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A new program that sources potential investor leads during the property search process has left the WA-based tester questioning how she ever did business before.
Perth BDM and head of property management at M Residential Laura Levisohn, has been trialling the new program from Inspect Real Estate for a little over two weeks.
“I don’t even know how we dealt with our leads before to tell you the truth,” she told Residential Property Manager.
“It’s had such an absolutely remarkable impact on our business - since it was brought in two weeks ago we’ve received 42 leads that I would not have received beforehand.”
The program, which is still under development, works in a similar fashion to the current Inspect Real Estate system and identifies if a potential buyer is an investor.
When they send through an enquiry from a listing site to the selling agent, the BDM is alerted and an automatic email or text is sent to the investor as an introduction.
“Everything you need to track is taken care of, from what needs to be followed up to what your phone conversation was about, what your text message said, when emails were sent," Ms Levisohn said.
“Anyone who is looking to buy is either selling the property they are in, renting the property they’re living in or they’re going to rent out the property they’re living in. So in two of three situations, they could be using a property manager in the near future.”
BDM Coach Deniz Yusuf said the new program was "scarily efficient".
“When I was a BDM, I would attend open for inspections and auctions to source new leads, but I obviously couldn’t attend every open home every weekend," he said.
“This program puts you in front of the lead before they’ve even started visiting properties.”
Even as an award-winning BDM, Mr Yusuf admits he could never acquire 42 leads in two weeks.
With lead generation relying on the sales and property management teams working together, Ms Levisohn said she always thought all investors were being referred.
“But once we started this program, I’ve found that’s not exactly the case," she said.
“The sales agent is kept in the loop during the whole process. They receive updates on when you’re meeting with the investor and when you’ve signed the management so they can keep an eye on referral fees, if your office has them.”
