Over the past 12 months, one South Australian business development manager has brought in 136 properties by working closely with agents, investors and private landlords.
Jessica Seddon of LJ Hooker Salisbury said, of those managements, 49 came directly from the sales team, 18 through an investor group Destiny and five from Gumtree ads.
“The sales team get paid for $500 cash for every referral that they give me and that was a decision that we made so we could bridge the gap where people don't get along with their sales team,” Ms Seddon told RPM.
“I also scribe for auctions as well, so salespeople introduce me at the auction, explaining who I am and what I do, so if they are looking for an investment they can come speak to me.”
Ms Seddon views properties in northern Adelaide on behalf investor group Seddon and she gives them advice on whether it’s a good area and what improvements they can make to the properties.
“I do not charge for this service where I go out to the property and do any work. I just hope that, at the end of it, they sign with me, which all of them have,” she said.
“They're a very loyal group. They use the same building and pest people and the same conveyancer as well, so now I'm their point of call for property management.”
Ms Seddon also dedicates half a day every fortnight to contacting private landlords on Gumtree and makes it clear from the start that she’s not trying win their business.
“I let them know that I'm an agent in the area who is happy to give them free advice if they have questions about legislation, tenants not paying rent, ingoing reports, writing ads or anything like that,” she said.
“The clients that I've signed haven't said yes to me straightaway... it's [during] the call I make three months later where I ask how their tenants are going because that's when the cracks start showing and they say it’s too hard.”
[Related: BDMs reveal how they win new business]