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September 23, 2018

I think we can all agree that any customer-facing business will always have complaints. We all do the best we can to attend to our customer's needs however some customers don’t align with our vision or priorities, and sometimes things go wrong. Always taking the glass...

July 27, 2018

Each business has its strategy or priority when comes to new business aspirations. Smaller companies often grow organically through referral and local branding, while larger firms spend much of their time fending off natural attrition before the can even get runs on th...

May 4, 2018

No one would ever challenge that property management is a data-driven business, but what I do find interesting is that many companies I visit, have at least three databases, all doing their operational role in the company. Few businesses are leveraging off this tremend...

April 6, 2018

One thing that I promote is the integration between the property management business and the property sales business. In a very general way there are two types of real estate businesses. Broker centric and property management centric. The broker centric business is sal...

March 30, 2018

Property managers are system focussed and are more often than not, salary based employees. They lean more towards being in a stable and supportive environment that allows them consistency and routine. Business developers are sales based. They are usually driven by the...

March 24, 2018

It is becoming more popular these days to have a property management only business. The marketplace has noticed that some sales or broker businesses, may not have their primary focus on their property management clients. Saying that I work with many businesses who have...

March 17, 2018

So you have decided to employ a business developer to grow your business, that’s awesome! Now what do they do? Generating and securing new business is a very complicated task. It, in fact, is a department of its own within your property management business, and has man...

March 9, 2018

For an agency, growth is a critical factor to both, building the rent roll as an asset, and offsetting natural attrition. As the agency gets bigger this attrition becomes a bigger hurdle. In smaller agencies, often sales into the rent roll, and referrals from both staf...

March 2, 2018

Every time I say the word growth to a principal, their ears prick up. I come across very few principals who aren’t excited about the prospects for growth, however, I do come across many principals who have accepted the ‘status quo’ and believe that it is all too hard....

February 23, 2018

At a recent event I attended, the question was asked from the group, “How do I get my sales people to refer investment sales to the property management department?”. As you can imagine, this question started a heated debate within the group. Conversations started aroun...

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