PM TRANS­FORM: THE HALF­WAY POINT

TIME TO CHECK IN with our PM Trans­form teams to see what they have learned in their jour­ney so far. Our four teams in­clude a di­rec­tor, prop­erty man­ager and BDM from each of­fice work­ing to­gether to trans­form their busi­ness and their ca­reers.

Elite Property Manager - - Contents -

TEAM R&W HURLSTONE PARK Adri­ana Dendrinos, Prin­ci­pal

I feel re­ally priv­i­leged to have been given the op­por­tu­nity through the Trans­form Pro­gram to have ac­cess to such a di­verse range of speak­ers and in­for­ma­tion about our in­dus­try. One of my favourite things so far has been the psy­cho­log­i­cal pro­files from Agent Dy­nam­ics. Th­ese were real eye-open­ers both for me per­son­ally and for the team. I think un­der­stand­ing how staff best work, and what their par­tic­u­lar strengths and weak­nesses are, will be in­valu­able knowl­edge to pro­pel our busi­ness for­ward.

Peter Knight gave a great ses­sion at ARPM on PM busi­nesses in the UK. The concept of pro­vid­ing a menu of concierge-type ser­vices struck me as a great busi­ness model to aim for, mov­ing the fo­cus of our busi­ness from the trans­ac­tional to the ad­vi­sory and there­fore be­com­ing ‘trusted ad­vi­sors', less likely to be re­placed by tech­nol­ogy down the track.

Top tips from Adri­ana

Lis­ten to your staff – they have great, front­line, prac­ti­cal ideas to help you drive change through your busi­ness; Be the mas­ter of tech­nol­ogy – con­trol it and use it to make the mun­dane tasks al­most au­to­matic, but don't let it con­trol or dis­tract you from your ob­jec­tives.

Mary Karam, Prop­erty Man­ager

I think one of my favourite lessons so far has been how to min­imise con­flict with Sarah Bell – un­der­stand­ing how it un­folds, recog­nis­ing dif­fer­ent per­son­al­i­ties and tai­lor­ing our com­mu­ni­ca­tion, plus learn­ing the dif­fer­ent out­comes from an emo­tional ver­sus a ra­tio­nal re­ac­tion.

Top tips from Mary

Set goals for your­self, but think care­fully; the aim should be to in­crease your time, re­sults and profit, and re­duce your stress! Try to get all ten­ants on monthly pay­ments. This way you re­duce your fol­low-up calls and the cost in­curred to the busi­ness for ev­ery trans­ac­tion.

An­gela Caukill, Leas­ing and New Busi­ness

I re­ally en­joyed Sa­man­tha's ses­sion on iden­ti­fy­ing dif­fer­ent per­son­al­ity types, and loved the Agent Dy­nam­ics de­brief to see how we can work bet­ter to­gether as a team. Top tips from An­gela Make sure you stand out from the crowd, and make sure ev­ery­one's ex­pe­ri­ence is a pos­i­tive and re­ward­ing one. Be your lo­cal and mar­ket ex­pert: re­mem­ber, knowl­edge is power.

TEAM PROP­ERTY MAN­AGE­MENT HQ , CEN­TRAL COAST Kel­ley Seaton, Di­rec­tor

John Knight's ses­sion drilled down on the el­e­ments of busi­ness and in­ter­nal work­ings on per­for­mance growth, driv­ers of value, re­mov­ing waste and giv­ing us his tips and in­sights. My take­home of his ses­sion was to bench­mark profit, and how to add more value, and how to re­move waste.

Top tips from Kel­ley

Con­sider get­ting rid of prop­er­ties that are per­haps lower com­mis­sions, or those out-of-zone prop­er­ties. It's about qual­ity, not quan­tity. Work out your waste and elim­i­nate it; for ex­am­ple, trav­el­ling to out-of-zone prop­er­ties costs time and money, and may not be worth it.

Kim Clewett, Prop­erty Man­ager

My favourite thing about Trans­form so far has been Heidi Walkin­shaw from Real+ coach­ing me to man­age my time more ef­fec­tively. Sec­ond is see­ing our pro­files from Agent Dy­nam­ics. It is amaz­ing when all the pro­files are com­bined and you see how you look as a team!

Top tips from Kim

Achieve bet­ter time man­age­ment skills by al­low­ing 10 to 15 min­utes ev­ery af­ter­noon to make a to-do list for the fol­low­ing day. To sur­vive this crazy world that is prop­erty man­age­ment, al­ways be your­self. If you have a pas­sion for what you do you will al­ways suc­ceed.

Ha­ley Hawkins, BDM

I have taken away many things from this ex­pe­ri­ence so far, but the ones com­ing to mind are about the so­cial styles of peo­ple from Sam, ++learn­ing what th­ese are, and know­ing that our ap­proach can­not be ‘one size fits all'! Top tips from Ha­ley When pitch­ing at a list­ing pre­sen­ta­tion be con­fi­dent, gen­uine, au­then­tic and cre­ate trust. Find out what the client needs or wants and use this to your ad­van­tage. Make sure you do all the lit­tle things right, know your stuff and be con­fi­dent!

TEAM ZELLE, AL­BURY Philip Bell, Prin­ci­pal

I now know we need to make prop­erty man­age­ment our num­ber one. More par­tic­u­lar fo­cus is needed in my of­fice for the de­vel­op­ment of the PM de­part­ment. To this end, we are build­ing bet­ter sys­tems, fo­cus­ing more on KPIs and re­vamp­ing our mar­ket­ing. A tip from Phil • As a re­sult of ev­ery­thing we've learned, we have de­cided to go to a cloud-based PM soft­ware sys­tem and have tri­alled the two we short­listed. We will be ready to go to mi­gra­tion next month, all things go­ing to plan!

Robert Bell, BDM

Where do I start? The ses­sions we have had have all been in­cred­i­ble. Just to talk with and work along­side like­minded peo­ple in the in­dus­try has been a great eye-opener on how to do things bet­ter. Lau­ren Kirk from Real+ has been my per­sonal coach for busi­ness de­vel­op­ment and has been fan­tas­tic to work with. My favourite ses­sion to date has been the Lead Gen­er­a­tion with Real+. This was a fan­tas­tic way to re­ally open up my mind, from us­ing my ex­ist­ing clients to how to build new busi­ness and where to find it. A great re­fresher for any­one!

Top tips from Rob

Con­tinue to ed­u­cate the land­lord about prop­erty man­age­ment, even once you have se­cured the man­age­ment. Be con­fi­dent about your fees when pre­sent­ing them at an ap­praisal; take own­er­ship of them.

Kira Bauerle, Prop­erty Man­ager

All the ses­sions have been fan­tas­tic. My favourite things would be the use of a time log, time plan­ning for bet­ter time man­age­ment, be your own brand and how tech­nol­ogy has re­ally evolved in our in­dus­try!

A tip from Kira

In our in­dus­try our words are our tools. We need to have the abil­ity to give clients a clear un­der­stand­ing of our jar­gon to re­solve is­sues and man­age con­flict suc­cess­fully.

TEAM HAR­COURTS ADE­LAIDE HILLS Trent Shor­land, Di­rec­tor

The most im­por­tant thing I have learned so far was in my pri­vate men­tor­ing ses­sion with Fiona Blayney, when we dis­cussed and worked out what my hourly rate was. We then dug deeper into ques­tion­ing what jobs I should be do­ing based on my hourly rate. I now find my­self analysing ev­ery job I do and chal­leng­ing my­self to change my thought processes! Top tips from Trent The pro­fil­ing of our staff, plus my­self, that was com­pleted by Julie and Neil of Agent Dy­nam­ics has many ben­e­fits, both in­di­vid­u­ally and as a group! I also think we need to con­stantly look at the tech­nol­ogy we are us­ing; prop­erty man­age­ment is an area that moves quickly and so it is im­por­tant to make sure the tech­nol­ogy can sup­port it.

Kerry Hold­ing, BDM

As a BDM it's so hard to know what to do first some­times, and I've re­ally en­joyed learn­ing how to pri­ori­tise lead gen­er­a­tion (tools, tips and tricks) from Lau­ren at Real+. She has helped make ev­ery­thing very clear and sim­ple. Top tips from Kerry At ARPM Sa­man­tha McLean said we shouldn't be afraid of change; you have to stay curious in an ever-chang­ing world. If you are a BDM, struc­ture a call plan and track which ac­tiv­i­ties gen­er­ate the most leads.

Rachel Tor­ney, Prop­erty Man­ager

The PM Trans­form process has been by far the best thing to date for my ca­reer. One of the many ben­e­fi­cial things that have hap­pened has been get­ting my agent pro­file done by Agent Dy­nam­ics; it has changed the way in which I ap­proach ev­ery task, know­ing my strengths and chal­lenges. Get­ting the chance to have one-on-one coach­ing plus group coach­ing ses­sions has been very in­for­ma­tive and help­ful. Top tips from Rachel I would thor­oughly en­cour­age any PM, or any­one in real es­tate, to get an agent pro­file done by Agent Dy­nam­ics. Just be au­then­tic and car­ing.

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