GAME CHANGER

Back for its fourth year, ireviloution’s Prop­erty Man­age­ment Lead­er­ship Sum­mit helped at­ten­dees con­tinue their jour­ney to reach the pin­na­cle of suc­cess. Sum­mit founder Jo-Anne Oliv­eri shares her top five take­aways.

Elite Property Manager - - CONTENTS - Jo-Anne Oliv­eri

Jo-Anne Oliv­eri

Em­pow­ered by ireviloution and busi­ness­DE­POT, the Prop­erty Man­age­ment Lead­er­ship Sum­mit is for prop­erty man­age­ment lead­ers who are se­ri­ous about lead­er­ship and busi­ness suc­cess. Over 100 prin­ci­pals, heads of PM de­part­ments and BDMs from across Aus­tralia at­tended the two-day Sum­mit on the Gold Coast ear­lier this year and were in­spired to step up, lead their team and prof­itably grow their busi­ness.

Twenty lead­ers from both in­side and out­side the real es­tate in­dus­try em­pow­ered at­ten­dees to #ReachThePin­na­cle in 2018 with some of the fol­low­ing take­ways from the event.

1 KNOW YOUR NUM­BERS

Know­ing your num­bers means hav­ing con­trol of your busi­ness. Many prin­ci­pals pre­fer to bury their head in the sand when it comes to the fi­nan­cial side of prop­erty man­age­ment. But it is in­cred­i­bly hard to have suc­cess if you’re not mea­sur­ing it, be­cause not mea­sur­ing your num­bers means you won’t know whether you have achieved your goals.

The best way to know your num­bers is to break them down into smaller, eas­ier-tounder­stand mea­sure­ments. Whether you’re look­ing at the num­ber of prop­er­ties man­aged, va­can­cies, ar­rears or wages, know­ing th­ese crit­i­cal mea­sure­ments means you will have a bet­ter un­der­stand­ing of where your busi­ness cur­rently is and how to im­prove it. Ul­ti­mately, if you fig­ure out where your profits are com­ing from you can fig­ure out how to grow your busi­ness.

2 SPEND TIME WITH YOUR CUS­TOMERS

Spend­ing time with your cus­tomers and un­der­stand­ing who they are can help you suc­ceed. Get­ting to know your own­ers and ten­ants does not mean send­ing them a sur­vey or flyer; it means talk­ing to them face-to-face and one-on-one. Let them know that you care about them, not as cus­tomers but as peo­ple. Be open to their ques­tions and opin­ions so you can un­der­stand their pain points, how they per­ceive your brand and how they think you could im­prove your ser­vice. If you care about your cus­tomers, then they will care about you and your busi­ness.

NOT MEA­SUR­ING YOUR NUM­BERS MEANS YOU WON’T KNOW WHETHER YOU HAVE ACHIEVED YOUR GOALS.

3 PER­SON­ALISE YOUR SO­CIAL ME­DIA

So of­ten in so­cial me­dia train­ing, you hear that you must be care­ful what you show your cus­tomers; don’t let them into your life so you pro­tect your busi­ness. But the Sum­mit re­vealed that we should be do­ing the com­plete op­po­site: you need to make your so­cial me­dia per­sonal.

So­cial me­dia is the best mar­ket­ing chan­nel to show cus­tomers who you are. So don’t be afraid to share

what you get up to on the week­end, your hob­bies and fam­ily oc­ca­sions, along­side your busi­ness-re­lated posts. Per­son­alise your busi­ness’ so­cial me­dia pro­files by mak­ing them re­lat­able and real.

Let­ting own­ers and ten­ants into your life al­lows them to know, like and trust you and your busi­ness. What’s more, this al­lows you to get to know them and how you can best ser­vice their prop­erty man­age­ment needs.

4 DE­LIB­ER­ATE DE­CI­SIONS

Pa­tience is a virtue, even when it comes to your prop­erty man­age­ment busi­ness. Yet there are many prin­ci­pals mak­ing busi­ness de­ci­sions out of des­per­a­tion, rather than de­lib­er­a­tion.

Whether your goal is to build your rent roll, boost your client base or bring in new staff, you must achieve th­ese strate­gi­cally, not im­pul­sively. Put to­gether a plan map­ping out what you want to achieve and fol­low this, as op­posed to rush­ing for­ward and try­ing to make suc­cess hap­pen overnight. Mak­ing de­lib­er­ate de­ci­sions leads to growth, loy­alty and sus­tained suc­cess be­cause you take all nec­es­sary steps in the jour­ney.

5 UN­LOCK YOUR ‘WHY’

De­ter­mine your prop­erty man­age­ment busi­ness’ why – why it ex­ists and what pur­pose it ful­fils. Iden­ti­fy­ing this is how you can fuel your cus­tomers’ and teams’ loy­alty and feed your com­mer­cial goals. That’s be­cause your why is your value propo­si­tion – what your busi­ness is there to of­fer your own­ers, ten­ants and team.

Com­mu­ni­cat­ing this to all seg­ments is how you can at­tract the right peo­ple to your busi­ness. It will also be­come your strong­est lead­er­ship plat­form and most im­pact­ful com­mer­cial tool be­cause it al­lows you to re­main true to your pur­pose. ■

GET­TING TO KNOW YOUR CLIENTS DOESN’T MEAN SEND­ING THEM A SUR­VEY OR FLYER; IT MEANS TALK­ING TO THEM ONE-ON-ONE.

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