How to Generate Leads by Attending Sales Meetings: A Five-Step Guide (14  minutes)

Attending sales meetings is a powerful strategy to tap into more rent roll growth.

By building more meaningful relationships with sales agents, you can tap into new lead opportunities and become their go-to partner for property management referrals.

Deniz Yusuf and Darren Hunter outline a five-step guide to maximise your presence at sales meetings, from sharing key rental data to reminding agents of referral incentives.

This article shows you how to break down barriers between sales and property management and turn those connections into valuable rent roll leads.

Ready to grow your rent roll? Dive in and start building partnerships today!

There’s often a divide between sales and property management in many real estate offices, with little collaboration between the two departments.

However, by attending sales meetings, property managers can build rapport with sales agents, educate them on the value of property management, and encourage them to refer leads.

This approach not only strengthens the relationship between the two teams but also positions property management as an essential part of the overall business.

Now, let’s explore how to make the most of sales meetings with these five key steps.​

The first step is simply attending the sales meeting, but your goal isn’t just to sit in—it's to engage and build relationships.

Use this opportunity to educate the sales agents on the value of property management and why they should see you as a trusted partner.

For example, let the sales team know if your agency offers referral incentives.

Explain that when they refer a client who eventually chooses your property management services, they’ll benefit too.

Make sure to highlight your company’s strengths, such as leasing properties faster, having high tenant payment rates, or offering advanced technology like virtual tours.

Remember, this isn’t about asking for leads directly; it’s about showing sales agents why you’re the right partner to refer their clients to.

One of the most effective ways to build trust with the sales team is by positioning yourself as the expert on local rental markets. During the meeting, share up-to-date rental statistics, vacancy rates, and any other relevant data that highlights your expertise.

For example, you might say, “Did you know that our property management team leases properties 15 days faster than the average agency in the area?

That’s an additional 4% annual income for investors who choose to work with us.”

You establish yourself as a knowledgeable and trusted resource by providing valuable information that sales agents can use during their conversations with potential property investor buyers.