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How to Generate Property Management Leads at Open Homes: A Five-Step Guide (10 minutes)
Attending ‘open homes’ (sales ‘open for inspection’) is a great opportunity for property managers and BDMs to generate quality rent roll leads.
Deniz Yusuf and Darren Hunter share a five-step strategy that transforms these open-home events into a steady source of new business that will grow your rent roll.
From building relationships with sales agents to identifying potential property investors and following up, this five-step guide walks you through every step to ensure you're the go-to property manager for property investors.
Ready to turn open homes into a rent roll lead machine?
Dive into this video and article and learn how to unlock new rent roll growth opportunities today!
Attending open homes can be a valuable strategy for property managers and Business Development Managers (BDMs) looking to grow their rent roll.
Potential investors often attend open home viewings, and this is your opportunity to connect with them early, build trust, and offer your property management expertise.
Darren Hunter and Deniz Yusuf outline a five-step process to turn open homes into a consistent source of leads for your property management business.
WHY Open Homes Matter for Lead Generation
When potential buyers attend open homes, they’re not just looking for a place to live—they could be scouting for an investment property.
As a BDM, attending viewings lets you engage with these property investors early in their decision-making process.
Building trust face-to-face is one of the most effective ways to position yourself as their go-to property manager once they’ve made a purchase.
Let’s walk through five key steps to maximise ‘open homes’ for property management lead generation.
Step 1: Build a Relationship with the Sales Agent
Your first step is to have a conversation with the sales agent.
Let them know you’re there to assist and support them, not to interfere.
Sales agents may initially be concerned that your presence could disrupt the process, but explaining how you can help is important.
For example, you can provide potential investors with insights on rental returns and what tenants look for in a property.
You can also offer a rental appraisal on the spot, which speeds up the decision-making process for investors.
By collaborating with the sales agent, you not only assist them in selling the property but also position yourself as a helpful resource for investors.
Step 2: Assist with Registrations at the Property
At most open homes, attendees are asked to register upon arrival. Instead of the sales agent handling this, you can take on the responsibility of gathering names, phone numbers, and email addresses.
This frees up the sales agent to focus on giving property tours and answering questions while you gather valuable information.
Standing at the entrance or exit ensures you meet everyone who walks through the door.
This is a prime opportunity to ask attendees if they’re considering the property as an investment.
If they are, you can start a conversation about how you can assist them further.
Step 3: Identify and Engage with Potential Property Investors
Once you’ve collected basic details, the next step is to introduce yourself as someone from the property management team.
When registering attendees, ask a simple but important question: “Are you looking at this property as an investment?” This helps you quickly identify potential leads.
If someone expresses interest in the property as an investment, let them know that you can provide rental appraisals, offer advice on maximising rental returns, and assist with other investment properties they may be considering.
You build trust early in the process by positioning yourself as a helpful resource.
Step 4: Follow Up at the Property Exit
After attendees have viewed the property, follow up with them at the exit.
This is the perfect moment to confirm their interest in the property and remind them that you’re from the property management department.
Ask if the property suits their investment needs and whether they’re looking at other properties.
You can also provide information on the potential rental returns and advise on how they could increase them.
Even if the property is already tenanted, the rental figure may not be current, and you can offer more accurate insights.
Let them know you can assist with any other properties they’re considering, even if other agencies list them.
Step 5: Add to Your Database and Keep in Touch
Once the open home is over, don’t let the conversation end there.
Add potential investors to your database and follow up with an email offering more detailed information on rental returns and tenant preferences.
Let them know you can assist with any other properties they might be interested in and offer to provide rental appraisals on those as well.
Be sure to invite them to connect on social media platforms like LinkedIn, Facebook, Instagram, or TikTok, where you regularly post market updates and tips for property investors.
Keeping the conversation going on multiple platforms ensures you stay at the top of your mind when they’re ready to choose a property manager.
Conclusion: Maximise Lead Generation at Open Homes
Attending open homes is a simple yet effective way to generate property management leads.
By following these five steps—building relationships with sales agents, assisting with registrations, identifying investors, following up at the exit, and maintaining contact—you can consistently capture new leads and grow your rent roll.
If you’d like to explore more strategies for rent roll growth, visit leadmachinesystem.com to learn about our Lead Machine System.
There, you’ll find five modules to help you stand out from competitors and increase your fee revenue.
If you’d prefer personalised coaching, you can also book a direct session with Deniz Yusuf by visiting leadmachinechat.com.
Take the first step today and watch your rent roll grow!
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