Cashing in on Property Management (302)

In this class we learn how to ‘turn a nickel-dime businesses into a money machine’ by generate revenue from residents, owners, and vendors without losing anyone. We’ll address the contractual issues, policy issues, and challenge of implementation of new fees and charges. We’ll address the ethical issues of who you disclose to, what you disclose, and when to disclose fees and charges. This class is all about making property management profitable.

3 HR Class with Handouts

This workshop is 3 hours and can be taught with (or without) Georgia CE credit. Topics can also be adapted for conference breakout sessions or luncheon events. It is not state specific. See table of contents below.

There is a 3 HR workshop and a one hour conference breakout session available. They are presented differently but basically cover the same topics. See table of contents for both below.

3hr GREC Course #60669


3 Hour Class Description: Cashing in on Property Management 302 (Advanced)

In this 3 hour class we learn how to ‘turn a nickel-dime businesses into a money machine.’  We’ll examine the best kept secret in property management and the number 1 principle you need to embrace to make property management profitable. We’ll differentiate between the transactional and operational sides of real estate and help students dismantle the broker (sales) mindset regarding charges and fees. We’ll also address common excuses brokers make when thinking about revenue streams in property management and identify 4 keys to generating revenue in property management.

Once we’ve laid this groundwork we’ll list 80 different revenue streams managers should consider charging in their management business. Students will learn how to generate revenue from residents, owners, and vendors without risking the relationship. We’ll address the contractual issues, policy issues, and challenge of implementation of new fees and charges after the relationship has already been established.

In the end we’ll address the ethical issues of how and when you disclose fees before and after you learn about them.

This class is all about making property management profitable.

This class can also be reduced to a breakout session (one hour more or less) for a real estate conference.

3 Hour Table of Contents
  1. Best Kept Secret
  2. Property Management is not Like Sales
  3. Dismantling the Sales Mindset
  4. Sales vs. Service
  5. Service Business Terms
  6. Transactional vs. Operational
  7. 4 Keys for Cashing in on Property Management
  8. Owner Sign Up & Marketing the Property Fees
  9. Resident Sign Up Fees
  10. Ongoing Management Fees to Residents and Owners
  11. Excuses
  12. Managing the Property Fees
  13. Move-Out Fees
  14. Ethical Issues
  15. Disclosing

1 Hour Conference Version: Cashing in on Property Management 302 (Advanced)

The conference version is not the same as the 3 hour class. It proposes specific language to add to management agreements (and leases) to ward off the threats of being sued in addition to strategies to buff efforts to drag you into a courtroom battle.

Conference Version Table of Contents
  1. Not State Specific
  2. Best Kept Secret
  3. Property Management is not Like Sales
  4. Dismantling the Sales Mindset
  5. Sales vs. Service
  6. Service Business Terms
  7. 10 Keys for Cashing in on Property Management
  8. Think Big
  9. Ethical Issues
  10. Disclosing

Last fall I attended my first NARPM Convention. Among the many wonderful presentations was a presentation by Robert Locke about increasing cash flow. His ideas were very enlightening. I had no idea there were so many ways to make money in this business. We've started implementing several of his ideas and see the increased profits already. I would take any class Robert offers. I only wish he lived closer to Michigan.
Steve Randall, Owner/Broker of Welch Randall Real Estate, ABR, MBO, Member GaMLS Board of Directors, Michigan

My daughter and I attended Robert's class on Turning A Nickel Dime Business Into A Money Machine and at the end my daughter declared "We're going to use what we have learned and make our department a better 'Money Machine'. Five years later we have seen a trackable increase in revenue and that is ALWAYS A GOOD THING! Thank you Robert for inspiring us and teaching us how to do it.
Kay Rennison, Sr Vice President Meybohm Realtors

As the staff Liaison for the NCAR Property Management Division I coordinate all of the PMD educational sessions. We asked Robert to do an all day class on “Turning a Nickel Dime Business into a Cash Cow.” We were able to accommodate 110 registrants and I still had an extensive waiting list of those wanting to attend. The seminar provided great information, it was entertaining, and our members left with innovative new ways to survive in the management business. We are very pleased with the outcome of this seminar and look forward to having Robert back! If you are looking to put on a workshop on any property management topic – put Robert Locke on your list! You will not be disappointed!
E. Edwards, North Carolina Association of REALTORS®, Assistant Director of Professional Development, Property Management Division Staff Liaison

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