The document provides tips on how to profit in property management, including: 1) There are many fees that can be charged to clients such as administrative fees, management fees, application fees, lease fees, and more to generate income. 2) New business is needed to earn these fees and can be acquired through referrals, networking, marketing, and lead generation from websites and online listings. 3) Tracking the costs of lead generation and conversions is important to measure marketing ROI and the effectiveness of different acquisition strategies. Factors like lead quality, follow up, and costs of staff and software should be considered. 4) Elements like easy search functionality, photos, contact options, and social sharing on websites

1. How to Profit in Property Management Moderated by Melissa Prandi, RMP®, MPM®with John Bowen, Andrea Caldwell, RMP®, MPM®, MichelleHorneff-Cohen, RMP®, MPM® and Tom Fanelli

2. Goals For Today's Session Where to Start to Make Money Ways to Acquire clients Referral Programs What’s Cost of a Lead? Property Management Profit Formula The Right Web Presence Maximizing Leads with Search Engines Differentiate From the Competition

3. Where to Begin Making Moneyin Property Management?

4. Fees, Fees, Fees Notice Posting Fees Annual Administrative Fees Management Fees Application/Processing Fees Special Services Lease Only Fees Application Fees Lease Preparation Fees Annual Walk Inspection Fees Set-Up Fees Leasing Fees Pet Application Fees Lease Re-Write Fees Real Estate Sale Referral Fees Marketing/Advertising Fees Pet Rent

5. Expert Panel Proper way to charge fees? DRE Regulations regarding fees? What are some other fees you can charge? What is your source of your Management Contract are you using? Terms?

7. Organic Growth (one at a time)Expert Panel— How did you get started?

9. Make sure you can track it

10. Consider reference selling

11. Video Testimonials

12. Case Studies

13. Speaking Opportunities

14. Networking

16. Pay-per-lead

17. Appreciation expenditures

19. Tom Fanelli,Marketing & Online Presence Guru Thomas M FanelliVP Product MarketingSMB Division/RealPage Over 15 Years of Internet Marketing Business Marketing Coach/SBA 5 Years Running Interactive Agency Specialized Focus on Local Search Focused on Property Management Last 6 Years

21. Quantity

22. Reporting

23. Goals

24. Branding/Awareness

25. Experimentation/Testing

26. Target Metrics

27. Website Traffic

28. Facebook Fans

29. Twitter Friends

30. Referrals

32. What Are You Willing to Pay for a New Owner? $200 $300 $400 $500 $600

33. Marketing Cost Per Lead

34. Cost of Acquisition: Online Marketing Other associated costs: Software, Marketing Materials, Events $500/Owner

36. Analyzing profitable lead sources

37. Ensuring your staff follows up

38. Time Spent Educating Prospective Clients

39. Start up costs

40. Data Input

42. Online Marketing

43. Your Website

44. Conversion Goals Average Site Conversion = 1.5% Quick Contact Conversion = 4.5% + MicroSites Conversion = 9% +

46. Map & List Views

47. View Photos & Video

48. Read Information

49. Share on Social Media

51. Website Action Items Invest In Visual Design Hire a Professional Writer Have Professional Photos Taken Publish Rental Listings* ** Go on your website now….act like you’ve never been there before—if you’re a client is information easy to find? Are there phone and emails present on your landing page? What are your first impressions of your company? **

52. Expert Panel How often should you update your website? Where do you post your rentals online? Should I use video on my site?

53. 3 Facts About Email Marketing 1 2 3

55. Check Compatibility with Email Client

56. Use Compelling Calls to Action

57. Promote Social Media in Template

59. Differentiating From the Competition How Enhanced Marketing Service Can Pay

60. Premium Services Plan

61. Productize Your Business

62. Expert Panel How to you differentiate your services from your competition? What is your “secret sauce”? Have you thought of or do you “un-bundle” your services? Do you target a specific niche of properties or type of clientele?

63. Final Thoughts? Any Questions?