Deniz Yusuf has been in the sales industry his entire career (even when he didn’t realize it). In 2008, he started in real estate and found his passion as a Business Development Manager. He listed 67 properties in his first year! By his second year, he had leased 191 managements and each year it just kept growing. But by 2013 he was feeling burned out, so he started training.
His session will show you how he achieved the success he did by never giving up.
The secret to growing your rent roll, is about breaking it down and looking at your achievements.
If you are looking to be better at real estate, you need to paint the picture of your success. 2017 is not going to change unless you change!
If you don’t prospect, how will you grow your rent roll?
Three Keys to Winning the Business
Deniz believes that trust is 80% of winning the business.
Most of the time, people already understand the services you offer. It’s trust that gets you in the door to sell the services.
You need to get this filled out incorrectly or you don’t have a listing.
Three Versions of Trust
You are already in difficult position because of the general population’s opinion.
Trust before the presentation:
See if you have competition, see what they’ve been through
You want this answer so you can solve the issue before you get to the presentation
You want to know where your leads are coming from
This way you can help ascertain the value of the home. Try a video CMA!
These techniques are working! They are helping not only convert more people but converting them faster.
Emails needs to include hyperlinks, videos, etc. to show the great content you have. Show them why you should be chosen.
Don’t be scared to be proud of your listings and market them!
Trust immediately before the presentation:
All of these are showing respect.
Trust during the presentation:
Trust after the presentation:
You are always the ambassador for your company. Don’t just feel charming and charismatic after you’ve made the sale – carry that charm and charisma with you always!
Deniz is a full time coach to property management business development managers through his company BDM Coach.
In his own career as a BDM, Deniz brought on 925 new management contracts from an astonishing 1077 presentations within a 48 month period. Not only did the average new property management contracts per month grow from 12 to 34 per month, but the close rate and average fee also dramatically rose.
Deniz works with property management companies all over Australia, New Zealand and the US to help them recruit, build and manage their BDM teams for peak performance. His focus is growing other people’s rent rolls and mentoring them to become market leaders.