Strategy #1 - Finding Lots of ‘Ready’ Leads Through Property ‘For Sale’ Enquiries (16 minutes)

As a BDM back in Nowra NSW, I signed up 745 properties in 3 years ALL from this ONE strategy, proving its value by delivering a strong flow of rent roll leads you probably didn’t even know were there in your office right now!

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. So, stop relying on the sales agents to hand deliver you the leads, and start to HUNT for the leads as early as possible.​

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 get the ‘full picture’ of what needs to be achieved).

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 whether they are property investors. However, not all do.

In those cases, it’s important to read the enquiry comments carefully for clues.

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

Other examples are, “If this property were to be advertised today, what would the rent be?” or “What percentage return would I get?”

These are clear indicators that the person is an investor rather than someone looking to buy a home for personal use.

Read the comments carefully, as there may be other questions they could be asking that identify them as an investor.

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

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.

What you can say might go like this:

[Script] “Hi George, my name is Deniz from the IGT Realty Investor Support Services, which is part of the Property Management Department. I noticed that you put an enquiry on 52 ABC street last night and you asked about the rental returns. Returns on investments is my speciality, I can also help, REGARDLESS of the agency you purchase from, I can also give advice on which property will help you attract a better quality tenant, as well as possibly higher returns”.

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 with the property management department.