Strategy #8 - Generating More Leads from Existing Clients (12 minutes)

Once you’ve broken the ice, build a blueprint for ongoing contact with your clients. Ideally, aim to check in at least three times a year.

Select various topics to keep each conversation fresh, adding a layer of friendly surprise each time.

Example Contact Plan

• First Call: A casual ‘hello’ call to see how things are going.
• Second Call: A touchpoint around any legislative updates or relevant market changes.
• Third Call: A holiday greeting or a call just to share a relevant update about their property.
• Fourth Call: You may know a hobby they love or travel destinations they enjoy, subscribe to the relevant websites or follow the topics on social media.
• Fifth Call: You may have driven by their property and simply wanted to call and say hi.

Creating a schedule among your team can help keep everyone accountable and ensure these calls remain consistent.

For example, you might dedicate one day each month to client calls, turning it into a team-building activity with incentives for completing the calls.

By step three, you’ll have established a rapport, making it easier to ask if they know anyone else needing property management.

Clients who feel appreciated and informed are more likely to refer others to your services.

Here’s a simple way to integrate this and even use emotion:

Referral Script

[Script] “As you know, my job is educating people on why to use our services and to bring on new clients. So I would love to ask you a favour. Over the next 12 months, would you be able to refer me just one client? We’d be thrilled to assist anyone needing a reliable property manager.”

You might also enquire about other properties they own. Many clients have additional investments that may not be under professional management, creating an opportunity for you to grow your rent roll.

A compelling incentive can encourage clients to refer others or consolidate their properties with your agency. The key is to offer a ‘Most Incredible Free Gift Ever’ (MIFGE) – a high-value, low-cost reward they’ll genuinely appreciate.

Example Incentives

• Cinema Tickets: Offer tickets to a local cinema, which can be a high-value treat for the client and low-cost for you.
• Special Hampers: A thoughtfully crafted hamper of local treats or a bottle of wine can make a memorable gift.
• Unique Experiences: Provide tickets for an event or local experience. Knowing your client’s preferences makes it easy to tailor this to them.
• Donation to a charity: This could be for a local well-known charity or even a school that their family attends.

Whatever you choose, set a clear deadline for claiming the offer. For example,

[Script] “If you refer a client or bring another property under our management by the end of this month, we’d love to offer you [Incentive].”

This sense of urgency can encourage clients to act promptly.

Wanting Better Rent Roll Growth Results

If you want to learn more about how to maximise your rent roll growth and get results that your rivals can only dream about, contact Deniz Yusuf at LeadMachineChat.com.

With these steps, you’ll not only generate more leads but also strengthen relationships, building a robust network of satisfied clients who’ll advocate for your quality service.

For more on how we can work with you and your team with coaching and accountability, go to LeadMachineSystem.com

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