FOR PROPERTY MANAGEMENT PROFESSIONALS PRESENTED BY NICHOLAS ILAGAN DIRECTOR OF PROPERTY MANAGEMENT SVNIC 2 Goal of the Webinar Narrow your focus Build a list of contacts Choose your distribution method ID: 446926
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BUSINESS DEVELOPMENT
FORPROPERTY MANAGEMENT PROFESSIONALS
PRESENTED BY: NICHOLAS ILAGAN, DIRECTOR OF PROPERTY MANAGEMENT, SVNICSlide2
2Goal of the Webinar
Narrow your focusBuild a list of contactsChoose your distribution methodChoose your messaging (hook)Understand challenges of external PM executivesHow you can capitalizeSlide3
3Narrow Your Focus
What kind of properties do you want to manage?Office (Class A, B, C)Industrial (Flex, big box)RetailOtherWhat area do you want to focus on?Specific county, city, street Slide4
4Benefits of Narrowing Your Focus
You don’t overwhelm yourselfMore efficient with your time, staffHigher margins (less travel, time, etc.)Leveraged buying power with vendorsGreater market share, marketing becomes easierSlide5
5Building a List of Contacts
Who are you going to reach out to?Property Owners Vendors (all vendors, not just the ones you use)Banks (Loan officers, managers)Title Company RepsOther Brokerage HousesResidential Agents (often Luxury)Slide6
6Choosing a Distribution Method
NetworkingEmail MarketingSnail Mail MarketingCold CallThe shift to “Inbound Marketing”Social MediaTwitterLinkedInFacebookAdvertising & PRSlide7
7Goal of the Touch
Call, meeting or lunch?Needs analysis?Grab their email address?Slide8
8What is your message?
New client marketing pieceProperty Management VideoMaster Insurance ProgramGreenPSFBudget Tune UpBlogEvent (Cocktail reception, dinner, informational session)Announcement (adding Property Management to service offering)
30-day plan
Property Performance PlanSlide9
9New Client Marketing PieceSlide10
10Property Management Video
SVN Miller Email MarketingSlide11
11Property Management Video
SVN Miller WebsiteSlide12
12ADVANTAGES OF MASTER INSURANCE PRODUCT
Great tool to prospect and develop new businessCreates “Stickiness” Between Franchisee and ClientOften Better Coverage at a Reduced RateBuying Power of Sperry Van Ness NetworkNo Penalties for Dropping Properties and Owners Have Ability to Choose Coverage and DeductiblesStrong Competitive Advantage
in MarketplaceSlide13
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NATIONAL SUSTAINABILITY INITIATIVESustainability & Energy Efficiency Made Easy With SVNGreenGreat tool to prospect and develop new business5 minutes to cost savings opportunitiesIncome producing opportunitySimple way to manage:Energy Star dataCompetitively bid projectsBid energy servicesSlide14
14Budget Tune Up
Look at their YTD budget vs. ActualReview occupancyReview InsuranceTalk with your vendors about things like janitorial, HVAC service, parking lot sweeping, landscaping, etc.If you can’t reduce their OpEx and they are happy, going to be difficultSlide15
15Blog
LT solutionFocus on keywordsMarket off of your blogBecome an industry expertLeverage the contentSlide16
16PodcastsSlide17
17Events
Industry Events: IREM, BOMA, NAIOP, etc.Cocktail ReceptionProspect DinnerCause Marketing (Walk, Run, Etc.)Slide18
18Announcements (PR, Social Media, Email Blast)
Case StudiesSurvey ResultsProperty Sale, Performance, MilestoneNew AssignmentNew TenantEventSlide19
1930-Day Plan/ Property Performance Report
Guarantee what you will deliver in the first 30-daysWork with a broker to do a Property Performance ReportSell them on how you will:Increase their NOIIncrease the value of their assetHelp them reach their goalsReduce their riskReduce their headaches Slide20
20National Reach. Local Expertise.Slide21
212014 SURVEYTop 5 Issues Facing PM Companies
Lack of Referrals for New BusinessNeed a Better PipelineFor Future BusinessNeed More Access to Largeror Institutional LandlordsNot Considered a Preferred Provider for Larger or Institutional
Lack of MarketingSlide22
22A COMPANY BUILT ON CULTURE
First Core Covenant Reflects Proactive CooperationCooperating proactively with all brokers and agents and always placing my client’s interests above my ownShowing respect and supporting to my clients and colleaguesHonoring my commitmentsPersonifying and upholding the Sperry Van Ness brandCreating tangible benefits for my clients, colleagues and communityResolving conflicts quickly, positively and effectivelyTaking personal responsibility for achieving my own potentialExcelling in my market area and specialty within the firmFocusing on the positive and possibleNurturing my career while valuing the importance of family, health and community.
Lack of Referrals
for New BusinessSlide23
23COMPETE AS A NATIONAL BRAND
SVN Master Insurance ProgramNeed a Better PipelineFor Future BusinessLargest Savings Achieved for any Owner to D
ate
Smallest S
avings
by any Owner
Average S
avings
by an Owner
Master Insurance Product allows you to compete with other national brands with an additional competitive advantage in the marketplace. In most cases, cost savings to clients (landlords) as covered property management fees.Slide24
24ACCESS TO NATIONAL & REGIONAL ACCOUNTS
Need More Access to Largeror Institutional LandlordsNot Considered a Preferred Provider for Larger or Institutional Slide25
25ACCESS TO BEST IN CLASS MARKETINGSlide26
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Questions, Thoughts, Comments?Nicholas Ilagan nicholas.ilagan@svn.com