Deniz Yusuf, Darren Hunter and Michael Sanz offer a 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

• PM Growth and Performance Video Training Series

• National Tour 2019

• Prospecting Scripts Library

• BDM Empower Video Training Series

• Dominate Social Video Training Series

• The Inject Growth Video Training Series (39 sessions)

• PM Nuts & Bolts Video Training Series (24 sessions)

• PM Growth Strategies and Tips

• PM Fee Scripts

• Live Seminars- Audio Recordings

• Prospecting Letters and Tools

• Facebook Marketing Training

• Inspired Growth Conference Recordings

• PM Experts Video Interviews

• BDM Coach Training

PM Growth and Performance Video Training 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 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 3: Respond with CONFIDENCE to Prospective Owner Fee Objections with NINE New Fee Scripts

Darren Hunter has travelled the world and interviewed some of the best PM business operators and BDM’s. He’s asked them “how do you respond to prospective clients who ask for cheaper fees?” In this session we deliver 9 new and effective ways to respond.

• Learn the ‘mental anguish’ response to remind the owner of what’s more important.
• Understand how to deliver the ‘not fair’ response, thereby quickly getting the prospect to agree to pay full fees as ‘the right thing to do’.
• Know why your competitors have decided to be cheaper than you and how you can use this fact to your advantage.

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

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 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.

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National Tour 2019

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.

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.

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.

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BDM Empower Video Training 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 in all your key activities into an ‘ideal week’.

Session 7: Move into 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 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.

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Dominate Social Video Training Series

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 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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The Inject Growth Video Training Series

6 Part- Growth and Profit Webinar Series Recordings

Session 1: Learning the Make More Mindset

Session 2: How to Build Trust Fast to Get the Business

Session 3: Scripts to Overcome the Biggest Fee Discount Requests

Session 4: The Five Secrets to PM Leads and Growth – with Jason Hull

Session 5: How to be perceived as the Expert and Win the Business

Session 6: Ten Factors that Decide the Value of Your Rent Roll – with Chris Goodway

The 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 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 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 4: The Steps to Increasing Your Fees Successfully with Current Clients Part 2

After 16 years specialising in fee maximisation across Australia, New Zealand and the USA, Darren gives you the strategies to implement in successfully increasing your fees.

• • • The top five stats that must be monitored every month to drive your profit margin.
    • The three categories your clients must be placed into before you can increase fees.
    • What fees to add and increase, and what should be left alone.
    • Know the eight effective keys to writing an effective fee increase letter.
    • The three crucial tools that are placed into your notification letter or email.

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 6: The Steps to Increasing Your Fees Successfully with Current Clients Part 3

Dealing with Client Objections when Improving Your Fees with Current Clients

Dealing with objections by clients when you increase your fees is all a part of the process, and in this session we equip you with what you need for success. From queries to the most difficult and demanding calls you’ll receive, we will give you the right expectations so you can confidently deal with every possible obstacle that might come your way.

• • • Know in reality how many phone calls to expect and what type of objections they might be.
    • Learn eleven effective keys when dealing with client objections and get them over the line.
    • Understand in reality the small losses that are expected and how easily sustainable they always are.

Session 7: How to Grow with Your Neighbourhood and Community

New business opportunities are surrounding you in your neighborhood and 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 on 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 9: Justify Ten Different Fees with Effective Scripts

In this session we arm you with effective scripts that cover just about every owner fee you may get challenged with. When you know how to justify your fees with conviction and belief then your clients will believe it too – and pay!

Whether it’s new or current business these scripts just work! They will work even better when your competitors charge much less or even nothing at all!

• • • How to justify ten different fees charged to owners including the lease renewal fee, monthly admin fee, marketing fee plus many others.
    • How to use fees as a disincentive for requests to renovate properties and request duties outside your normal scope.
    • Know what is the right hourly rate to apply to some of your fees
    • Fixed fee or hourly rate – what’s right for you?

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 on 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 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 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.

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 14: How to Grow Using a CRM – with James Keele

To have effective and sustained growth you must also be able to manage your prospective client pipeline. In this session, we reveal what is likely the best Contact Management System (CRM) to use in property management, and how to use it to its full effectiveness so you get maximum growth and results.

• • • What’s the best CRM to use that’s made for PM business development?
    • How to ensure you maximise this CRM and it’s features.
    • See examples of what to send to your prospective clients and keep them informed and in touch.

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 16: Outsourcing: Your Secret Weapon and Force Multiplier – with Todd Breen

Outsourcing for 300+ of America’s top PM companies gives Todd a unique insight into how the BEST and BRIGHTEST are getting routine work done for less, and investing the savings into growing their businesses!

Expect to learn:

• • • What NOT to outsource and why.
    • When to hire independent virtual assistants and when to use a re-seller service.
    • How to reduce your labour costs to 38% of gross income at your firm.
    • How to invest your savings back into the growth of your company and overpower your competitors.

About Todd Breen
A USA national and international property management trainer, consultant and expert, Todd grew up in a Real Estate family and has managed property since 1985. With a staff of 100+ in the Philippines, he’s arguably the largest single family home outsourcing provider in the USA. He shares innovative solutions to fulfil his personal mission statement ‘work less, earn more, love life!’. Want change? His sessions inspire AND equip you to make a difference in your business!

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 the 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 18: Growing the ‘Value’ Mindset and Making More Money With Your PM Services – With Steve Rozenberg

Steve Rozenberg runs one of the fastest growing rent rolls in Texas USA and focusses training his seven BDM’s on how much value their service brings to their owners, before they go out and sign up new business at the highest PM fees charged in Houston and is quickly growing and expanding their business model to multiple cities across Texas. When their BDM’s totally believe in what value they bring, then so do their clients.

In this 45 minutes session (plus Q & A) Steve will share:

• • • Understanding the ‘value mindset’ and how it earns you a whole lot more, per property.
    • How they convert over 50% of their leads into new business and increased their profit margin by 259% in 2016.
    • Learn how to use points of difference that your competitors also have but utilised in a way that takes new business from them.

About Steve Rozenberg
Steve is not only an avid Property Investor and Business Owner of one of the fastest growing PM companies in Texas USA, he’s also a Pilot for a major commercial airline flying international routes including the UK, Japan, Europe and Argentina. Coached by Super-coach Brad Sugars, Steve speaks across the USA and also in Australia to real estate business owners as an expert on how to grow their PM company and heads-up the business development arm of Empire Industries LLC, based in Houston Texas.

Session 19:  How to Grow Using an Investor Information Evening

Investor Information Evenings really work when you know how. 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 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 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 22: Get your BDM Recruiting Right – the First Time!

When employing a Business Development Manager you must understand they are completely different from a Property Manager. They have completely different attributes, skills and working profile. Get this aspect wrong and employ the wrong type of person for the role and watch your growth crash and stall, but get it right and watch new business roll-in through the door.

In this session we deliver:

• • • What is the ideal type of person to be a great BDM, and what is NOT ideal?
    • What attributes and skills make a good BDM, and what interview techniques to use to uncover their real attributes and abilities in the interview room.
    • How to set up your BDM marketing profile and marketing platforms ready for launch.

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 24: How to Conduct a ‘Really Real’ Listing Presentation

No PDF file is available for this session.

Watch Deniz in a ‘live’ listing presentation with a real client, and then see another expert and critic ‘pull apart’ and examine the session to work out what was effective and what worked. There’s no practice, no staging and no ‘phone a friend’ In this session:

• • • Observe Deniz deal with tough questions and navigate objections and respond to them effectively to bring the client ‘on-side’ and win their trust and business.
    • Learn right techniques to impress a client and persuade them to use your services over your competitors.
    • Watch one of Australia’s best BDMs perform the ‘real deal’.

Session 25: Becoming the Authority using Personal Branding – with Brad Delaney

Brad Delaney is a leading ‘Headshot’ expert and takes the very ordinary and turns it into extraordinary, converting everyday Business people into the ‘go-to’ expert in their industry, using his camera and a thorough understanding of people’s faces and how to create meaningful expressions, making people look warm, trustworthy, professional and interested. Good photography completely influences buying decisions and can determine whether you will get the business, or not.

In this 45 minute session (plus Q & A) Brad will share with you:

• • • How to be perceived as the expert using his easy-to-understand ‘Level Method Headshot’ system.
    • Understand the steps you can use right away to make your personal and team photos look ‘wow’ and be perceived as the best PM company in town to do business with.
    • Learn the difference between a DIY Headshot and a Professional Headshot and what message each says to your prospective clients and how it influences their buying decisions.
    • Learn the two major reasons most people fail to be photographed well.

About Brad Delaney

Brad Delaney from http://theheadshotguys.com.au/ is a National Headshot expert based on the Gold Coast. Featured on Foxtel’s Aurora channel as a Photography industry leader, Brad first started as a photographer in his family’s private investigation business, before turning his expertise to Personal Branding and Headshot photography. He has been a working Professional Photographer for over 20 years and has a Master’s Degree in Business from Oxford University. Brad is more than qualified to discuss Personal Branding and its relevance in the market place. As serious Business people start to learn the importance of their Personal Brand Image, Brad’s business has begun to take off.

Session 26: Winning the DEAL – What to do BEFORE and AFTER the Listing Presentation

Being prepared before and follow up after a listing presentation is just as important as the listing presentation itself if you want to beat your competitors and win the business.

In this session:

• • • Know what to do to be in pole position for the business even before you’ve knocked on the door.
    • See examples of a business winning SMS video to build maximum trust.
    • Learn effective follow-up procedures after the listing appointment
    • How to use a comparative market analysis to impress and win the business.

Session 27:  Disasters Mistakes and Pitfalls – When Buying and Selling Rent Rolls – With Chris Goodway

Thinking of buying or selling a rent roll? This session is a ‘must-attend’ session. Chris Goodway from ‘The Rent Roll Broker’ delivers all the ‘should not’s’ in this value-packed session so you can ensure you don’t make these common mistakes when you’re buying or selling a rent roll in the future.

• • • How a lack of extra ancillary income can affect the value of your business, and how much you should have over and above your management fees.
    • Why lacking the right paperwork in your files can result in a discounted sale price and what file paperwork you must ensure isn’t missing or overlooked.
    • How two friends and business owners land in court with massive legal bills after one purchase a rent roll from the other.  A nasty experience for all.
    • Why you must have the right property to staff ratio and how overstaffing can cost you dearly in your sale price.
    • How miscalculating your ‘all-inclusive’ management fee can cause real issues at sale time.
    • The pros and cons of organic growth versus purchasing rent rolls, and what is a responsible level of borrowing?
    • Real examples of how not getting involved regularly in your rent roll can cost you dearly at sale time.

Session 28:  Getting Your Listing Kit Ready to Win the Deal

The perception you create before and during a presentation is crucial to winning the business. In this session, we show you what to send upfront that works, and then what to show during the presentation to win the client’s trust and walk away with the business.

• • • Understand what type of Listing Kit works best in winning the deal.
    • How to create an interactive document to email to prospective clients to secure their management.
    • Learn 40 different things you can add to show examples of your PM work during the presentation.

Session 29: Learning the ‘Make More Mindset’!

Knowing not only how your mindset dictates how much you can actually earn, but also knowing how you can adjust and change it gives you control over your increased future earning ability.

In this session:

• • • Understand why you cannot change your current fees with your current mindset and belief, and identify the restrictors that stop it from growing.
    • Learn a simple programming technique that’ll earn you thousands more, possibly even tens or hundreds of thousands of dollars more!
    • Learn the two-part formula that will adjust and change your mindset, and your fees.

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 31:  How to Build Trust FAST to Get 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.

• • • Learn why ‘trust’ trumps low fees all the time, and why you must focus on this as your edge.
    • Understand ten keys that build trust fast!
    • Using everyday stats to impress the prospective clients over your competitors.

Session 32: Scripts to Overcome the BIGGEST Fee Discount Requests

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.

• • • Learn ten effective scripts, methods and strategies to overcome fee discount requests.
    • Get your marketing material right so you are perceived as high quality.
    • 40 plus different things you can add to your Listing Kit to really 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 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 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 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.

Session 37: Building Relationship and Trust to GROW

Without trust, there is no transaction! The one who gains maximum trust will walk out with the business no matter how high (or low) their fees are. Getting good at connection and building trust is a must.

In this session you’ll learn:

• • • Techniques to maximise client trust before, during and after a listing presentation.
    • Gain confidence knowing the right questions to ask before you walk into a listing presentation.
    • Avoid pain knowing the common ‘trust-breaking’ mistakes that BDMs make all the time.

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.

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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PM Nuts and Bolts Training Video 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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PM Growth Strategies and Tips

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.

Video SMS Text #1- Pre-Listing Presentation Message

When you’ve made an appointment with a prospective owner clients and have made a time for a Listing Appointment, this video text will build trust and place you into pole position when you arrive.

Video SMS Text #2- After Listing Presentation- Follow-Up

After you’ve met with the prospective owner client at a listing presentation, this SMS text scrip will help you to follow up and build your trust further with your prospect.

Video SMS Text #3- Prospective Owner Lead Follow-Up

This video SMS text is useful to follow up should the owner has any queries….a good touch point and follow-up.

Video SMS Text #4- Owner Follow-Up after Viewing or Rental Open Inspection

This SMS Video Text gives you the script to be able to give the owner feedback on a vacant rental property, after an open inspection or private viewing.

Video SMS Text #5- Google & Facebook Review Request

This video text will assist you to ask for Google and Facebook reviews and build your trust online.

The ‘All Inclusive’ Management Fee- How to charge it successfully!

This video covers everything you need to know on selling an ‘All-inclusive Management Fee’, including how to calculate your percentage, comparison charts and new business tools, the script to promote the fee and how to sell it, pitfalls to avoid and understand, and how to make it work for you. This session is everything we know, so you can succeed using this fee type.

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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…so I’m curious 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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PM Growth Scripts

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!’

“Mr Smith, if you’d like us to match the other agent’s fees, we will also need to match their service levels!

Typically we hear of our competitors not returning calls for days, not attending to urgent repairs and not returning emails at all.

If you want us to match their fees, we will need to match their services too!

As we are unable to compromise on our level of service, we cannot compromise on the fees we charge for our services either. I’m sure you understand.”

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!’

“Mr Smith, we are aware of the fees other agents are charging, but they know what our fees are too!

Despite being aware of this, knowing that they cannot compete with us on service to win your business, they have instead adjusted and discounted their fees in line with their service levels.”

Script/Response – Poor Negotiation Skills

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

“Mr. Smith, If the other agent panicked and gave you a discount, what do you think they will do when representing you and a prospective tenant wants a discount? You can be assured we will not panic should your prospective tenant request a discount on your rental income. That’s why we need to negotiate a full income for our agency.”

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!’

“Mr Smith, I can see that placing focus on some immediate savings might seem sensible to you right now, however in my experience, going with a cheaper agent may cost you a whole lot more as soon as service becomes an issue and also with a potential cost of $1,500 to $2,000 for extended vacancy periods. Let me explain…”

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?’

FIRSTLY– You must know what you should be charging per hour for your company (watch the video).

If it’s an inspection you might respond:

“Mr. Smith, my plumber charges $90 just to go to the property to change a leaky tap. This routine inspection is more important than a small piece of rubber and provides so much more value, and yet it’s only charged at $X.

We’re actually losing money if we charged it out at our full hourly rate of $X per hour!”

Or if it’s an Insurance Claim or Vacate Inspection it could be:

“Mr Smith, if we charged our true hourly rate for the service we provide we would have to charge $X for 2-3 hours of work at $Y per hour. We are actually providing a big discount in this case.”

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

“Mr Smith, if you choose not to use us, then for us it’s just ‘business as usual’. Nothing changes and we just sign up our next new client.

However for you if you choose to go to one of our competitors you possibly stand to lose thousands financially with all the pain that comes with it should they place ‘anyone’ into the property and not manage the property and tenancy at the standard that we can.

Their pricing is different because what they offer is different.

That’s why we need to charge our fee”

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.

A bad client typically wants cheap fees (that’s how you can generally tell), so this response will help to identify this.

“Mr Smith, I can sense that getting the cheapest agent to manage your property is of high importance to you.

I have in the past given out the details of the cheapest agency in town to save owners time in calling and shopping around.

But I had to stop doing this as owners still wanted their property professionally managed, and this was not occurring with the cheap agent.

They became upset with the service and in some cases, the agent cost them thousands of dollars with a bad tenant and also not doing inspections.

Eventually after 1 to 2 years of pain they ended up coming back to us and happy to pay that bit more to get what they were really after in the first place- peace of mind.

It’s up to you what you do from here and we encourage you to make the right choice, but one thing I know from experience is that you can get a cheap agent and you can get quality service, but you will not FIND BOTH at the same agency.”

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

“Mr Smith, for us to remove a portion of our fee or do it cheaper, we will also need to remove part of our services.

Whether it’s tenant selection, chasing late rent or doing inspections, everything we do is essential to the overall management service.

As we must, in all good conscience provide 100% service, we must maintain our fees in full in order to do so.”

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?”

“Mr Smith, we know that other agents do not charge this fee, but we can only conclude that they don’t appreciate the complications or the complexities involved with the process either.

Disputes can arise quickly that can cost more money if they are not dealt with in a timely manner, and the inspection must be completed in such a way that would put us in the best possible position if a dispute does reach tribunal/court.

It is always our intention to avoid passing on unnecessary charges to you if this was to occur

We will, of course, do our best to avoid this process through negotiation, should a dispute arise and we believe that a fee of $X represents good value.”

The Routine Inspection Fee

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

“Mr Smith thanks for bringing this up and we are well aware of what our competitors are charging.

However on those occasions that we get properties transferred to us from another agent because the landlord has been unhappy do you know what we find in the file?

Those other agents that are charging very little or nothing are either not doing the inspections or they are not doing them as regularly or as thoroughly as promised.

Do you understand the costs involved with properties not properly inspected?”

The Monthly Administration Fee

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

“Mr Smith, we need to pass on monthly petty expenses like phone calls and postage costs as we still need to post documents and letters to your tenant as well as other direct costs. BUT we don’t want to be like a law firm charging unpredictable amounts like $5.31 one month, $18.90 the next and so on.

We charge $X monthly to keep it predictable. Some months we win, some months we lose.”

The Annual Statement Fee

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

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Audio ‘Recorded Live’ Training

8 Effective Ways to Get Better Fees

• • • Confidently win higher and better fees despite cheaper agents down the road.
    • How to become the agent of choice in your marketplace and have prospective clients drive past your competitor’s office just to find you!
    • How to overcome the toughest fee objections with effective scripts that work.

Winning quality residential property management fees that match your service levels these days seems to get harder and harder with the pressure of cheap agents constantly discounting their fees and owners that seem to be more and more fee conscious. It can be quite disheartening!

Even in these circumstances you CAN shine, impress owners and win quality fees over cheaper agents and in this fast-paced expertise-driven seminar we will show you how, using eight proven and effective strategies.

In this expertise packed MP4 session recorded live over 2 events in Brisbane and Sydney, you’ll learn:

• • • Ten effective and different techniques to overcome the toughest of fee objections, including ‘the law of alternate cost’, ‘the hourly rate’ and ‘your most expensive asset’ techniques plus many more.
    • Understanding that your fees are only a reflection of your mindset and what you believe you’re worth, and how to increase this using an easy two-step formula!
    • Ten essential keys to building trust and rapport quickly, so that the client only wants to do business with you!
    • Different examples you can add into your Listing Kit that display your services and practices wins the trust and gives you the edge that you’re better than your competitors that display nothing!
    • How to use and leverage easily gathered office statistics and develop them into scripts to give the perception that you’re clearly the better choice over your competition.
    • Proven effective strategies that will have you perceived as the marketplace expert using modern content marketing practices with Facebook, e-newsletters, video and with cheap or free technology available right now! Because everyone wants to do business with who they perceive does it the best.

35 Ways to Stand Out and Win

• • • Win new business with over 35 points of difference to choose from.
    • Know the three hot buttons that owners really care about at the listing appointment.
    • Be exposed to some of the best points of difference available today.

In this fast paced, expertise packed MP4 seminar you will learn:

• • • Over 35 points of difference that rent rolls are using right now to stand out, impress and win new business.
    • Be exposed to points of difference using online and video technology, marketing, photography, handbooks, fee packages, using procedures and easy to access stats, third party service providers plus much more.
    • Why discounting is the most expensive point of difference of all, costing up to $1000 per property (we will show you the numbers).
    • How simple things promoted the right way make you stand out over competitors who have the same things but say or do nothing.
    • Understand how points of difference give you more confidence and in turn lower discount requests.
    • How you can bullet-proof your difference and make it hard for competitors to copy.

Control Conflict Now!

• • • Learn how to reduce and avoid conflict from the outset.
    • How to effectively identify and review bad clients that cause conflict and what to do about it.
    • Understand the easy 5-step formula to diffuse angry calls quickly.
    • Conflict in property management happens for all sorts of reasons, however a lot of it can be reduced and even eliminated.

In this fast-paced, live residential property management seminar, Darren reveals the common mistakes, typical areas that create conflict and how to avoid them in the first place.

Burnout is a big issue in property management and conflict is a big part of that. Knowing how to deal with conflict effectively will help you to not just survive but also thrive in your role.

On this live seminar audio recording you will learn:

• • • The 13 real reasons landlord clients leave the rent roll.
    • Understanding different types of complaints and what causes them.
    • 12 proven ways to correctly handle complaints and social media complaints.
    • How to deal effectively with difficult and ‘c-class’ landlords and not let them burn you and your team out.
    • 5 easy ways to diffuse angry calls quickly.
    • The 12 different landlord types and how to correctly communicate with them.
    • How to deal with wrong and in-different expectations that create conflict.
    • How to create an effective complaints register to ensure the same issue never occurs again.
    • How to use the Property Owner’s and Tenant Handbooks effectively to educate and induct on right expectations upfront, and reduce conflict.

How to Justify Your Fees

• • • Learn key scripts for just about every major fee type that can be charged to Owners.
    • Discover the ‘Law of Alternate Cost’, the ‘Law of the Main Game’ and other very useful laws that’ll pump profit straight to your bottom line.
    • Learn the 27 different fee types charged in Australia.

When you’re armed with key scripts on how to justify your fees, you move to a new level of confidence and enthusiasm in the listing appointment. It’s that factor that wins new business.

These scripts are not just useful to gain better fees with new business but are also highly effective when justifying fee increases to current and established business.

Learn eleven different profit laws that when harnessed will equip you to get better fees, the 27 fee types that we have seen charged across Australia and the ten common mistakes when charging fees that agencies make everywhere.

On this live seminar audio recording you will learn:

• • • How to get a better leasing fee and how to boost your internet marketing fee.
    • Be equipped with key fee scripts to justify your lease renewal fee, inspection fees, the monthly admin fee and other fees, even when all your competitors charge much less or even nothing.
    • Know the ten most common fee charging mistakes, including one that 90% of offices do ALL the time.
    • Understand the main reasons fees get discounted and why some property managers and BDM’s have a discount mindset and adjust fees down.
    • The easy two-step formula to getting better fees by using a mixture of mindset and justification.
    • Know the 11 Profit Laws on Fees, and one easy to understand law that when applied will assist you to increase just about every fee you have.
    • 27 different fee types charged in Australia including 5 different types of management fee that will help you to instantly earn more revenue.

Overcoming Discounting

• • • Winning scripts that really work to overcome the most common and difficult discount requests from prospective clients.
    • How to use effective points of difference to compete on service instead of competing on fees.
    • Understand how discounting is the most expensive point of difference, and how it must be avoided – at all costs.

Most property managers and BDMs, when faced with discount requests from prospective clients don’t know how to respond appropriately and either discount their fees, or simply miss out on the business altogether.

In this fast-paced live audio seminar, be equipped with the confidence and know how to effectively respond to the most difficult of discount requests, win the business and your fees.

When property management staff gets little to no training in effective scripts to overcome discounting, this audio pack will be one of the most important and profitable resources you will ever learn from.

Know how to respond effectively to these nine common prospective client objections and win the business and your fees:

• • • “If you can match your fee with the other agent down the road, we will sign with you.”
    • “The other agent will do it for much less.”
    • “Your fees are too high.”
    • “The other agents will give a discount, why can’t you?”
    • “It’s just a 1% discount.”
    • “But the other agent doesn’t charge those fees. Why do you?”
    • “But the other agent will do all that for X%, with no other fees.”
    • “The other agent doesn’t charge for routine inspections/lease renewals (etc).”
    • “The other agent will get me a much higher rent.”

Ten Things Investor Clients Want Property Managers to Know

• • • Improve your care factor and understand your clients better.
    • Deepen your client loyalty and increase your referral business.
    • Know what your clients care and stress about.

Understanding your clients better will deepen their loyalty to you and your company, resulting in them referring you more business to grow your rent roll bigger and better than ever.

To do this, you need to understand how they think, why they’ve taken the investment risks they have, what they stress about late at night and why they make decisions they do.

This live seminar recording allows the property manager to really enter the mind of their clients so they think like they do.

This audio pack is a must for all business owners who want their staff to care and communicate more with their clients, and for property managers wanting to know how to serve their needs better, deepening their loyalty and trust.

In this live seminar recording, you will understand:

• • • WHY your clients need you to give them tough advice.
    • WHY they insist on and need regular communication.
    • WHY they prefer better service over cheaper fees, and what they really want.
    • WHY your clients have invested in the first place, and what really motivates them.

Don’t delay anymore and improve your care factor or that of your staff, delight and understand your clients better and improve the amount of referral business you receive.

Win the Business Everytime

• • • Feeling the pressure of cheaper competitors discounting to get business?
    • Under-confident with overcoming fee objections?
    • Needing an edge to impress new landlords and get your fees?
    • Learn how to beat cheaper competitors and keep them poor.

In easy to understand property management language, this live seminar and step-by-step sales training is written just for property managers and is packed with tips and secrets for convincing the client to use your services over cheaper competitors.

Sadly, property managers typically get no training on winning new business without discounting their fees. This session will equip you to win profitable business every time with confidence.

• • • How to beat the ‘fee question’ – Interview with one of Australia’s best business development managers (Deniz Yusuf- from bdmcoach.com.au), who signed up 900 properties over 4 years.
    • Confidently win over the prospective landlord with effective scripts that really work.
    • Know how to quickly neutralise common fee objections, gain confidence and walk out with the business.
    • How to use the Property Owner’s Handbook and Tenant Handbook to win over and impress your prospective clients.
    • Beat cheaper competitors and keep them poor.

Don’t struggle any longer missing out on new business because another agent has dropped their fees.

Effective Communication – For PM Success

• • • How to delight your clients using effective communication and know what upsets them most.
    • Know how to neutralise conflict quickly and deal with angry calls.
    • When to use email, SMS, and the phone effectively and get it right the first time.

You cannot succeed in property management without effective communication.

This resource has been compiled out of years of experience and teaches property managers the reasons they need to care, have a heightened sense of urgency and communicate effectively with their clients, tenants and tradespeople.

This unique teaching separates ‘the forest from the trees’ and gives clarity on exactly what good communication in property management is all about, how to delight your clients so that they tell others and refer you more business. Implement this teaching and move to a new level of PM communication success.

What you’ll learn from this teaching:

• • • Ten key reasons that you must care about your landlord clients, understand what is most important to them and heighten your care factor and sense of urgency.
    • Knowing what the ‘care-factor’ is, and how it can be measured.
    • Top ten communication complaints by landlord clients and what you can do about it.
    • Understanding twelve different landlord types in your business.
    • Understanding what causes 95% of conflict and what you can do to minimise and avoid it.
    • Rules for dealing with and neutralising complaints to a satisfactory outcome and how to deal effectively with angry calls.
    • Fifteen different ways to use SMS effectively on the job.
    • Rules for using email, and when email should not be used.
    • Using the power of expectation, induction and education for success.
    • Using auto-responders and message banks more effectively.
    • The power of using perception for communication and time control.
    • Why your personal presentation can better or hinder the way you interact.
    • What to say with good news calls to delight your clients.

Succeed now at a new level with effective communication.

Top Time and Stress Management Keys

• • • Learn the three most effective time management skills…ever.
    • Know the one key that will solve 95% of your conflict issues forever.
    • How to overcome being overwhelmed by the job, and not let it beat you.
    • Why you must keep your desk organised and reduce stress.
    • How to reduce interruptions and improve your sanity.
    • Speed through your tasks three times faster, and go home on time.

Becoming effective and efficient with your time are the greatest skills you can ever develop for effective property management, so you can leave work on time, enjoy your job and get more done in less time. Understand how to program your mind to become effective and efficient with your tasks.

This seminar teaching, recorded live in the USA, will empower you to take control, master your tasks and time and become one of the most effective property management professionals in your marketplace.

When stress and burnout are directly related to your ability to stay organised and in control, this teaching will change the way you think about being organised with your tasks and time- forever.

• • • Learn the three most effective time management skills…ever.
    • Understand how to program your mind to become effective and efficient with your tasks.
    • Know the one key that will solve 95% of your conflict issues forever.
    • How to overcome being overwhelmed by the job, and not let it beat you.
    • Why you must keep your desk organised and reduce stress.
    • How to reduce interruptions and improve your sanity.
    • Speed through your tasks three times faster, and go home on time.
    • Receive one of the most effective time management tools as a PDF document that you can use straight away.
    • Learn from the powerpoint notes and use as a training aid with others.

Designed for the busy property manager, this powerful MP3 download training allows you to listen in your car between appointments to become an effective property management professional.

Zero Tolerance Rent Control

• • • Dramatically reduce your rent arrears at least by half in 4 weeks.
    • Know how to get your serial offenders to pay on time and break bad habits.
    • Be armed with some of the most effective strategies, letters, scripts and tools available.
    • Get your list under control, and keep it under control.

Get in control, stay in control.

‘Serial offending’ regular late paying tenants populate rental arrears lists in property management departments everywhere.

You know who they are. They star on your rent arrears list every fortnight and every month. How do you effectively deal with these tenants who insist on continually paying late?

This powerful live seminar MP3 download will change your mindset to ‘zero tolerance’, arm you with effective strategies and equip you with powerful weapons and tools to win the battle once and for all.

Many property managers testify that within four weeks of applying these eleven powerful strategies, their rent arrears lists reduced by at least half.

This teaching on zero tolerance strategies is the only teaching of its kind on audio in Australia, and is a must have for every property manager needing results right now.

• • • Master rent arrears control by listening in your car between appointments.
    • Eleven power keys to effectively reduce your rent arrears list and stress levels right now.
    • Substantially reduce your eviction rate, tribunal attendance, serving legal forms and landlord insurance claims.
    • Be armed with twelve SMS templates, ten high-impact letters, nine shock-tactic scripts and other tools that really work and get results.

The Greatest Property Manager in Town

• • • Want to get off ‘Someday Island’ and make it happen?
    • Needing to develop the skills to be an award winning property manager?
    • Lacking motivation in property management and need a boost?

Someday island is a place completely overcrowded with people thinking ‘someday I will do this, someday I will achieve that’ but they never get around to actually doing it, eventually leading to regret and unhappiness.

Don’t live in regret anymore and be the very best you can be… right now.

This fast-paced seminar will leave you motivated for success and strive for excellence in property management as we reveal the irrefutable 21 keys for your career and life success.

• • • Guaranteed strategies that will work for you right now and accelerate your career into action and results.
    • Know how to finally leave ‘someday’ island
    • How to face your fears and use mistakes and failures as leverage for success
    • How you can become the very best in your marketplace
    • Know what the top 10% of performers do to achieve success

Overcoming Common Mistakes – How to Use Them for Success

• • • Is your rental arrears list getting out of control?
    • Problems happening with inspections?
    • Taking on too many questionable properties causing burnout and stress?

The most common mistakes we see are exposed on this powerful MP3 download, so you can avoid them and enjoy your success.

Darren is a national trainer and consultant working in small and large departments right across Australia. Know what common mistakes Darren sees regularly and what you can do about it.

Covering key issues like rent control, routine inspections and tenant selection, taking on any property without consideration for profitability and how to win business without discounting. Darren reveals common mistakes so you can avoid them, get leverage and success by knowing what these issues are.

In this live seminar you will learn:

• • • Identify common mistakes that are occurring in offices everywhere, so you can correct and avoid the pain they can bring.
    • Know how to stand out from the pack with powerful points of difference and win the business.
    • Be exposed to eight key benchmarks and recognise quality business from ‘all business’ so you can build a quality rent roll.
    • Get the edge with ten power keys to Zero Tolerance Rent Control, Tenant Selection and Routine Inspections and be the best in town.
    • Mistakes bring success when we identify the problem and make a change. Don’t let them go to waste, make these common mistakes your pathway to success today.

Don’t delay in making a difference today to your department.

Act NOW and conquer your problems NOW, not later.

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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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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!

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Creating Memes using Canva.com

#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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Inspired Growth Conference Recordings

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 6 – Panelists – Joe Iemma, Martina Berry, Dave Skow, Shawn Johnson

Panel – The BDM Heavyweights – GROWTH Success Keys

Our specially selected BDM panel takes the stage (all of whom sign at least 15 properties or more, per month). In this session we drill down into what delivers high success results where the name of the game is to bring on as many new, profitable managements as is possible.

 Here are some of the questions that’ll be answered by our BDM panel:

• • • What is your best script that works for the fee objection ‘Can you match your fee with the other agent’ and ‘but the other agent will do it much cheaper, can you?’.
    • What are their three best strategies that deliver 80% of their growth numbers each month?
    • What are the three most effective points of difference they use to win business and beat cheaper competitors?
    • How do they maintain full fees in the face of aggressive discounting by competitors?

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 13 – Dave Skow

How to Sign-Up 800 Managements over 4 years with a PM Only Business

If you’ve become stagnant and stuck with your rent roll growth and want to push through, or want to know how to effectively grow as a PM only business then Dave’s session is a must attend.

Dave Skow has only ever known strong consistent growth in his rent roll. Starting from scratch in January 2014 he has consistently signed up 200 managements a year, now with a net growth of 600 managements in a regional city of 70,000.

In Dave’s session this is what you can expect:

• • • How to BUILD a massive profile as the PM Specialist in your market, to influence prospective clients to want YOU as their property manager.
    • Know the FIVE essential business types you must network with to generate strong consistent leads, and how to win their loyalty to refer you their clients.
    • Why and how to recruit proactively for GROWTH before you hit the wall with workload and recruit reactively.
    • How you and your BDM can remain focussed and not get side tracked with everyday issues, so you can keep bringing in consistent new business and not slow down.

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.

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PM 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 Dave signed up 800 managements in 4 years

Dave Skow signed up 800 managements over 4 years as a PM Only business in Wagga Wagga in country NSW. QUITE a FEAT that’s hard to beat.

Dave Skow is the business owner and BDM for Wagga PM, and he shares how he did it, what strategies he used and shares his scripts and points of difference on how he DOMINATES in his space.

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 were 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.

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BDM Coach Trainings

What is a BDM? (Live at PMGrow- Florida 2017)

Deniz introduces the concept of ‘what a BDM is’, to the USA. This is a defining career moment for Deniz and all those that have never heard of what a BDM is before.

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• • • National Tour 2019

    • Prospecting Scripts Library

• • • BDM Empower Video Training Series

    • Dominate Social Video Training Series

    • The Inject Growth Video Training Series (39 sessions)

    • PM Nuts & Bolts Video Training Series (24 sessions)

    • PM Growth Strategies and Tips

    • PM Fee Scripts

    • Live Seminars- Audio Recordings

    • Prospecting Letters and Tools

    • Facebook Marketing Training

    • Inspired Growth Conference Recordings

    • PM Experts Video Interviews

    • BDM Coach Training

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