Strategy #6 - How to Secure Leads by Attending Sales Meetings (14  minutes)

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 a vital component of the overall business.

Avoid attending these meetings with the misconception that you'll be directly provided with leads or allowed to enquire about their current investors.

It's crucial to remember the insights from earlier discussions – sales agents are already actively engaged with property investors.

Your focus should shift towards understanding their existing relationships and identifying potential areas for added value, rather than expecting immediate access to their investor network.

Just focus on giving them great value by serving them with their needs.

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 ultimately chooses your property management services, they’ll also benefit.

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

Your job is to turn sales agents into BDMs for your department, providing them with valuable insights that will help them gain trust with you and your department.

Remember, this isn’t about directly asking for leads; 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,

[Script]“Did you know that our property management team leases properties 14 days faster than the average agency in the area?’

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

Or show them in monetary value.

[Script] “Did you know that our office rents properties 10 days faster than our rivals?

This, on average, is giving investors who trust our company to manage their investment approximately $850 per year”.

Let’s say the agency average rent is $600 per week, simply divide this by 7 days and then multiply that by the number of days you are renting properties out over your rivals. In this case, it's 10 days.

$600 / 7 = $85.71 ($85.71 x 10) = $857.14.

As you see in the above script, I rounded it down to $850.

If you have a higher rent property you have achieved this result on, you can use the actual statistics from that property. Higher rent, higher savings for an investor.

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.
​