[FIVE Steps] Rent Roll Leads From Property ‘For Sale’ Enquiries

Deniz Yusuf, together with Darren Hunter, show you an easy 5-step strategy that allows property managers and BDM’s to take control, capture these rent roll leads, and build relationships with property investors before they buy their next investment property.

As a BDM, Deniz signed up 745 properties in 3 years using this same strategy, proving its value by delivering a strong flow of rent roll leads you probably didn’t even know were there!

Here’s how to implement this proven five-step process to grow your rent roll and secure a consistent flow of new leads and properties to manage.

The first step is to make sure your property management team receives enquiries from potential investors on properties that are being sold.

Sales agents typically upload property details, including their contact information, to online portals such as realestate.com.au, domain.com.au or trademe.co.nz (in New Zealand).

The key here is to get access to these enquiries by adding your email or the property manager’s email alongside the sales agent’s.

This ensures that all incoming enquiries—whether sales or property management—are directed to the right person for follow-up.

Before making this adjustment, you must speak with your boss and the sales team to ensure they’re on board with the strategy (they may not be if they don’t see the ‘full picture’).

Gaining their support will help break down any internal barriers and allow property management to engage with these leads early on.​

Not every enquiry is from an investor, so how do you identify the right ones? Some online portals allow enquirers to indicate if they are a property investor. However, not all do. In those cases, it’s important to read the enquiry comments for clues carefully.

Look out for phrases such as “What is the current rent?” or “What’s the return on investment (ROI)?”

These are clear indicators that the person is an investor rather than someone simply looking to buy a home to live in.

By identifying the language investors use, you can quickly separate property investor enquiries from owner-occupier buyer ones.

Once you’ve identified a potential investor, it’s time to reach out. Pick up the phone and introduce yourself as someone from the property management department. Your goal here is to confirm that they are indeed an investor and to start building a relationship with them.

A simple script might go like this: “Hi, I’m [Your Name] from the property management department. I noticed you enquired about a property and wanted to see if you’re an investor. If so, I’d happily assist with rental appraisals and any other support you might need.”

By making this early contact, you position yourself as a helpful advisor and consultant rather than just another salesperson, and you begin establishing trust and rapport.