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An industry coach has suggested PMs sit in on sales agents' listing presentations and provide a 'support service' as a way of bringing the two divisions together.
Speaking with Residential Property Manager, BDM coach Deniz Yusuf said the sales and property management divisions are only hurting themselves by remaining separate.
“As a trainer and consultant, I don’t believe they are working as well as they should be. I find the better the relationship, the better it is for both departments,” he said.
The award-winning ex-BDM claimed that too many sales agents are ruining relationships with investors through their lack of understanding of the rental market.
“If the sales person is going into a property purely sales focused without any knowledge in the area of property management, then they’re not giving the 100 per cent service they could be providing," he said.
“I would encourage bringing a property manager along to listing presentations with investors so they would be giving advice from both sides of the spectrum.”
Mr Yusuf is currently updating his training material in order to break down the barriers between divisions.
“One thing we’re doing to bring property management and sales closer together is an ‘investor support service’, where the property managers are assisting sales agents by giving investor advice around rental return and quality tenant attraction even before they’ve purchased the investment property,” he explained.
Not only does this improve the chances of a rental management, Mr Yusuf explains that by offering the service to all properties (even those listed with competing agents), it gives the sales team an advantage.
“It can give sales agents an inside on what sort of properties they are looking at. So they’re helping each other,” he said.
For the system to work though, BDMs need to get to the investor at the same time as the sales agent.
“That way, they are there to help them choose a better property to manage. Of course you want them to buy from your company, but if they don’t you can still land a management,” he said.
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