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Checklist to win new business

By Deniz Yusuf
04 November 2014 | 1 minute read

Just to list a few that I’ve seen over the years so we can get a grasp of where I’m taking this, some that are in place within your office could be:

Arrears checklists

Routine inspection checklists


Outgoing or ingoing checklists

Tenancy application checklists

Viewings conducted

Lease checklists

KPIs can cover the above too

Tenants in arrears

Ingoings and outgoings performed

Routines carried out

Lease sign-ups

Lease renewals

Rent increases

Applications processed

Applications approved

Maintenance requests

Maintenance orders completed

Let’s leave it here for now since I’m sure you can see my point that there’s quite a few we could cover.

I just want to paint the picture of how many can be within an office. Now let’s not forget the importance of all of them, there’s many reasons why an office has them in place from ensuring nothing gets missed through to accountability of the working progress of the team, which then hopefully makes work smoother. All of the above checklists need to be working together efficiently so the next checklist and KPI system I bring up can work at its best. In my eyes, yes….. you can look at me as being a little one eyed or one sided towards this, but look at my position……look at my company name and you’ll understand why.

Winning new business

I believe one of the most important checklists that an office can put in place, is all about winning more new business. Every single office should have a checklist in place that’s monitoring your new business enquiry, through to how many appointments are being booked from that enquiry….to then how many new managements are coming into the office, which in the end is very important.

Is your office currently tracking the leads that are coming in?

Is your office tracking how many presentations are being carried out? I know that you’re tracking how many new managements you’re getting, but how many are also being lost and is your office doing something about it?

Training that I conduct in an office comes back to two major things:

1. The office needs more lead generating tools or

2. They need to learn how to convert the leads.

Most of the time there’s loads of leads coming in, they’re just not being monitored, so they’re being missed as there’s no checklist or KPIs in place so the office can see what the issues are, and where training needs to be conducted. If your vacancy rates rise, you would look at a checklist and work out where the problem is, then fix it. In essence we now need to do this for your new business too.

So to solve this problem it’s quite simple just to implement a few changes or a new checklist. Every single enquiry that comes into the office needs to have an enquiry form filled out. On the form you then need to register if the enquiry has been converted to an appointment, then from the appointment was this then converted to new business?

If there’s 10 enquiry forms being filled out and only one appointment being booked, you as the boss can see that your staff needs training on how to get into the door. If there’s eight appointments being booked and only one listing coming back, you then know that your staff need training on what’s being said at the presentation. This all about converting the leads so your office gains new managements.

Checklist to win new business
deniz y031114
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Deniz Yusuf

Deniz Yusuf

Deniz Yusuf is a consultant, coach and mentor through BDMCoach to agents across Australia, New Zealand and the United States. Having already impacted the industry consulting with McGrath Group, Rental Express and more, he’s also started the InspiredGrowth Annual Conference that now opens the door for inspirational learning to non-BDMCoach members. Training isn't just about rent roll growth, but self-belief, inspiration, confidence and results.

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