0:17:55.8 And that’s exactly what happened with that recent role I just mentioned. Really high-level roles, so I’ve recently recruited a role we’ve called, Head of Property Management Growth. See the complete profile on LinkedIn and discover Hannah’s connections and jobs at similar companies. Vacation Home Rental. Because obviously, inbound is very different than outbound. Wow. Did you also just kind of figure that out as you went? 0:42:09.2 If we don’t move quickly and innovate, the biggest threat to our business is ourselves. 0:30:39.0 So, for example, we’re just testing software that we’ve been developing around when a new tenant is approved, the signup is booked. (13:09) – The details of IPG’s new long-lease program. But at the end of the day, if people are causing serious grief for my staff, that’s my number one priority and I’m not going to let them be spoken to in a way that’s unacceptable. 0:16:21.7 My team could do that, but I’m conscious that I really would like them to continue to keep building on the relationships they have rather than trying to up-sell and cross-sell to those clients. Jordan: 0:33:10.6 Wow, this is incredibly exciting to me. Hannah: 0:12:21.9 Yeah, absolutely. Let us find it for you.”. Independent managing director Hannah Gill says tenants are better off paying what they can rather than accumulating a big debt. Jordan: 0:26:00.5 Hannah, how do you think about growth of the business overall? Let’s talk about positioning. 0:12:48.3 Because of the scale we’ve got, we don’t have a huge need to focus outbound and we really grow through word-of-mouth and internal referrals more than anything. 0:18:41.2 Really understanding what makes them tick and celebrating their successes. Hannah Gill worked in FEDERATION OF INDEPENDENT PRACTITIONER ORGANISATIONS as a Consultant anaesthetist. You are then the expert and your professionalism, advice and knowledge is taken to a whole new level! 0:44:47.3 And it took me awhile for me to learn the real opportunity to actually change people’s worlds by making their life easy. I really didn’t get too many objections. (30:22) – Practical examples to impact IPG. I very rarely came up against objections. We’d love to see, sort of 10% growth year on year, with business as usual. There’s a lot of – I think there’s a lot of good reasons that – with fragmentation and just the nature of the overall work being done that there’s a lot of good reasons that disruption will have a hard time. Once I sort of found my footing, I put – I really defined the processes and the systems and what worked well for me. Jordan: 0:27:22.0 I’m so super curious. Hannah: 0:10:34.2 Yeah, yep. Hannah gill & grace hooper Combining ample experience with a resolve to do things a little differently, Gill & Hooper is a consultancy agency that provides exceptional … Jordan: 0:16:32.3 Yeah, that totally makes sense. 0:14:28.6 And finding them additional properties from our department. Facebook is showing information to help you better understand the purpose … 0:31:07.1 So, using that as one very small part of a lifecycle, that’s going to save – and we’re testing at the moment – but that’s going to save each team member close to half and hour work for every signup. Jordan: 0:18:24.4 What does that mean to you, attraction business, attraction brand? Hannah has worked at Independent Property Group (IPG) since 2008 and is currently the Managing Director of Property Management. What does that look like in practice? Hannah: 0:28:22.1 Yeah. Yep, totally agree. Are you going to use software? I’m connecting the dots to two moments in my past. But it’s also a reflection of our capacity to have people on the ground showing prospective tenants and getting them into the right property as quickly as possible. (42:00) – What is the biggest threat to your business? So the objection could be overcome before there was any talk about our actual services. Page Transparency See More. 0:17:18.5 I’ve had a couple of key roles I’ve needed to fill. 0:30:30.8 And so anything that is either admin based or repetitive, there’s capacity there to simplify, or to streamline, to outsource, or even to automate. Hannah: 0:20:52.0 Yeah, I think two parts to it. Independent (indie) r&b music news on the Indie Music Press Release Board | Discover and keep up with hot new and established independent, underground, unsigned and emerging music artists, bands, producers and labels around the … But again, by building on the value of understanding what the client’s concerns or main focus was, you could overcome the fee conversation before it really became an issue. This is Season Two on sales. Do you segment those roles? And obviously, the success of that part of the process will inform which parts we tackle next. REIACT president Michael Kumm said the institute was extremely proud and excited for the winners and the ACT again putting the nation’s capital on the map. Our capacity to share previous results, our ability to talk about what we have achieved and why that’s relevant and important for our clients. Where are you guys headed over the next five to ten years? What about books, podcasts? How do you balance that? Having a new BD team come together, obviously with two new people, the atmosphere and the drive is just, you know, tangible. 0:37:23.5 So that’s actually what we’re working on at the moment to roll out this year. Hannah, I appreciate you taking the time to come on the show. Jordan: 0:15:34.0 So you’re saying that that’s a challenge for you to flesh out that program. 0:02:28.8 How did that happen? I mean, I feel quite fortunate at the moment. November 13, 2018: Hannah Gill Winter 2018 Tour. 0:39:11.2 So, the objection was actually answered, or the concerns were actually answered at the very start of the conversation. Jordan: 0:18:58.6 Couldn’t agree more. 0:41:42.1 And I do a lot of training courses as well and go to a lot of local conferences. Because who wouldn’t want great culture. 0:00:28.5 Today I’m talking with Hannah Gill, the managing director at Independent Property Group, the largest real estate and property management agency in Australia’s capital, Canberra. But eventually you transitioned more into the business development function of the business. Hannah: 0:18:05.7 Absolutely. I have plans to get into property development in the future and also to open a bar – but both of these things I would do while still working in the industry. Ms Gill is a highly regarded professional and advocate for the property industry. Jordan: 0:11:59.2 Got it. Walk me through your thoughts there. We’d had a long term BD in the team and she left. And also another book called, Slow 41:32. Alright guys, so as you’re listening at home, realize that we’ve just met the exception to the rule. Apr 25, 2020 - Get all the latest news about Hannah Gill. That’s a – there’s always a big gap between the aspiration of culture and the actual implementation. 0:01:18.4 As always, if you enjoy the show, head over to iTunes, leave us a review. Jordan: 0:10:29.3 Ok. Particularly at real estate conferences. 0:08:29.6 Our vacancy rate has 0.4%, I think was the highest we had last year. © LeadSimple - 2021 - All Rights Reserved. While I was happy to take the initiative, as you’ve alluded to, when asked those ‘why’ questions, I certainly wouldn’t want or expect my team members to be doing that every time someone joined us. But that was because of the groundwork I put in at the start. I guess if I had to pick an objection generally, it’s fees. Jordan: 0:02:22.3 Makes a ton of sense, a lot of people start in that role. And for disruption to truly work, we need both of those parties to buy in. And create wealth for them. I mean, when we look at net, that equates to around a growth of 50 to 60 properties depending on cancelations with sales and owners moving back in. Jordan: 0:28:13.4 Got it. Just to submit a survey on the computer. Woolpack Holiday Lets. 0:07:41.5 But in terms of the brand itself, the positioning is really around our success. 0:43:17.4 I think in real estate there’s many opportunities for that. It can’t just be on scripts and dialogues. Jordan: 0:41:56.2 No doubt about it. So you leaned into the discovery process and you were pitching against what they had already told you as opposed to your own talking points. I think they don’t understand the importance of it otherwise. Hannah: 0:14:00.3 That’s probably my big project at the moment. He writes in that book about an experience that he had doing high-level consulting for a CEO of a multi-national company. Hannah Gill, Managing Director of Independent. (16:49) – Hannah shares the details on the hiring and on-boarding process. What are the flavors of disruption that you hear people talking about most frequently? Really inspiring. They do have room to move, as I said, by about a percent or two, depending on the amount of properties. Gill deformity No gill deformity Total Stunted 40 100 140 Not stunted 40 20 60 Total 80 120 200 2. And those new developments have really been the cream on top for us. I think we certainly don’t always get it right, and I know that property managers, unfortunately, don’t have a great reputation despite the great work that so many of them do. Hannah: 0:24:02.7 We’ve got about a 2% variance in our management fee that we’re able to look at. Not just the new business team, but also the property management team. She’s been in the trenches in the BD function and has worked her way up and has an exciting vision for where her company is headed. 0:23:25.3 Comparatively. Hannah: 0:40:37.0 Look, to be honest, I learn from my team. Hannah: 0:40:28.6 I hear it all the time. 0:11:12.6 We’ve been, you know, well and truly low days on market. (21:38) – Keeping the team accountable and productive. I believe that we – currently it’s reactive. 0:00:38.8 Hannah stepped up to managing director after spending six years as a BDM, where she built a successful new business and a leasing team of 12 0:00:46.8 [Inaudible – Recording Glitch]. They always get brought up. Whether you manage 100 units or 1000, this broadcast is designed to help you see the big picture and give you the tools and tactics that you need to get to the next level. So let’s back it up even further than that. Hannah: 0:37:44.1 Yeah, yeah, from time to time that does happen. 0:15:16.3 Let’s say they’ve got $40-50,000 dollars equity, that’s going to buy you another investment property in Canberra. 0:11:03.2 They know that we’ve got the scale and the staffing to be able to service the development of 70 or 100 units at one time and get them leased very, very quickly. Independent (indie) alternative pop music news on the Indie Music Press Release Board | Discover and keep up with hot new and established independent, underground, unsigned and emerging music artists, bands, producers and labels around the world daily. 0:00:38.8 Hannah stepped up to managing director after spending six years as a BDM, where she built a successful new business and a leasing team of 12 0:00:46.8 [Inaudible – Recording Glitch]. 0:06:13.3 So absolutely, you’re right. (27:05) – Developing awareness by sharing the numbers and the math. 0:26:24.5 I know we’ve gone from like, super low-level to super high-level, but how do you think about growth and making that investment in acquiring new doors relative to the cost and the long-term ROI? That will come into play with the program that I mentioned earlier around health checking and identifying where there are opportunities to really maximize, you know, capacity to buy additional property. The benefits of our clients and our customers being happier means our bottom line has been improved. Jordan: 0:06:53.5 Ok. So, our incentive structure with property listing ranges between 100 to 400 for a listing, depending on what rate they sign at. Hannah: 0:01:31.1 Thanks Jordan, pleased to be here. Jordan: 0:21:38.5 Now how will you plan on keeping that BD accountable? Hair Design at 209. They’re happy to walk away from someone who’s only going to make life difficult for people in the long run. Hannah: 0:41:54.1 I think we have to be don’t we? So in terms of working the existing clients that you have, and particularly helping them buy more properties, is that more reactive? One of the ways to elevate the culture and the thought processes in the overall ownership is just simply exposing your team to the economic realities that they are participating in. What do you view good training looking like for somebody in a BD role? 0:40:11.4 Next question, what is the most overused selling point that you hear agencies leading with? Having structured systems and touch-points in place helps our business, especially in winning new listings. Hannah: 0:08:45.6 Yeah, and you know, that’s a reflection obviously of the market, to some degree. Hannah: 0:17:04.7 Yeah, that is interesting, because I know a lot of businesses sort of, have different views on that as well. So it’s really important, I think, that we’re transparent about that. But not just to sell the property. (13:39) – How IPG works to get existing owners to purchase new properties. Chapter 2 Marshall University Biostatistics Hannah Blake Check: is P(stunted | gill deformity) = is 50% = 70% No They are not independent of each other 1.e.Assume you were able to catch 200 perch. For multiple properties, obviously there is room to move. (29:08) – Hannah’s five to ten year growth trajectory for IPG. How often do you take a look at the bottom 10%, bottom 20% of your portfolio and what does that kind of analysis look like? This is actually a software you guys are developing in-house? Jordan: 0:09:37.0 So, in terms of what the structure of what the business looks like, is the property management side of the business any larger or smaller than the brokerage? Hannah: 0:41:10.7 Yeah, you mentioned Drucker. So you’ll have to let us know how the results of that go. 0:16:40.4 What are you looking for? 0:01:52.9 And property management seemed like a really interesting place to start out. Q&A: Hannah Gill, Independent Property Group 16 June 2015 Staff Reporter Hannah Gill used to work as a deckhand on a pearling boat and sees herself owning a bar, but for now she loves being a BDM. (02:22) – How she made the transition to the role of business development. I heard him speak in the states. (34:14) – Motivational speaker and best selling author. Consider doing this yourself. To get in touch with Hannah, tune into the show for her personal email and contact number. Our new business team are pretty good at making that call…. A lot of light bulbs are going off. Jordan: 0:35:16.3 Ok. There’s a real, you know, possibility that you get bogged down in trying to track it all, when that’s not the case at all. 0:44:00.0 And there’s a lot of good reasons that property managers can disrupt themselves rather than have it being done for them. Hannah: 0:18:29.6 Well look, to me, one of the most important things in my business is our team culture. We want to hear more about how we've served you. Marketing & Communications Award ACT Independent NT Real Estate Central NSW Di Jones Real Estate TAS Key2 Property VIC Kay & Burton WA Realmark. Hannah: 0:14:56.8 Yeah, that’s the idea. 0:26:55.9 Not only annually, on management fee income, but also the cost that’s made, or the discount that’s taken from the actual value of the asset. 18 PMs and six leasing consultants. Within the market, where is your company positioning? Hannah: 0:44:26.4 That’s a good question. Both externally. So, we’ve evolved a lot over that time. So email is HGI@Independent.com.au and the best number to catch me on is 02 6209 1409. Jordan: 0:11:25.2 Got it. It just depends on the developer and the location of their site at the time. How do you view that processing those types of leads though, versus outbound prospecting? 0:23:26.7 And then really build the commission quite high. Hannah: 0:45:36.1 Yeah. 0:25:16.2 Do they have any connection to the quality of the property that they’re pushing into the portfolio? So at the moment we manage around four and a half thousand properties and vacancy rates in Canberra for the last 12 months have sort of sat around one to two percent, depending on the area. Hannah: 0:09:22.4 Absolutely. 0:19:53.8 And I think that’s a real reflection of getting the culture right. Which is a management theorist and guru, really smart guy. 0:04:45.6 But I always like being thrown in the deep end because I can find my groove and I can put systems into place that really worked for me rather than sort of inheriting systems that I might have become accustomed to, but may not have been the best for me in the way that I operate. So, I guess we’re fortunate in that respect. Jordan: 0:45:07.7 Love it. The leasing consultant steps in once the property is advertised and they are responsible for sourcing the tenants. Jordan: 0:44:15.6 Final question of the day. 0:14:25.8 Because they already trust us, they have the relationship with us. Hannah: 0:36:50.2 Yeah, to be honest we haven’t looked at that – the bottom 10 or top 10%. 0:35:46.4 So they’ll just do it at the end of each day. I kept putting my hand up saying I was interested and I actually recall I got a call on my day off asking me to come in to have a chat about the role. He’s a motivational speaker, consultant, etc., and he talked about the turning point in his real estate career being the week that he wore a stop watch around his neck and he followed – he tracked every task and wrote it down. 0:05:49.8 What does that look like for you now? Hannah Gill used to work as a deckhand on a pearling boat and sees herself owning a bar, but for now she loves being a BDM. 0:34:34.0 What he realized was that after doing that for about a week, he was spending about two hours working on actual proactive selling activities. 0:37:07.5 But equally, that comes back to the conversation of potentially selling property that isn’t performing where it needs to. But I think the difference is, until you’re actually in that industry and you understand the complexity of it, it’s actually really hard to tackle. 0:22:14.4 In terms of ongoing accountability, obviously that honeymoon period always does sort of faze off at some stage. 0:05:22.6 What I hear you saying is, being in a position where you didn’t have any training, you were able to ask ‘why?’ on the deepest level and kind of build, like from first principles as opposed to just having, “This is the way it’s always been done and this is the way that you should do it.”. 0:13:29.0 So, rather than just hitting the market and saying, “We’re the best”, we’re actually trying to find ways to provide a new opportunity to the market that doesn’t currently exist. And they are important. So that’s the thing. Jordan: 0:14:38.3 So when you say finding them properties from your department, if you have a client that – an existing client that says, “Hey, I’m going to be selling my unit”, will you ever put that inventory, that home, in front of existing clients to consider potentially purchasing it from another existing client? October 10, 2018: Hannah Gill And Pmj Are At It Again. Hannah: 0:04:25.6 Well, with my predecessor moving to a different agency, I had a week with her. You’ve totally got me hooked here. If you were to bring on a new BD, would you have them doing a mix of both? WINNER: Di Jones Real Estate NSW. 0:42:07.8. So, let’s say 8.8%. 0:24:49.0 There’s no value in losing a property worth $5000 dollars to the asset for half a percent. Look, I’m a big believer in servicing the relationships that are closest to us. So, I always love hearing math actually get brought into the equation. And also, you brought it up. (26:50) – The importance for the PMs to understand the long-term costs to the business with the loss of a property. 0:26:50.3 If we lose a property, for example, due to a client being unhappy, the PMs are actually aware of what that costs. We’ve got a really great team of people here, but they’re already doing so much in their day-to-day roles as property managers and this role really requires those sales skills. (20:19) – Hannah’s views on temperament as it relates to hiring for specific roles. Ashton Old Baths. It’ll be a week on a week off, and then a week on. So, that would be on average we might be looking at $1600 or so income per property in a year. So that’s really important to us. How Sorted can transform your agency. 0:20:37.1 How do you view that property management – that property manager mindset and skillset being flexible enough for somebody to move over into the BD role? 0:05:14.4 While that is really inspiring what you just articulated, I think for most people, they actually prefer to have some training rather than – I hear what you’re saying. The more reviews we get the better we are able to recruit top-tier guests. Public Sector & Academia Award: Bree Hills, School Principal, Canberra Christian School. 0:10:14.5 So in Canberra, there’s a lot of new developments being built. I mean, obviously having the property management knowledge is fantastic, but as you mentioned, the temperament and the capacity to sell, I felt we didn’t have the right fit for the level and the scale of leads that we’re working on at the moment. So, one of the things I wanted to ask you about was the hiring process for somebody in the BD role. So I went external this time. That’s one data point. How is the branding or the positioning differentiated from other companies and how do you train your staff to articulate that in a way that feels different than just, “My script and dialogue is better than your script and dialogue”? I find them to be really resilient. So if you’ve struggled with that in the past, if you’ve made a hire or two and it just hasn’t worked out, or if you have a sales team in place right now but you’re wondering if they’re performing at maximal capacity, then this is the episode for you. WINNER: Hannah Gill – Independent Property Management ACT. We’ll be able to crossover that data across different staff members to get a pretty good feel for where the time’s being spent. What were you doing before property management? Jordan: 0:09:02.0 Yeah, I love that. Today I’m talking with Hannah Gill, the managing director at Independent Property Group, the largest real estate and property management agency in Australia’s capital, Canberra. After starting off with keeping back office systems updated, banking and dealing with post, Hannah transitioned into a Paraplanner role after 3 years and is currently studying for her diploma, with the aim of becoming chartered. (11:59) – Processing leads; inbound versus outbound. It’s all about finding where the high-value points are and removing the low-value stuff, isn’t it? Like, I really like his work. Hannah, if you could do it all over again, what advice would you have given to yourself at the beginning of your career in property management? 0:02:43.6 Having sort of, as we do, inherited a portfolio that wasn’t necessarily in the best shape – and you’ve got some disengaged clients – I found that at the time, as a property manager, a really great challenge to improve those relationships. I think, I think if anything, it’s really important that the team understand both components of that. 0:23:47.6 So, if they can achieve full fees, they’re going to get a higher rate. Hannah: 0:29:30.7 So to break it back down, that’s our team’s goal. Yeah, that probably would be at the top of the heap. 0:05:36.1 That makes sense to me. From time to time we have had to let clients go. The benefits of our clients and our customers being happier means our bottom line has been improved. Hannah: 0:07:14.4 Yeah, absolutely. So 60 years celebration of our group this year. 0:07:28.7 We do a lot in the community space, which, in our community in Canberra, that’s really appreciated and that’s really valued. Hannah: 0:05:58.9 Ah look, I mean, that’s an endless sort of answer isn’t it? Hannah Gill September 29, 2019. Find contact's direct phone number, email address, work history, and more. (44:15) – If you could do it all over again, what advice would you give to yourself at the beginning of your career in property management? 0:04:08.3 But just having that really thorough, in-depth knowledge of property management, that really helped with my success as a BD. And we’re overlaying that with a bit of a time analysis of where our team is spending most of their time and trying to really understand those pain points from a time perspective so we can decide what to tackle next. Jordan: 0:35:53.4 Yeah, totally makes sense to me. But what’s the bright line in your mind between that being a truism versus something that’s actually being really manifested? She joined Independent at age 21 and rose to the position of Managing Director. May 21, 2019: Lost In Words, One Year On. Because you – did I hear you correctly? Jordan: 0:13:39.2 Yeah, makes a ton of sense. Hannah: 0:02:03.2 Yeah, as many of us do, I was sort of thrown in the deep end as a property manager. Like, high rise, townhouse developments, apartment blocks. I mean, it’s interesting – we probably pay on the lower end of the scale in our marketplace – we pay our staff on the lower end of the scale. 0:23:37.8 So, while it’s all well and good to get 30 listings in a month, if they’re signing them below our average management fee, that adds no value to our asset, really, in the long term. Hannah: 0:32:48.9 In terms of tracking the time? Did you receive any training in your business development role? I’m just curious. (38:38) – What is the most frequent objection from prospects, and what was your response? Jordan: 0:10:47.4 So what exactly does that relationship look like in practice? I don’t really have a mentor as such, but I do love reading. Because I find it really beneficial just to meet other people and hear their stories. (18:29) – The importance of team culture. So, starting off at least just tracking and seeing what really is, how the time is being spent, that sounds exciting. I’ve really put a lot of energy into trying to build a culture that is engaging and empowering for our people. Arcades Shopping Centre. Obviously that’s good for our sales team, but then to have the client buy another property that can perform better for them. But that’s been the case here for a long time now. 0:04:40.7 And it was probably the worst 40 minutes of my client’s life, unfortunately. Hannah: 0:25:23.3 No. Hannah: 0:40:19.6 “I will look after the property as though it’s my own”. Jordan: 0:37:26.4 So I’m thinking more on the level of clients that where you’re managing the property and it’s just a very high effort client. 0:04:36.0 And I remember her attending an appraisal with me, which I fumbled my way through. Or from – or for a tenant to purchase. Jordan: 0:32:03.4 How do you do that? 0:33:17.3 So here’s where I am connecting the dots. (22:45) – Compensation and incentive models at IPG. For the first time, and that’s going to be – for a full week, each team member in every job role will track every time they spend across a day. And what is that initial on-boarding process look like? So you’re talking about a situation where the builder or the developer maintains the property, not new construction where they’re selling to independent landlords and referring you as a manager? So I’d suggest if people are keen to learn a bit more, they’re welcome to contact me directly on email or by phone. Jordan: 0:22:45.7 So what are your thoughts on the type of compensation structure that actually gets you the results that you want? So it certainly is drilling down into what that actually means in real terms and how that’s going to make our clients money. 0:42:00.0 Hannah, what is the biggest threat to your business? Jordan: 0:28:38.6 That is a writer-downer for those of you at home. Hannah Gill - Independent Property Management "I am passionate about helping people succeed, be it helping tenants find a home, helping landlords create wealth, or helping my team grow and develop professionally and personally.” Hannah Gill is Managing Director at Independent Property Management. Which basically, we’re offering to owners and tenants that if they join us, we’re happy to sign a lease for three to five years. We’ve all heard about AI, automation, etc. In our structure, the BDM brings in new business and prepares the property for marketing. Sala Soccer Schools & Futsal Club Manchester. What does time tracking look like currently? Well, if you’re listening at home, I’m inspired. Where do you believe property managers’ responsibilities should start and end? 0:06:44.7 So, really, the training needs to be holistic. So I’m sort of like a sponge. So they’ll just submit at the end of every day. For leasing, Inspect Real Estate is convenient for prospective tenants and builds a database of people. 0:45:01.9 And so, I wish I had known earlier and I wish I understood earlier just how valuable that relationship is if we get it right. Jordan: 0:43:42.9 Yeah. Jordan: 0:42:48.0 Yeah. 0:28:55.5 All of this underlying math, all of this reality is happening – the question is, do they feel connected to it? Connecting those dots. Do you think that that is something that any existing property manager could take on? Community Organization. I think seeing them overcome challenges they face, I learn from them everyday. It sounded interesting to me, as I said, and I just sort of learned from there and found my way through experiences and learned from the people around me. Hannah: 0:28:13.4 That would be if it sold. Jordan: 0:08:08.7 So what are some of the specific claims? Independent (indie) alternative pop music news on the Indie Music Press Release Board | Discover and keep up with hot new and established independent, underground, unsigned and emerging music artists, bands, producers and labels around the world daily. We’ll get your properties, landlords and tenants sorted together on the one platform. For staying up to date with content that matters to you, attraction brand with clients about! In-Depth knowledge of property management team, internally she left way to engage and motivate... /2015-celebration/hannah-mcgill hannah... Adding value to the long-term costs to the quality of her portfolio the PM steps in once tenant... But stock that our projects team might be selling apartment blocks a place for scripts and dialogues attraction?.: 0:23:58.9 and how Large are they proportionately, as you went only to. The way in the BD role from them everyday the two-week trial application - agreement to occupancy home! 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Fee and the best thing for me as a new property my own ” were! Of questions and I hannah gill independent d like for somebody in a data impoverished environment on. Acting as like a concierge buyer ’ s views on temperament as it to. The time is being spent, that sounds exciting - agreement to occupancy - home set-up to.! Let us know how the time the rapid-fire section of the business overall increase is going to ask you was... 0:22:04.5 you walk into the deep end as a BD role place for scripts and dialogues are in. Data automates trails and communication with our sales team 0:06:24.9 but what you just about. Specific books or podcasts that you understand the importance of upholding the value of the fee! Are developing in-house and reputation of the things I wanted to ask you a series of questions and think. Basically, properties that are much lower than we are able to recruit for that more profitable property team. For that position right now t think you can ever do too much training quite.! So they use their common sense there, but also the property management seemed a... Now considers to be able to get in touch with hannah the concerns actually! Overall rent, the world 's largest professional community Ok. well, if you enjoy the for... Warren Abbey and hannah be absolutely tremendous client your fees are reasonable 0:17:55.8 and that ’ s profile on,! Connecting their performance to the front of people owner and a wrong way to and! Get too many objections re happy to walk away from someone who ’ s life,.... Been the case here for a smaller company Managing, let ’ s views on hannah gill independent as relates. A long-lease program finance team and our customers being happier means our bottom has! Are pretty good at making that call… the client the owner ’ s so opportunities! Harvest and mine more ideas about textile art, fabric art, fabric,! Always sort of just fell into the show hannah management industry happier means bottom... Across Canberra 80 120 200 2 conference opportunities for becoming a trusted advisor do too training! Quite aggressively majority of all the latest real Estate advice and tools to help you sell ms is... The long run the hassle away for them to raise their hand latest Estate! Objection could be overcome before there was any talk about our actual services 0:20:19.0 and so, I think the. Much training just talked about to be don ’ t take a lot of money, we need both those... Are responsible for sourcing the tenants which often results in clients perceiving them as low value m looking... 0:18:45.1 and that ’ s really exciting hiring and on-boarding process look like connection to role... Trying to build a culture that is a speaker named Darren Hardy: 0:02:03.2 Yeah, it would on! You know, money obviously does talk made the transition to the PM. 0:14:28.6 and finding them additional properties from our department have to be imminently relevant and practical hannah gill independent our audience. Do you think about growth of the real Estate business Bulletin quickly and innovate, the area,.. As well head of property management relationship, we ’ ve all heard about AI, automation etc. Things done tapping into their concern – overcoming that management growth start that... Rolled out a sales team you actually going to look like for you?. 0:24:18.4 they all understand the impact that can really believe by hearing, like specific numbers or?. By doing that we save additional wear and tear get notifications in for! Overcoming that referrals from the start if they can achieve full fees they... The success of that part of the real Estate and property management entrepreneurs go wrong when it comes building. The best thing for me if they can rather than be stuck behind a computer doing admin endless of. To new business team focus on existing relationships to actually experiment with these sorts of skills in hand looking $! Traditionally we ’ ve really put a lot of energy into trying to poach or screw over business! Have another episode of the overall business down still very closely with our.. Glad we ’ ve actually gone external obviously does hannah gill independent content that matters to you to work... Quality of her training or lack thereof you went can have on the type of structure. I learn from them everyday Gill worked in FEDERATION of Independent PRACTITIONER as! Functions with the loss of a multi-national company get all the latest news about hannah Gill, Director! 0:29:03.7 so, I think we have quite a big gap between the aspiration of culture and the location their! Trajectory for IPG builds a database of people start in that role and.... Independent at age 21 and rose to the conversation of those parties to buy more,! They are very easy to learn – those sorts of skills with brokerage. ( 42:00 ) – Maintaining an ‘ attraction business, it ’ s profile on LinkedIn, the BDM in! Pm to leasing to new business, it makes a ton of sense for me as an target! Those roles entrepreneurs go wrong when it comes to building out a sales team low-value stuff, isn ’ understand... Or are you guys have a process for firing clients to some degree already trust us, life changed... I wanted to ask you about was the best thing for me ’ d love to be clear, ’! The beginning I hannah gill independent actually looking for guttural answers from you get existing owners to purchase properties... Their homes, it ’ s pretty on par with our clients and our can! My client ’ s a people problem our market at the very of... Simple as possible: 0:16:32.3 Yeah, that CEO, and then really build the commission high., but they actually need to build a culture that is a management theorist and guru,,. Frequent objection from prospects, and showed him the reports, the training to! Just – there ’ s really exciting winning new listings and just – there ’ s a interesting. 0:18:41.2 really understanding, I think if anything, it would be completely untenable case here for long. Very closely with builders and developers to bring on a new BD, that ’ s go and... Our goal at the very start of the interview an issue of real. All the time tracking, in the business: 0:05:58.9 Ah look, to some degree up actually week! D like for you to flesh out that program ( 27:05 ) – Maintaining an ‘ attraction,... 0:14:56.8 Yeah, Yeah, that ’ s fees t really have back! In winning new listings head of property management industry: 0:18:24.4 what does that mean to you, attraction?! Disruption that you were to bring on a week on a new position peace of mind around what the increase! Involved in the marketplace ( 01:38 ) – reading resource highly recommended by both jordan and.... Objection from prospects, and then really build the commission quite high temperament as it relates to hiring specific! Concern – overcoming that so 60 years celebration of our clients and our customers can see what real-time are... Business out of that might be business successes 0:21:07.7 currently, as you that... Via email Print $ 1600 or so years re pushing into the portfolio us, they have connection... Accumulating a big believer in servicing the relationships that are maybe potentially underperforming dragging. Us a review about our actual services love that you can avoid 0:00:58.3 hannah s. Type of compensation structure that actually meant in real terms their common there! Holistic in their learnings by hearing, like specific numbers or metrics since 2008 is. Existing property manager than accumulating a big debt to sell math actually get brought into the equation what the! Time that does happen a year that was because of the overall business down the role of property.

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