I get asked this question a lot – “What’s the best way to build my rent roll?” I always reply, “What are your business’ goals for growth?”
Blogger: Jo-Anne Oliveri (CIPS, TRC) ireviloution intelligence Managing Director
There are two viable methods for building your rent roll – organic growth and acquisition. But, truth is, choosing a method requires you to consider which method best aligns with your business’ growth strategy and can successfully achieve your goals. The catch – whatever method you choose must be strategically planned, implemented and managed in order for it to effectively build your rent roll and achieve your goals.
Consider organic growth. This method builds your rent roll through enquiries generated from planned marketing activities. To strategically plan, implement and manage this method you must understand your market area. Knowing your area’s statistics, including the potential number of properties that make up your market area, gives you the ability to plan the number of properties that can be gained, average weekly rent of these properties and the time frame and rate of growth you can build your rent roll. This method also requires a team that can effectively manage gained properties and retain business.
But does organic growth align with your business’ growth strategy and goals?
- More cost effective than acquisition
- You charge fees in accordance with your own fee schedule
- You accept managements and property owners that match your criteria
- You don’t end up with managements that another agency has poorly managed
- Property owners are nurtured and managed by your agency’s policies and processes
- Managed growth therefore managed retention
- Takes longer to build your rent roll
- Requires more patience, planning and marketing investment
- Requires outlay for resources and team members prior to income converting to profits
Now consider acquisition. This method builds your rent roll as you purchase other agencies’ rent rolls.Many principals use this method if their rent roll is experiencing slow growth. But, just like organic growth, acquisition requires investment, being the agreed amount for the value of the business on offer. You build your rent roll through acquisition by dealing with a broker who lists rent rolls for sale.
But, once again, you must consider if acquisition aligns with your business’ growth strategy and goals by weighing up its pros and cons.
- Builds cash flow quickly
- Potential to increase income and asset value by increasing properties’ rental rates
- Potential to increase income and asset value by increasing and/or introducing further fees
- Further builds brand awareness and agency profile in market area
- Fees can be low and inconsistent
- Extra charges can be low, non-existent or inconsistent
- Property owners can be loyal to the previous agency and/or property manager
- Properties could be poor quality placing extra pressure on your team
- Managements could be properties you would otherwise never choose to manage
- A poor rent roll purchase could damage your agency’s brand and reputation
- It takes a long time to gain a return on the investment
As you can see neither method is perfect but what’s also clear is that either method can effectively build your rent roll. The key is to consider your business’ growth strategy and goals and choose a method which best aligns with both.
Then, ensure you strategically plan, implement and manage your chosen method so you can successfully build your rent roll and achieve your goals for growth.
Jo-Anne Oliveri (CIPS, TRC) ireviloution intelligence Managing Director
As a former member of the Real Estate Institute of Queensland Property Management Chapter and Property Chapter Committee for the Leading Agents of Australia, Jo-Anne Oliveri (CIPS, TRC) is often called ‘the property management guru’. After nearly 20 years real estate experience, Jo-Anne established ireviloution intelligence to lead positive change in this industry. ireviloution provides property management systems (training and resources), consulting, mentoring, workshops, due diligence and prognosis services to principals and their property management teams. This innovative service offers a world-first – online training that measures competency, monitors progress and teaches systems which streamline, systemise and simplify all property management processes.