PROPERTY ACQUISITION

MANAGEMENT
MODE
Suspect Property Lead Management
for Area Specialist
 Core Purpose

To Consistently Provide
Property Buying Opportunities
for the Company at Profitable
Price Points!
 AREA SPECIALIST
Suspect Property Lead Management
Introduction
The BIG Picture
The Operational Modes

1. Setup Mode

2. Management Mode

3. Hold Mode
 The Tap Principle
1. Controlling Deal Flow

2. Matching Supply & Demand

a. Deposit Shop Buyers
b. Buyers Agents
c. Private Buyers
d. Availability of Private Funds

3. Control and Management Level

a. Area and Suburb Cluster Level
The Slowest Cog Principle
1. As a business we can only move forward
at the speed of the slowest cog.
a. Do we have enough Qualified
buyers, sellers, mortgage brokers,
staff in the right area, technology to
effectively do business at a required
level SUSTAINABLY?

2. Sustainable Growth
 Mini Teams =
Local Property Experts
Area Specialist (Due Diligence Expert)

PLUS

Client Support Specialist (People &

Relationship Expert)

= LOCAL PROPERTY EXPERTS

 Managing the Process
1. Property Leads
a. This is the centre point of the process
b. All activities & tasks relating to bids,
real estate agents etc. will be present
at the Property Lead level
2. Real Estate Agent
a. Mainly for the Call Centre purpose
3. Bids
a. Directly linked to the Property Lead
 AREA SPECIALIST
Suspect Property Lead Management
Introduction
Understanding the Numbers
 Maximum Bid Capacity
1. 360 Bids per Day Maximum
Bid Production Capacity =
Massive Buying Potential
2. 360 Bids @ 1% Success Rate =
Acquiring 3.6 Properties per
Day
3. Controlling Factor: The Slowest
Clog & The Tap Principle
 Understanding the Nos
Key Factors New Existing Total

Av.Listing /Month 200 400 600

Av.Bids/Month 400 800 1,200

basedon2bidspermonthperproperty

Av.Bids /Day 10 50 60
basedon2bidspermonthperproperty

Av. Time(Mins.) 15 5 6:40

Hrs:Mins/Day
 Understanding the Nos
1. Management (The Tap)
a. Area Level
b. Suburb Cluster Level
 AREA SPECIALIST
Suspect Property Lead Management
Management Mode
Property Management
 Core Purpose
Property Management - Suspect Property Leads

To Ensure that Propertybase has

all the Properties that are:

[1] Currently Listed for Sale;

[2] Meets the Selection Criteria

 Core Components
1. New Suspect Property Leads
a. Email Alerts

2. Current Suspect Property

Leads
a. Still Currently Listed
b. Missing In Action (MIAs)
c. Sold
 New Suspect Leads
Email Alerts New Property
Lead Processing Checklist:
1. Notification Email Alert
2. Check In Propertybase = No & Meets Our
Selection Criteria = Yes
3. Upload Yes into Propertybase
4. Due Diligence Yes Suspect Type
5. SAPPV Yes
6. Prepare the Bid Yes*

This can be processed just like a

suspect property lead in the Setup Mode.

* Denotes: Dependent on Deal Coordinator Bid Quotas

 New Suspect Leads
Email Alerts Recently Relisted Property
Lead Processing Checklist:
1. Notification Email Alert
2. Check In Propertybase = Yes BUT
Currently Archived - was listed previously
within the last 60 days
3. Upload Reactivate & Update Everything
4. Due Diligence Fresh Re-Assessment
5. SAPPV Fresh Re-Assessment
6. Prepare the Bid Yes* New Agent =
New Bid Consider previous offers
 Current Suspect Leads
Result: Still Currently Listed
Lead Processing Checklist:
1. Notification Propertybase Activity Task
2. Check Still Listed = Yes (via URL Check)
3. Upload n/a BUT Update where required
4. Due Diligence Check Real Estate Agent,
URLs, Sales History Price, Days on Market
5. SAPPV SAPPV should still be current
unless property been listed for 120+ days
6. Prepare the Bid Yes* Offer less than
before
 Current Suspect Leads
Result: MIA New Real Estate Agent
Lead Processing Checklist:
1. Notification Propertybase Activity Task
2. Check Still Listed = Initially No But
Subsequent Search Yes (via URL Check)
3. Upload n/a BUT Update where required
4. Due Diligence Check Real Estate Agent,
URLs, Sales History Price, Days on Market
5. SAPPV SAPPV should still be current
unless property been listed for 120+ days
6. Prepare the Bid Yes* New Agent, New
Bid - Consider offering less than before
 Current Suspect Leads
Result: MIA Withdrawn from the Market
Lead Processing Checklist:
1. Notification Propertybase Activity Task
2. Check Still Listed = Initially No &
Subsequent Search = No (via URL Check)
3. Upload n/a BUT Update where required
4. Due Diligence Check Real Estate Agent,
URLs, Sales History Price, Days on Market
5. SAPPV n/a
6. Prepare the Bid No
7. Archive Yes (Deactivate all activities)
 Current Suspect Leads
Result: SOLD!
Lead Processing Checklist:
1. Notification Propertybase Activity Task
2. Check Still Listed = Initially No or SOLD
& Subsequent Search = No (URL Check)
3. Upload n/a BUT Update where required
4. Due Diligence Checks URLs, Confirm
Sales History Price, Days on Market
5. SAPPV n/a
6. Prepare the Bid No
7. Archive Yes (Deactivate all activities)
 AREA SPECIALIST
Suspect Property Lead Management
Management Mode
Bid Production
 Rules of Thumb
Suspect Property Leads - Bids
For an Designated Area Once the Setup
Mode is completed & and it is deemed ACTIVE
Management Mode commences Then:
1. Property Management: will commence &
keep going day in and day out.
2. Bid Production: (a) Will be managed &
controlled by the Deal Coordinators and
prepared by the Area Specialists (b) The
Deal Coordinators will determine the
quantities of bids each week for a given
Suburb Cluster based on the TAP & COG
 The Roles & Functions
Suspect Property Leads - Bids
1. Deal Coordinator: The Bid Forecaster - Bid
Controller Bid Releaser.
2. Area Specialist: The Bid Producer
3. Staff Trainer: Quality Controller
4. Client Support Specialist: The Relationship
Manager Bid Manager Opportunity
Finder
5. Negotiator: Bid Negotiator Converter
Trouble Shooter
 The Process Timeline
Suspect Property Leads - Bids
1. 8:00am - 6:00pm: The Area Specialist will
do Property Management and produce the
required bid quotas in Bid Production.
2. 6:00pm - 7:00pm : The Deal Coordinators
will review and release the bids.
3. 8:00am - 1:00pm: The Client Support
Specialist will follow-up the bids.
4. 1:00pm - 6:00pm: The Negotiator will
inspect & negotiate property purchases.
5. 7:00pm - 9:00pm: The Deal Coordinators
process all deal successfully negotiated.
 The End
Suspect Property
Lead Management