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An experienced and celebrated BDM offers her tips on how to find and win new listings.
Kylie Meier from MyPlace Estate Agents says her number one source for finding new business is referrals from former and current clients.
“Many of my clients give me referrals as they know how I work and how I am as their agent, so they always tell others about me,” she told RPM.
A lot of new business also comes from contacting private landlords who advertise on websites such as Gumtree.
“Some of those landlords do not want to talk to agents, but there are others who are nice and advise if they cannot lease it soon... [but] they will contact me [later], and I have had many who actually do,” Ms Meier said.
“Another great source is to doing drops in the area when new properties are listed and I offer a free appraisal.”
Having spent several years as a property manager before becoming a business development manager, Ms Meier has learned the various ins and outs of managing an investment property, which has helped her source new clients.
“There are many out there that have never done property management prior to BDM, but I believe experience is the key and that is what builds my client base,” she said.
“I have also won many industry awards, advise that I am a regular blogger for two magazines and give new clients testimonials.”
Ms Meier said property managers and BDMs should ask for referrals which are powerful tools for winning over new clients.
“When tenants give notice to vacate, make sure you do drops in the building advising a new unit has come up for lease and that you are offering a free appraisal,” she said.
“You will be surprised by how many people are owners and want to know what their property is worth.”
When trying to source new listings and clients, Ms Meier said property managers and BDMs should first conduct research of the area – including the recent rentals and market conditions.
“I believe you need to also be confident and assure the potential client that you know what you are doing and can handle their investment,” she added.
“You need to know all the current legislation such as smoke alarms, window locks and swimming pools, as it is our job as an agent to advise the clients so they are aware. I also believe you need to be personal and listen to the client.”
[Related: Prospecting calls – are you picking fruit or planting seeds?]
