Rent Roll Growth Playbook
Your rent roll is your most valuable asset. This playbook shows you how to grow it strategically through organic acquisition and smart purchases.
What's Included
with business value and income. Australian rent rolls typically sell for 2.5x to 3.5x annual management fees; this means every new property adds significant long-term value.
This playbook covers:
- Organic growth strategies that actually work
- Referral programs for landlords and investors
- Converting sales clients to PM clients
- Digital marketing for property management
- Rent roll acquisition due diligence
- Valuation multiples and negotiation tactics
- Integration and retention post-acquisition
- Building systems for scalable growth
Organic growth strategies
VIP referral programs
Reward existing landlords for referrals with management fee discounts, gift cards, or cash rewards. One agency reported offering Gold Class tickets for referrals (regardless of conversion) plus up to 25% of management fees back for converting referrals.
Sales team collaboration
Every investment property sale is a PM opportunity. Build systems where sales agents automatically refer investor buyers to your PM team. Incentivise the handover and track conversion rates.
Digital lead generation
Free rental appraisals, landlord guides, and property investment content attract landlords online. This playbook includes landing page templates and ad strategies that work for property management.
Investor education events
Position yourself as a property investment expert by hosting seminars, webinars, or workshops. Attracts serious investors and builds relationships before they buy, making you the natural choice for property management.
Rent roll acquisition
When to buy vs. grow organically
Organic growth typically adds 50-80 properties per year for high-performing agencies. Acquisition can add hundreds overnight but requires capital and carries integration risk. This playbook helps you decide which approach suits your situation.
Due diligence essentials
Before buying a rent roll, assess retention risk, geographic concentration, property mix, and system compatibility. Well-managed acquisitions retain 80-90% of properties; poor ones drop to 60-70%.
Valuation and negotiation
Understand what drives multiples, such as retention history, portfolio quality, and operational systems. Learn how to negotiate retention guarantees and earn-out structures that protect your investment.
Who this playbook is for
This playbook is for property management principals and team leaders who want to strategically grow their rent roll. Whether you're focused on organic growth or considering acquisition, this guide provides the framework.
It's particularly valuable for agencies that have stagnated and want to reinvigorate growth, or those preparing for eventual sale who want to maximise business value.
Download your copy and start growing your rent roll.
Rent Roll Growth Playbook
Introduction
Your dormant database represents untapped revenue potential. This guide provides proven strategies to re-engage past leads and convert them into booked appointments.
1. Database Segmentation
Start by categorizing your contacts into three tiers based on engagement history and potential value. Focus your initial efforts on...
2. Reactivation Scripts
The key to successful reactivation is leading with value. Here are three proven scripts that have generated...
3. Timing Strategy
Research shows optimal contact times vary by segment. For homeowners...