As sales activity cools, one Brisbane principal says a rent roll can keep an agency resilient, but discounting fees and replacing personal service with AI could cost more than they save.
On The Property Management Excellence (PMX) Podcast, Real Estate Business editor Liam Garman speaks with Brisbane principal Cara Bergmann about building an independent agency and the role property management plays in its long-term success.
Bergmann explains how her rent roll supports the business when sales activity slows, creates opportunities to win future listings and provides long-term agency value, while acknowledging the challenges that come with acquiring one.
She also discusses holding firm on fees, prioritising quality over the number of properties each manager handles, and the risks of choosing a cheaper property manager, sharing the case of a landlord who fell $24,000 into arrears and then returned.
Bergmann argues that sales and property management teams should work as one business, with personal relationships at the centre, and warns that automated replies and AI-driven communication can leave landlords and prospective clients feeling ignored.
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