What if the key to property management success isn't adding more doors, but creating deeper relationships with the right clients? Tony Cline and Mark Brower challenge conventional wisdom about growth in property management with surprising mathematical insights about client retention and business value.
The traditional model of chasing door count at all costs often leads to what Mark calls "high-stress, low-touch relationships" built on manipulation rather than trust. Instead, these industry veterans advocate for a fundamentally different approach centered on maximizing value creation by "mining the diamonds under your feet" with existing clients.
Mark reveals a powerful mathematical revelation: adding just 10 doors monthly with a 10% churn rate (clients staying 10 years on average) creates a more sustainable 1,200-door business than adding 30 doors monthly with a 20% churn rate. This insight completely transforms how forward-thinking property managers should measure success—shifting focus from doors added to relationship depth and client lifetime value.
Tony reinforces this concept through his experience creating a specialized downtown loft and condo management business. By getting crystal clear about who he served, he commanded premium fees while confidently guiding clients with specialized knowledge. Both experts emphasize that this approach requires courage—having potentially transformational conversations with owners that invite them to "level up" rather than simply placating them.
Ready to transform your property management business by going deep instead of wide? Listen now to discover how to identify which clients belong in your "crockpot" versus your "blender," and why courage may be the most important skill in your business toolkit. Don't miss the upcoming episode where Mark reveals specific tools for identifying ideal clients and discusses the surprising ways ChatGPT is already changing our industry!
visit pmsuccess.com for more value packed property management related information or to hire Tony as your property management coach.
