PM Power Growth and Profit Session Schedule What's being delivered- the 22 sessions. The following is a list of the delivery of the 22 sessions in the order that they will be presented. If these change for any reason, you will receive notification by email. Sessions will be delivered live on a Thursday at 1:30pm AEST Sydney Time (unless otherwise specified) and will then be available for members to view online. All registrants who have provided their email address with receive an email reminder and link to book into each session. IMPORTANT- Please note that some speakers/sessions/dates may change due to factors outside of our control. Please also note that to navigate around unforseen technical difficulties to deliver sessions live, some sessions may be pre-recorded ahead (teaching content). August Session 6 - (Wednesday August 23rd, 1:30pm AEST) - The Ten Factors that Decide the Value of Your Rent Roll - with Chris Goodway When it comes to the rent roll multiplier in Australia, it’s value is determined by ten different factors. Chris Goodway from ‘The Rent Roll Broker’ unpacks these ten different factors in this webinar so you can know what you must do to maximise the value of your rent roll. Learn the ten different factors that determine what your rent roll is worth on the market. Know the factors so you can improve the value before it’s time to sell. Know how the ‘all-inclusive management fee’ affects the value of your business. About Chris Goodway Starting his career in real estate in 1973, Chris owned his own real estate agency and rent roll for 30 years. With his business ‘The Rent Roll Broker’, Chris is the only full-time rent roll broker working across several states of Australia assisting real estate business owners with the sale of their rent rolls and business. September Session 7- (Thursday September 7th, 1:30pm AEST) - Why Your Current Clients Will Pay More and Stay You can earn more with your current rent roll as long as you follow some easy to understand guidelines, and be able to overcome team mindset that may want to restrict your progress forward. In this session you'll learn: Five common mindset myths we'll bust including 'My owners will move to a cheaper agent if I increase fees' and 'We will be too expensive in the market' and 'my owners are too 'tight' and 'my owners have been with our agency for years...it'll upset them'. Five client types you should never increase fees with. The three reasons why your clients will stay and pay more. The real three weaknesses in this process you must be aware of, and avoid. Session 8 - (Thursday September 21st, 1:30pm AEST) - The Steps to Increasing Your Fees Successfully with Current Clients After 16 years in specialising in fee maximisation over Australia, New Zealand and USA in this session Darren gives your the steps you need to implement to successfully increase your fees. The top five stats that must be monitored every month to drive your profit margin. The three categories your clients must be placed into before you can increase fees. What fees to add and increase, and what should be left alone. Know the eight effective keys to writing an effective fee increase letter. The three crucial tools that are placed into your notification letter or email. October Session 9 - (Thursday October 5th, 1:30pm AEST) - Dealing with Client Objections when Increasing Your Fees with Current Clients Dealing with objections by clients when you increase your fees is all part of the process, and in this session we equip you with what you need for success. From queries to the most difficult and demanding calls you’ll receive, we will give you the right expectations so you can confidently deal with every possible obstacle that might come your way. Know in reality how many phone calls to expect and what type of objections they’ll likely be. Learn eleven effective keys when dealing with client objections and get them over the line. Understand in reality the small types of losses that are expected and how easily sustainable they always are. Session 10 - (Thursday October 26th, 1:30pm AEST) - Justify Ten Different Fees with Effective Scripts In this session we arm you with effective scripts that covers just about every owner fee you may get challenged with. When you know how to justify your fees with conviction and belief then your clients will believe it too...and pay! Whether it’s new or current business these scripts just work! They will work even better when your competitors charge much less or even nothing at all! How to justify ten different fees charged to owners including the lease renewal fee, monthly admin fee, marketing fee plus many others. How to use fees to de-incentivise requests to renovate properties and request duties outside your normal scope. Know what is the right hourly rate to apply to some of your fees. Fixed fee or hourly rate- what’s right for you? November Sessions 11 and 12 - (Thursday November 9th & November 23rd, 1:30pm AEST) - The TEN BIG WAYS to GROW a HUGE rent roll- Part One and Two (2 sessions) - with Deniz Yusuf In his 4 years as a BDM, Deniz Yusuf signed-up over 900 properties and achieved 34 average listings per month (in his final 18 months on the job). Now together with his coaching over Australia, New Zealand and the USA, Deniz now assists his clients collectively to generate over 10,000 leads and more than 300 managements on average per month. Over 2 expertise packed sessions Deniz will share: Be exposed to the 10 rent roll growth strategies and secrets Deniz and his clients have leveraged to achieve some of the best rent roll growth results and success in the country. If you just do what successful agencies do, you will enjoy the same results they get. View the exact KPI’s (Key Performance Indicators) that are benchmarked and used to achieve these results. Learn unique strategies that are educating owners prior to the listing presentation, closing fast the time between the first contact and the ‘where do I sign?’. How to impress your prospects with the ‘wow-factor’ before they’ve even met you so you become the obvious agency of choice - right from the start! How to influence your clients on what’s the best rental property for them to purchase so you can have more control on the management type you sign-up later. Get more acceleration with your social media marketing to prove you’re the market leader and impress your prospects. Know how to keep your clients for life with some exclusive tips and generate more business all at the same time. Learn how to take your networking to another level and influence local businesses to help you to drive your brand and growth even further. About Deniz Yusuf Deniz Yusuf is a national and international property management trainer, speaker, consultant and rent roll growth expert and has trained extensively over Australia and New Zealand, and also in the USA. As a BDM Deniz has had an amazing career, and it commenced in a regional town of the Shoalhaven on the South Coast of NSW where he personally signed up 900 new managements over 4 years. From taking out back to back national awards in Excellence in Business Development with LPMA, now being a consultant for Bdmcoach.com.au to agencies, mentoring and coaching them, through to being a keynote presenter for franchise groups and major conferences across Australia & New Zealand, Deniz has created a solid reputation as a guy that’ll grow your rent roll FAST! Deniz’s coaching clients collectively achieve 300 new managements per month using his strategies and technique. December Session 13 - (Thursday December 7th, 1:30pm AEST) - 27 Different Owner Fees Charged in Australia Across the states there are many different fee types charged, some only specific to a certain state. In any case, someone believed they needed to be charged and so the fee was successfully received. Learn all the different fee types and see what can be possibly improved with your fee structure. Know 27 fee types charged and what are agents typically getting for them. Understand 5 different management fee types charged. Know the pro’s and con’s of charging an ‘all-inclusive’ management fee. Learn different fees you’ve likely never heard of before that you could easily be charging. January Session 14 - (Thursday January 25th, 1:30pm AEST) -Ten Different Highly Engaging Facebook Posts - Growing Your Business with Facebook There’s no doubt social media has taken over traditional marketing, and the biggest out there is Facebook. It’s only going from strength to strength boasting over 1.8 billion active users. There are few people NOT spending time on Facebook on a daily basis. Therefore you need to know how to engage with your audience effectively, and in this session we will teach you ten different post types that will engage with your audience, and grow your profile. Darren’s business page on Facebook actively engages with thousands and commonly reaches to over 100,000 people in any 7-day period. Learn how Facebook decides what posts will be seen by your audience. Why you need to engage to make Facebook work, and the best three ways to do this effectively. Know the different post types that will go deep into the newsfeeds of your followers, and the ones that won’t. Understand how to use video effectively to reach your audience and get their attention amongst all the newsfeed noise. February Session 15 - (Thursday February 8th, 1:30pm AEST) - How to Grow Massive Facebook Likes and Reach Your Audience using Facebook Ads Darren has grown the largest PM Facebook audience in Australia and NZ and also the third largest PM Facebook Page globally with over 17,000 likes (as at April 2017). In 2017 alone Darren grew 4000 likes in only 4 months, using the exact strategy Darren will teach you in this session. Despite what some experts might say, we give you the TWO irrefutable reasons why you should grow your ‘likes’ as strong as possible. How to capture and grow different types of ‘hot’ audiences in Facebook and then send ads to your prospects including any email list of clients and prospects that you have. Why a Facebook Ad will work more effectively than just boosting a general Facebook post. How to write a successful ad that will reach hundreds (if not thousands) of potential prospects and get them to like you page and send them Facebook Ads, (using a Facebook budget). Session 16 - (Thursday February 22nd, 1:30pm AEST) - How to Grow Your Brand BIG Using ‘E-Newsletters’ and Articles E-Newsletters have been used for years and still are quite effective when you use them in conjunction with articles and also in synch with Social Media. Darren has one of the largest databases in Australian real estate with over 30,000 email addresses and sends out over 100,000 emails in any typical month. In this session Darren shows you what works for him. Understand how to write effective articles with highly engaging’ headlines to grab the attention of your prospects. How to drive traffic to your website and boost your effectiveness even further using Facebook, plus also how to be perceived as the expert using your articles. The five winning keys to writing an ‘e-newsletter’ that’ll get noticed by your readership. The six effective keys to structure an article that will be read by today’s ‘over busy’ mindset. March Session 17- (Thursday March 8th, 1:30pm AEST) - Growing the 'Value' Mindset and Making More Money With Your PM Services- with Steve Rozenberg Steve Rozenberg runs one of the fastest growing rent rolls in Texas USA and focusses training his seven BDM's on how much value their service brings to their owners, before they go out and sign up new business at the highest PM fees charged in Houston and is quickly growing and expanding their business model to multiple cities across Texas. When their BDM's totally believe in what value they bring, then so do their clients. In this 45 minutes session (plus Q & A) Steve will share: Understanding the 'value mindset' and how it earns you a whole lot more, per property. How they convert over 50% of their leads into new business and increased their profit margin by 259% in 2016. Learn how to use points of difference that your competitors also have but utilised in a way that takes new business from them. About Steve Rozenberg Steve is not only an avid Property Investor and Business Owner of one of the fastest growing PM companies in Texas USA, but he's also a Pilot for a major commercial airlines flying international routes including the UK, Japan, Europe and Argentina. Coached by super-coach Brad Sugars, Steve speaks across the USA and also in Australia to real estate business owners as an expert on how to grow their PM company and heads-up the business development arm of Empire Industries LLC, based in Houston Texas. Session 18 - (Thursday March 22nd, 1:30pm AEST) - Eighteen Effective Points of Difference to Win the Business AND Your Fees When discounting is the most expensive and the most common point of difference out there, we show you 18 effective points of difference that’ll give you a competitive edge over your competitors so you can win the business AND your fees. Darren has collected these points of difference used effectively by agents from around the country, and deliver them to you in this session: Understand how even simple things in your office can be used to impress prospective clients and add value. Why discounting is the most expensive point of difference to use (we show you the math) and how every point of difference we reveal is so much cheaper. Know the three things owners care about most to ensure your points of difference appeals the most and perceives the best value to use you over your competitors April Session 19 - (Thursday April 5th, 1:30pm AEST) - Outsourcing: Your Secret Weapon and Force Multiplier - with Todd Breen Outsourcing for 300+ of America's top PM companies gives Todd a unique insight into how the BEST and BRIGHTEST are getting routine work done for less, and investing the savings into growing their businesses! Expect to learn: What NOT to outsource and why! When to hire independent virtual assistants, and when to use a reseller service How to reduce your labor costs to 38% of gross income at your firm How to invest your savings back into the growth of your company and overpower your competitors! About Todd Breen A national USA and international property management trainer, consultant and expert Todd grew up in a Real Estate family, and has managed property since 1985. With a staff of 100+ in the Philippines, he's arguably the largest single family home outsourcing provider in the USA. He share innovative solutions to fulfill his personal mission statement 'work less, earn more, love life!'. Want change? His sessions inspire AND equip you to make a difference in your business! Session 20 - (Thursday April 19th, 1:30pm AEST) - Becoming the Authority using Personal Branding - with Brad Delaney Brad Delaney is a leading ‘Headshot' expert and takes the very ordinary and turns it into extraordinary converting everyday Business people into the 'go-to' expert in their industry, using his camera and a thorough understanding of people’s faces and how to create meaningful expressions, making people look warm, trustworthy, Professional & interested. Good photography completely influences buying decisions and can determine whether you will get the business , or not. In this 45 minute session (plus Q & A) Brad will share with you: How to be perceived as the expert using his easy-to-understand ‘Level Method Headshot' system. Understand the steps you can use right away to make your personal and team photos look 'wow' and be perceived as the best PM company in town to do business with. Learn the importance between a DIY Headshot and a Professional Headshot and what message each says to your prospective clients and how it influences their buying decisions. Learn the two major reasons why most people fail to be photographed well About Brad Delaney Brad Delaney from http://theheadshotguys.com.au/ is a National Headshot expert based on the Gold Coast. Featured on Foxtel's Aurora channel as a Photography industry leader, Brad first started as a photographer in his family's private investigation business, before turning his expertise to Personal Branding & Headshot photography. He has been a working Professional Photographer for over 20 years and has a Masters Degree in Business from an Oxford University. Brad is more than qualified to discuss Personal Branding and its relevance in the market place. As serious Business people start to learn the importance of their Personal Brand Image, Brad’s business has begun to take off. May Session 21- (Thursday May 10th, 1:30pm AEST) - Disasters Mistakes and Pitfalls - When Buying and Selling Rent Rolls - with Chris Goodway Thinking of buying or selling a rent roll? This session is a ‘must-attend’ session. Chris Goodway from ‘The Rent Roll Broker’ delivers all the ‘should not’s’ in this value packed session so you can ensure you don’t make these common mistakes when you’re buying or selling a rent roll in the future. How a lack of extra ancillary income can affect the value of your business, and how much you should have over and above your management fees. Why lacking the right paperwork in your files can result in a discounted sale price, and what file paperwork you must keep ensure isn’t missing or overlooked. How two friends and business owners buying a rent roll direct from the other lands in courts with massive legal bills and a nasty experience for all. Why you must have the right property to staff ratio and how overstaffing can cost you dearly in your sale price. How miscalculating your ‘all-inclusive’ management fee can cause real issues at sale time. The pro’s and con’s of organic growth versus purchasing rent rolls, and what is a responsible level of borrowing? Real examples of how not getting involved regularly in your rent roll can cost you dearly at sale time. About Chris Goodway Starting his career in real estate in 1973, Chris owned his own real estate agency and rent roll for 30 years. With his business ‘The Rent Roll Broker’, Chris is the only full-time rent roll broker working across several states of Australia assisting real estate business owners with the sale of their rent rolls and business. Session 22 - (Thursday May 24th, 1:30pm AEST) - Running your Rent Roll from Under a Palm Tree - with Todd Breen In 2001, Todd went from working 60 hours to 4 hours a week running his rent roll, by learning different but effective ways to manage his property management team of 9 people. He's worked just 4 hours/week for the past 15 years while his company grew! In this powerful session he will cover: One very simple 'mindset shift' that will have you out the door earlier on your first day! How to work smarter (not harder) using technology you have access to right now! Learn how to motivate your staff to work with less supervision, giving you more free time. Know how to pull back without compromising the performance of your business. About Todd Breen A national USA and international property management trainer, consultant and expert Todd grew up in a Real Estate family, and has managed property since 1985. With a staff of 100+ in the Philippines, he's arguably the largest single family home outsourcing provider in the USA. He share innovative solutions to fulfill his personal mission statement 'work less, earn more, love life!'. Want change? His sessions inspire AND equip you to make a difference in your business! June Session 1- (To be announced) - Learning the ‘Make More Mindset’! Knowing not only how your mindset dictates how much you can actually earn, but also knowing how you can adjust and change it gives you control over your increased future earning ability. Understand why you cannot change your current fees with your current mindset and belief, and identify the restrictors that stop it from growing. Learn a simple programming technique that'll earn you thousands more, possibly even tens or hundreds of thousands of dollars more! Learn the two-part formula that will adjust and change your mindset, and your fees. Session 2 - (To be announced) - How to Build Trust FAST to Get the Business You can get quality fees with new business despite cheaper competitors, when you focus on impressing them with service, value, trust and expertise instead of discounts. In this session we show you how you can shine and earn more in your marketplace with new business. Learn why 'trust' trumps low fees all the time, and why you must focus on this as your edge. Understand ten keys that builds trust real fast! Using everyday stats to impress the prospective clients over your competitors. July Session 3 - (To be announced) - Scripts to Overcome the BIGGEST Fee Discount Requests You can get quality fees with new business despite cheaper competitors, when you focus on impressing them with service, value, trust and expertise instead of discounts. In this session we show you how you can shine and earn more in your marketplace with new business. Learn ten effective scripts, methods and strategies to overcome fee discount requests. Get your marketing material right so you are perceived as quality. 40 plus different things you can add to your Listing Kit to really impress. Session 4 - (To be announced) -The FIVE Secrets to PM Leads & Growth (without the typical B.S. or Costly Marketing) - with Jason Hull Jason Hull is a specialist rent roll growth expert and 'hacker' based in Los Angeles- USA and coaches PM companies to not just generate more enquiries, but also how to close more deals as well with less enquiries. When the biggest challenge is making the phone ring, Jason is the expert that'll teach you to make this happen. In this 45 minute session (inc Q and A) Jason will be teaching: Unpacking the growth mindset so you focus and generate more warm leads and get more profitable business faster and easier than ever. before. Know the five 'blind-spots' that steal money and business from you that most companies are not even aware of. How to build your own leads generating machine using five effective key strategies. About Jason Hull Based in Los Angeles USA Jason has worked with 100s of PM Companies to help them figure out how to win. He has connected with some of the best ideas in the industry and yet has an objective perspective. He has worked for HP, Verizon, and is the Founder of DoorGrow, OpenPotion, & Gather Kudos. His passion is inspiring others to love true principles (what actually works with rent roll growth). You can catch him on the #DoorGrowShow offering the best tips & ideas in property management. August Session 5 - (To be announced) - How to be Perceived as the Expert and Win the Business You can get quality fees with new business despite cheaper competitors when you focus on impressing them with service, value, trust and expertise instead of discounts. In this session we show you how you can shine and earn more in your marketplace with new business. How to become the expert in your marketplace and be 'the obvious choice'. Why discounting is the most expensive point of difference than all other available points of difference by far! How to stand-out and provide value with real points of difference instead of discounting.