep in step.
In this session, Alistair delivers his vision and belief of what property owners are wanting over the next 2 years…so you can be ready to deliver!

Session 9: The Fifteen ‘Magic’ Steps to Turn Owners into Raving Fans

Michael Sanz signed up over 600 properties across Melbourne with his business ‘Neesh Property’. He made it his mission to ensure he was consistently and systematically in contact with every owner, regarding both their own property matters and business updates. This turned them into loyal, raving fans of his brand.

In this session Michael shows you how to make the most of your owner communication across eight different platforms, so you ensure you’re connected and in contact with every one of your owners.

In this session you’ll learn:

• The EIGHT essential technology platforms and ways you can use them to communicate more effectively with your owners, tenants and tradespeople – on the phone, with online video, SMS video, SMS text, emails, video emails, screen recording and with Facebook Messenger.

• The correct platform to use for specific types of communication- the dos and the don’ts!

Session 10: (Our Coronis Story) Growing from 190 to 8000 Managements

Jodi Ford from Coronis (QLD) started in Property Management 35 years ago back ‘in the day’ when they hand typed statements from ledger cards, they door-knocked tenants for rent and placed properties for rent in the newspaper classifieds.

With no formal training, Jodi first started with Ray White and joined the Coronis Group 18 years ago where she has been pivotal in their growth both organically and with acquisitions of 15 different rent rolls over this time.

Jodi shares all things ‘growth’ with:

• How and why they employ and train property managers ‘from scratch’.

• How their property managers confidently manage 150-165 properties each (un-assisted) through systems and automation.

• How they survey owners and tenants to find ‘the ugly truth’ after their management/ tenancy is complete and the ways they use this valuable information for change.

Session 11: The Power of Thinking Big – Jodi Stainton

If you had asked Jodie when she first started in property management 19 years ago if she would be where she is today, she would have replied emphatically, ‘No!’
Jodie couldn’t have foreseen where her property management journey has taken her with Harcourts, ‘Living Here’, Apmasphere, LPMA and currently as a director with Coronis Now.

A fateful winning ticket to a conference changed her life and mindset with the start of her ‘thinking big’…She now knows that many people aren’t taught to think bigger than their circumstances and it’s her mission to change that.

Recently listed in the Top 50 Influencers of Real Estate by Elite Agent, few have reached her level of success in our industry. This will be an intimate session where Jodie will share her successes and failures, overcoming her internal negative voice to put her big girl pants on and ‘just do it’.

Session 12: First Impressions and THE MILLION DOLLAR HANDSHAKE – Catherine Molloy

What do your first 7 seconds say about you?

Catherine Molloy believes your handshake is imperative in your communication. How you orchestrate your first impression will determine whether the client or customer wants to do business with you. For this reason, we are hacking your meet and greet by sharing the secrets of powerfully connecting through your handshake.

With over 25 years of experience in body language psychology, Catherine will share with you some of the secrets and insights on how to master and develop your own Million Dollar Handshake.

In this keynote address, Catherine’s inspiring story is laced with practical tools, tips and strategies to perfect (and to have fun with) your Million Dollar Handshake. You will learn:

• The 5 powerful steps to create and shape you’re very own million-dollar handshake.

• To understand all the non-verbal ‘intelligent’ aspects of your first impression.

• How to inspire confidence and leave a winning (and lasting) first impression.

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Podcast

The PM Power Podcast Show

Episode 1- How to TAKE CONTROL with your PM calls and emails- Esther Nilson

Esther Nilson is Department Head with GLC Residential in Perth Western Australia, and has ZERO EMAILS in her inbox at the end of each day before she goes home! In this podcast Esther shares her secrets around the importance of preparation, the 4 D’s of email management, how to have an empty email inbox, and how to effectively take control with your phone calls. If you struggle with your calls and emails- ESTHER has some answers for you!

Episode 2- How NOT to take your WORK home with you (how to switch off after-hours)- Shadi Salehpour

Shadi Salehpour is one of the best property managers in New Zealand, and she has mastered NOT taking phone calls or returning emails in her personal time, effectively switching off 100%. Listen or watch this podcast interview on the strategies she put in place to ensure she can switch off after-hours too. Can you switch-off after-hours too and enjoy your personal life outside of your work? Of course, you can! We’ll show you how, in this podcast episode!

Episode 3- How to BEAT PM Stress and Burnout- Greg Pearson

Greg Pearson runs a large regional PM portfolio with his team in Albany, Western Australia. Greg is very careful to identify and manage stress and burnout with himself and his property managers and in this episode Greg candidly shares his strategies, tips and techniques to keep stress and burnout well under control to keep the team motivated, refreshed and productive.

Episode 4- Communicating and onboarding new clients successfully- Kelley Seaton

Kelley Seaton from ‘The Leasing Network’ on the Central Coast in NSW gives us her expertise around the effective communication and question system she uses for prospective clients and new clients. Kelley believes she needs to know everything about the client so she can effectively communicate with them in the future to ensure the management runs smoothly, and in this podcast reveals the questions she uses, what she is looking for and how she records it all in her property management software system.

The BDM Coach Podcast Show

Episode 1- The ‘Business Winning’ BDM Pre-Listing Email

When you’re competing against other agents for the same new management, you want to be the clear favourite and winner right from the starting line. This proven ‘business winning’ pre-listing email that is sent right after their initial inquiry will pivot you right into the winning pole position real fast, leaving your competitors poor in your wake!

Episode 2- Generating PM Leads through Networking

Some of the very best BDM leads and results come through networking. What methods do you use, what do you say, where are the best places for BDM networking? Michael and Deniz swear by the power of networking, and in this podcast, they deliver their very best expertise so you can get amazing BDM results too!

Episode 3- The BDM Position- Starting from Scratch

Whether you’re a Property Manager and want to become a BDM, you manage a BDM or you’re thinking about hiring one then this episode is made just for you. We have been inundated with calls on how to create the BDM position from scratch- this episode delivers what you want to know from two of the most experienced BDM coaches on the planet!

Episode 4- Running Successful Investor Education Evenings

Investor Education evenings are a great way to get your ideal prospects into one room so you can connect, network and find new business opportunities. Deniz and Michael cover how to run these effectively, but also how to run them virtually as well so you can run them during but also well after COVID is out of the way for those that cannot make it to a live evening event.

Episode 5- How to Get a STRONG CONSISTENT Flow of BDM Leads

ISo what are the key activities a top-performing BDM should be doing each day to help keep a strong consistent flow of leads coming through every week? Michael and Deniz reveal WHAT daily activities they assign BDM Club members and HOW they’re held accountable to get consistent results. If you are wanting TOP BDM performance- listen to this episode.

The Secret Shopper Files

Episode #1- (14 Agencies) THE BIG Holes, The ‘Low-Balling’ and the Surprises!

In our ‘pilot’ episode of ‘The Secret Shopper Files’ Michael Sanz discusses how his team ‘secret-shopped’ 14 agencies in Adelaide (South Australia).

With the selected offices spread across half of the metro area, the ‘rack-rate normal’ management and leasing fees Adelaide is known for have been discounted by FOUR PM focussed agencies (that you’d think would be at the ‘higher end’ of the fee-charging).

We also reveal some surprises with their ‘points of difference’ and have a revealing chat about the overall service experience.

Episode #2- (The Auckland Files) TEN Agencies: Staff Disconnect, ‘Too busy’ to GROW…Finding another $127,000 per year in fees

In our second episode of the Secret Shopper Files, this time we deliver a Strategic Market Report in Auckland, New Zealand.

We were surprised that not only were vital points of difference missing, but also something even more important- the ability to connect with the prospective client on a person to person level.

In this episode, we spend quality time on how you can improve with your prospective client service experience, but also discuss what type of content you could be teaching and educating with your prospective clients so that you can dominate and lead the market.

Plus we reveal a sample fee analysis based on what agents should be charging in the Auckland area and how additional fees could be earning an agency of 300 doors/managements another $127,000 per year.

Episode #3- Top Secret: The Orlando Files

In our third episode, we go to the home of Disneyworld in Orlando Florida USA where we ‘secret shopped’ ten agencies there, some quite prominent.

If you want to learn HOW to stand out from the crowd be sure to listen to this podcast as we EXPOSE the BIG MISTAKES, the fees they’re LEAVING ON THE TABLE too, so you too can KNOW how to impress your prospective client the first time, and HOW to be more profitable per door!

Episode #4- The Sydney Files- The STRUGGLE is real

In this episode, we called TEN agencies in Sydney where we found nearly all PM companies STRUGGLING to give any real and meaningful point of difference, and instead gave common ‘points’ that were of no real value at all!

BUT through all the ‘BLAND and sameness’ a phone call with ONE agency stood head and shoulders over the rest to win our Secret Shopper Hall of Fame award (if we had one!). PLUS, we come across the HIGHEST leasing fee we’ve seen charged, plus one agency charging a HIGH routine inspection fee (when everyone else was charging nothing).

Episode #5- the Wellington Files- ‘Please just take a look at the website!’

When we were commissioned to ‘secret shop’ TEN competitor agencies in Wellington NZ we were not prepared for what we experienced. In this podcast you will find out what happened when ALL of the agencies we contacted really didn’t have any ‘care factor’ whatsoever when dealing with our new business enquiry! Most of them simply told us to ‘read our website’.

Plus we reveal the PM fees we encountered (and the lack of), and what particular fee they could be easily charging more for.

Episode #6- The Phoenix Files “Sorry…that’s not my job!”

Calling ten agencies in Phoenix Arizona (USA) we were confronted not only with poor and ineffective points of difference, but also the person taking the inquiry not taking responsibility for providing the information we needed. Furthermore, with so many fees not being charged and a packet of money left on the table, our Secret Shopper Files episode in Phoenix is quite an eye-opener on how to be more effective (and how ‘not to be’) when taking new business inquiries. If you want to really grow- watch/listen to this episode.

Plus we reveal the PM fees we encountered (and the lack of), and what particular fee they could be easily charging more for.

Episode #7- The Sunshine Coast Files- When New Business Inquiry Conversation Counts!

Ten agencies were ‘Secrets Shopped’ on the beautiful Sunshine Coast which is home to Australia Zoo and is based about 1-hour drive north of Brisbane in Queensland, Australia. Aside from a level of a ‘relaxed’ culture in dealing with a new business inquiry, our calls were very much a ‘conversation-based’ experience. Their points of difference were regretfully ineffective along with some of the lowest fees we have seen in Australia. Listen to Episode #7- The Sunshine Coast Files for hints, tips, and teaching for you to go to the next level in winning your new business inquiries at your FULL FEES! Enjoy!

Episode #8- The Hawaiian Files – When URGENCY goes on vacation

When you have a sense of URGENCY in your manner and tone, you SHOW your prospect that you’re keen and interested in them and their business. WITHOUT THIS, you turn-off your prospect away. NEVER have we experienced this MISSING with so many agents when we conducted a Secret Shopper report with ten agencies in Hawaii. If you want to know what NOT do…listen to this episode of the Secret Shopper Files.

PM Growth Experts Video Interviews

How Martina Grew from 300 properties to over 600 in 3 years

Martina Berry is the BDM and General Manager for Professionals Rockingham based in Perth Western Australia.

In this interview with Darren Hunter and Deniz Yusuf Martina shares that despite being one of the most expensive fee charging agents in her marketplace they’re signing up 15-20 new properties a month. Hear how she did it!

How Joe BUILT 1000 managements with high Sydney PM Fees

Joe Iemma is the Dept Head of Doyle Spillane Real Estate based in Dee Why on the Northern Beaches of Sydney.

Doyle Spillane Real Estate have around 1000 properties with likely the highest PM fees with 98% of his managements on 7% in Sydney, plus also high ancillary fees. Typically agents are signing up business at 5-6%, some less than this at 3%-4%. Despite being surrounded by cheaper agents, they keep bringing in quality numbers each month by competing on service and not fees, consistently beating cheaper agents by showing prospective clients how much better off they are financially with his agency.

How GREG signed up 200 properties in the last 12 months

Greg Watson from Watson Real Estate in Palmerston North NZ is the most awarded PM and BDM in New Zealand.

Quite simply Greg just goes to seminars and conferences and comes back to IMPLEMENT just about everything.

This type of MASSIVE ACTION brings a TON of RESULTS and in this candid and honest interview GREG reveals WHY AND HOW his business totally DOMINATES their local market, despite being the most expensive with their PM fees.

How Jason signs up $50k worth of annual fee income EACH MONTH!

Jason Wright is a Power BDM.

Starting off running his own family business in Adelaide as a Residential BDM doing up to 20 new managements a month, Jason now heads up a commercial PM department and is also the BDM, signing up to 15 properties a month doing approx $50k to $60K in annual fee revenue- per month!

Jason is truly a BDM expert who’s mastered the art of ‘one-on-one’ networking and listing presentations.

How Laura WINS new business surrounded by CHEAPER AGENTS

Awarded three times the REIWA PM of the Year (Real Estate Institute of Western Australia) plus also the REIA (Real Estate Institute of Australia) Residential PM of the Year twice (including 2018) Laura has captured the attention of many with her ability to sell her services with the HIGHEST PM FEES in her marketplace using strong points of difference.

Yes, you can win business WITHOUT discounting, and Laura explains how in this candid and revealing interview with Daren Hunter and Deniz Yusuf.

How Jess jumped from 8 to 25-30 managements every month

Jess Clarke is just one of those BDM success stories. Initially struggling with 8-10 managements a month, after some coaching she now signs up 25-30 new managements a month consistently. In this video interview Jess Shares how…and what changes she made to her performance.

How Shashana signs up to $13,000 per month rentals!

Shashana is a BDM working the ‘Golden Triangle’ in Perth Western Australia where the rents are anywhere up to $3000 per week/$13,000 per month for a rental property.

This video interview explores how she went from being a good property manager to now signing up 10-15 new managements a month as a BDM- this is her journey.

How Michael achieved ZERO Vacancies with 600 Managements over 2 years

Michael Sanz is a property marketing genius.

His 600 management with ‘Neesh Property’ in Melbourne Australia was spread over 84 suburbs. Despite this distance and spread, he was able to achieve ZERO vacancies and a far better result than direct competitors in all these suburbs.

How Nick signed up 1000 managements in under 6 years

Nick Giles is a BDM that works in the South West of Sydney.

With a deep passion to help others succeed, Nick is a guy that has strong points of difference and a unique way to ensure he gets full fees over the line.

How Natalie signs up 25-30 new managements each month in Brisbane

Natalie South is a top performer BDM based in Brisbane and in her second year (previously working in debt collection) she signed up 240 properties. Here’s how Natalie did it.

Brian Has Over 620 Google Reviews With His PM Company – Here’s How

Brian Birdy is the business owner of PMI Birdy Properties, and is the largest PM company in San Antonio Texas – USA with over 1700 managements. As of this recording (Dec 2018), Brian was also the national president of NARPM – the largest property management association in the USA.

How Tim Signed-Up Over 300 Managements Using Networking and a Removals Van!

Tim Castro, BDM from Port Macquarie Property Management in regional NSW has signed up 334 managements in the last two years, largely through networking with people in the town, and the free use of a concierge service involving the hiring out of a removals van and trailer. Tim was also a finalist for the Real Estate Business (REB) BDM of the Year for 2018. Great interview Tim!

Shawn and Kristin DOUBLED their Fee Income Per Door/Management- Here’s HOW!

Shawn and Kristin Johnson from Independence Capital PM (Farmington, New Mexico- USA) added and increased more PM fees with their owners, and over a journey of 3 years have increased their fee income from $125 per door/month, to a whopping $266 per door/month WITHOUT having to add more door growth to achieve the same. In this revealing interview, Shawn and Kristin outlined how they did it, and more importantly what mindset changes they needed to go through to achieve these outstanding fee revenue results.

How Rachel Signed-Up 256 Managements in Auckland, NZ

BDM Rachel Readhead signs-up an average of 20 new managements a month, with a total of 256 managements in the last 12 months. She is based out of Auckland, New Zealand.

Rachel’s successful track record is largely due to her ability to adapt to the ever-changing market. She studied Mandarin in order to cater to the Chinese, giving her an edge over her competitors. It also goes without saying that skill coupled with a winning personality can really bring in the numbers.

How Steve is Getting the Fastest Growth in Texas Right Now

Steve Rozenberg is truly a PM growth expert, as evidenced by his company opening two new offices in the last year and a half. Learn how and why Steve has the fastest PM growth together with some of the highest PM fees in the USA.

How Adam Signed-Up 1200 Managements Largely by Just Picking Up the Phone

Adam Freitas from Raine and Horne Newtown based in Sydney has signed up 1200 new managements in the last 6 years, largely through simply getting on the phone and calling current clients and other prospective leads. Adam has also received the Real Estate Business (REB) BDM of the Year award for 2018.

How Christopher and Darcy Grow and Manage a High Rent Portfolio in San Francisco

Christopher Barrow and Darcy Alkus from FoundationHomes.com are based in the San Francisco Bay Area, California- USA and manage multi-million dollar properties, at an average rent of $6500 per month. They keep their property manager to property ratio really low so they maintain a high standard for demanding owners and tenants. This refreshing interview shows on how they earn around $6000 per year per door and how they grew such a unique rental portfolio.

How Matt Beat the Growing Pains of 3500 Managements

Darren Hunter, Deniz Yusuf, and special guest Matt Tandy share fantastic information on how to beat the growing pains of property management. Some tips that Matt wants to share to budding property managers are:

• Importance of documentation
• Why you need to systematize
• Getting into networks
• Building your base through paid leads

How Jess signed up 179 managements/doors in 12 months without a sales team

Jess Kindt signed up 179 new doors/managements in the last 12 months without leads supplied to her by a salesteam in her PM Company. With her strong leverage on points of difference that work, she’s able to maintain her fees, in a fee competitive market.

Sophie Lyon- The Pitfalls and the Success Keys with Growth by Acquisition

Sophie Lyon has nearly 30 years experience in property management, a Director with Jellis Craig (3 offices) in Melbourne (VIC- Australia) and has been involved with12 PM Portfolio purchases in her time ranging from as low as 12 to 850 managements/doors in size. This type of experience is invaluable as Sophie shares the pitfalls and success keys to getting the process right.

Kirsty Dunphey- HOW to find Quality Property Management Staff

Kirsty Dunphey is a legend in real estate having worked in her parents real estate business at 15 years of age, then worked as a Property Manager at 19, owning her own real estate business at 21 and at 22 years of age taking out the prestigious Telstra Young Business Woman of the Year. Kirsty has since been involved in several real estate businesses and has the amazing ability to attract, find and keep quality staff without them having prior experience.

How Property Management Leader Jodi Ford’s Coronis team manages 7800 properties

Jodi Ford is truly a property management leader managing a team of 75 staff over 14 offices with nearly 7800 managements, based in Queensland, Australia. In this podcast, Jodi shares how they turned their main points of owner and tenant issues and complaints, into their strengths and wins.

How to DOMINATE using Educational Videos

Darren, Michael, and Deniz share their expertise in this educational packed podcast session. What educational video topics work best, what equipment and editing do you need, and what social media platforms work best for you to DOMINATE in your marketplace using educational videos.

How Madeleine signs up to 15 doors a month by referral, without a sales team

Kirsty Dunphey is a legend in real estate having worked in her parents real estate business at 15 years of age, then worked as a Property Manager at 19, owning her own real estate business at 21 and at 22 years of age taking out the prestigious Telstra Young Business Woman of the Year. Kirsty has since been involved in several real estate businesses and has the amazing ability to attract, find and keep quality staff without them having prior experience.

How Sarah signs up 17 doors a month, simply by picking up the phone!

Sarah Cincotta, BDM from Melbourne (Victoria, Australia) has been a BDM since November 2018 and already in the first 6 months of 2020, she’s signed up 97 new doors/properties. With an average of over 17 properties a month at $550 per week in rent (approx $2380 per month), with her personal best month at 26 properties, Sarah says that having key conversations all the time and picking up the phone is just so important. You should see how many phone calls a week she has as her weekly goal! Amazing interview- thank you, Sarah.

How Nicole signs up 19 doors a month using Educational Videos

BDM Nicole Craike from Twomey Schriber Property Group based in Cairns, Far North Queensland (Australia) is a ‘passionate about people’ BDM who signs up 19 doors (on average) a month (231 in the last year) with her record month at 49 doors! Nicole says that her success has a lot to do with using educational videos and implementation of what she learns at training. You’ll love this refreshing interview with Nicole!

How Ashleigh uses LinkedIn to DOMINATE and attract new business!

Ashleigh Goodchild is one of the directors at Soco Realty based in South Perth, Western Australia and is one of the most recent and best social media ‘influencers’ in the PM industry today. With 21 years PM experience behind her, Ashleigh has dedicated herself on HOW to generate leads and new business using LinkedIn, and in this revealing podcast she shares her THREE best strategies on HOW she does it. If you’re confused about using LinkedIn for new business, Ashleigh shows you how. Tune into Ashleigh’s own podcast ‘PM Collective’ on Itunes or Spotify.

How Jonathan Bell grew from 0 to 242 EXECUTIVE Rentals in 18 months

Jonathan Bell from Bell Estate Agents in Brisbane Queensland has only been in business for 18 months, yet he has grown his agency to 242 EXECUTIVE high rent properties in this time…quite a feat considering Jonathan is also ONLY 24 years of age! Jonathan generously shares his key strategies he’s used for this amazing growth- this certainly is one of our best podcasts yet. If you want to GROW- listen to this episode!

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[Special Edition] PM CoronaVirus Ready Series

CoronaVirus and PM – EIGHT Keys to being READY

CoronaVirus is well and truly here and over a short period of time, we may see our working environment impacted, possibly requiring us to work from home locations.

In this SPECIAL EDITION WEBINAR for members, we give you EIGHT KEYS (and benefits) to being PM ready.

• • • KNOW how to do Virtual Video Tours and ‘Zoom’ Inspections
    • What technology to use to work ‘virtually’ with your team
    • Ask your questions and concerns in our live chat room

Taking Charge with your PM Communication Right Now!

RIGHT NOW the very best thing you can be doing is PROACTIVELY communicating with all your OWNERS and TENANTS and staying ahead with the issues to come.

• What email and other communication should you be sending out RIGHT NOW?
• What is the RIGHT THING to be communicating that won’t cause alarm?
• What are all the MAIN platforms you should also be BROADCASTING your updates on?

How to Manage your Home-Based Team

Most PM Teams have now shifted from a traditional office environment to being based at home.

If you were NOT ready for this, it can seem really daunting and isolating for team members who are used to social interaction with others.

So how do you make this WORK…and make it work really well?

At IGT we have been managing LARGE TEAMS from home-based offices for years…this week we give you everything we know that’ll make it run like clock-work!

• What technology platforms are available to manage your home-based team effectively?
• How do you MANAGE your team’s emotional and mental health when everyone is isolated?
• What about managing and tracking team tasks and productivity?
• How do you NAVIGATE the pitfalls to this ‘work-at-home’ model