Most real estate businesses struggle to grow their rent roll successfully due to a lack of focus on their property management department, according to one industry expert.
Managing director of the Bob Walters Team (BWT) Bob Walters told Residential Property Manager that many businesses had a significant focus on building up their sales arm.
“The average suburban real estate agency employs seven salespeople and so there’s a big focus on building the sales business, but very few companies actually have any 'property management salespeople', so to speak,” he said.
“They’re putting a lot of resources into growing the sales side of the business and not putting the same amount of money and resources into the property management side, even though the only thing that’s of any value in a real estate agency is the rent roll.”
However, Mr Walters, who has been in the industry for more than 40 years and has grown over 3,000 managements, will soon be sharing his knowledge of how businesses can accelerate their rent roll growth.
Together with real estate trainer Deniz Yusuf, he will be hosting one-day seminars in Brisbane, Adelaide, Melbourne, Perth and Auckland in October.
“We are actually practising what we are preaching, because you do get people running business development seminars and often many of them have never grown rent rolls of their own, or they did it 10 years ago, whereas Deniz and I are doing it right up to today,” Mr Walters said.
In his presentation, Mr Walters will be providing attendees with techniques for attracting new clients, the latest property management marketing ideas from Australia and overseas, how to put together an achievable growth plan for the business and strategies he has personally used to grow his rent roll.
Mr Yusuf’s session will cover three successful techniques for a listing presentation, lead generating tools and dealing with enquiries, objections and preparations for the presentation.
The dates of the 'Rent Roll Accelerator' seminars are:
Tuesday 15 October 2013 – Brisbane
Wednesday 16 October 2013 – Adelaide
Tuesday 22 October 2013 – Sydney
Wednesday 23 October 2013 – Melbourne
Thursday 24 October 2013 – Perth
To book a seat at a Rent Roll Accelerator seminar, visit http://www.rentrollgrowth.com.au/