The Win Your Worth Podcast Show: Recent Episodes
Inspired Growth Training
In this podcast, we’ll show you our proven system to get an extra $500-$1,000 per year per property…NO MATTER how cheap your competitors are!
Charging a lease renewal fee is essential for protecting property owners from costly tenant vacancies.
This video and article explain why a fixed-term lease renewal acts like an insurance policy, safeguarding owners from losses of potentially thousands of dollars when tenants leave during quiet periods on a non-fixed-term lease agreement.
By securing a fixed-term lease, property managers offer valuable protection and stability, making a lease renewal fee justified and necessary.
Learn how to confidently charge for lease renewals and use proven scripts to handle fee objections effectively.
Charging for ingoing/PCR (move-in) and outgoing )move-out) inspections is a smart way to boost your fee revenue without resistance from property owners.
This article explores why these inspections shouldn’t be included in the management fee and how to confidently justify them.
Property managers in markets like Western Australia have been charging for these services for years, and you can too!
With the right mindset and effective scripts, you can easily introduce these fees without pushback.
Learn how to break free from restrictive industry mindsets and start charging for more services you provide.
Get the scripts you need to confidently implement these fees today!
Raising your management fees by 1% or 2% can significantly boost your fee revenue to your rent roll, but it starts with confidence and strategy.
This video and article explore how to break free from limiting beliefs and charge more by mastering fee objection responses and creating strong points of difference that allow you to stand out from your rivals.
Whether it’s through effective negotiation scripts or standout services like virtual tours and superior tenant screening, you can justify higher fees and command more respect in the market.
Learn the tools and mindset you need to charge what you're worth and take your rent roll to the next level in profitability.
Many agencies fall into the trap of discounting fees (see the TOP FIVE reasons why below), seduced into thinking it will encourage more rent roll growth when it only causes damage to the rent roll (and no real growth).
This video and article outline the five key reasons WHY agencies discount, including the belief that all owners want cheap fees, pressure from competitors, and the misconception that lower fees lead to faster growth.
Discounting is seen as an easy, short-term fix that erodes profitability and devalues service quality.
Not all landlords are ready for a fee increase, and doing it with the wrong landlords can unnecessarily lose clients.
This article outlines the FIVE TYPES of landlords you should avoid when considering fee increases.
Knowing when not to increase fees is just as important as knowing when to do it.
Discounting fees might seem like a quick fix to stay competitive, but it's a race to the bottom that can severely damage your rent roll (and still not grow it!).
This video and article highlights the five major consequences of discounting, from attracting low-quality clients and repelling top talent to reducing the value of your rent roll and making your business simply unsustainable to operate properly.
Competing on fee alone erodes long-term profitability and growth.
Learn why maintaining strong fees, focusing on service quality, and avoiding the discount trap will safeguard your rent roll and ensure long-term success.
Read on to discover how to protect your rent roll asset value.
Your ‘fee lid’ is your mindset lock determining how much you can charge.
Sure, the market largely determines your management fees (to a degree), but many other additional fees are actually determined by what you believe!
Change what you believe and this changes what you can charge!
This video and article explore the top three common mindset blockages ‘BIG BUTS’ property managers and BDM’s have, such as “BUT my competitors don’t charge that, so I can’t!” or “BUT owners only want cheap fees, so I cannot charge more!”
These ‘BIG BUTS’ limit your potential for fee revenue growth.
Discover how to shift your fee thinking, enhance service quality, and confidently charge fees that reflect your true worth.
Learn how to navigate fee objections and stand out from the competition without fear, breaking through your personal ‘Fee Lid’ for maximum profitability.
When building a profitable, healthy rent roll, knowing what properties to say NO to is just as crucial as to what properties you permit on board.
Many agencies fall into the trap of accepting ‘any property with a roof and front door’, but this leads to higher staff burnout, reduced profit and increased expenses, reputational damage and toxicity that simply makes your rent roll unpleasant to work in.
To help you avoid this pitfall, here are the top eleven property types to steer clear of.
From low-rent and low-grade properties to long-distance or problematic landlords, saying ‘no’ to these will ensure you focus on high-quality, revenue-generating properties.
For a deeper dive, explore these strategies in detail in our book Win Your Worth Secrets.
Creating an effective fee increase notification letter that gets your clients to agree to increased fees is no easy task!
With over 20 years of experience increasing fees, this video and article offer a step-by-step guide to creating a professional and effective fee increase notification.
Learn the eight key email letter strategies that ensure your message is clear, concise, and well-received.
From keeping your tone calm to providing justifications and avoiding apologies, these tips will help you communicate with confidence.
Whether you’re managing a property portfolio or running a business, this guide will show you how to increase your fees while maintaining trust and professionalism.
Stop leaving money on the table, thinking that your management fee should absorb the cost of all of your services and start charging what you’re worth!
Did you know there are eight different types of marketing and inspection fees you can charge in your rent roll?
This video and article break down four marketing and four inspection fee types, helping you maximise your fee revenue and justify the value of your services.
From charging for professional photos and virtual tours to ingoing (move-in/PCR) and outgoing (move-out/final) inspections, these fees reflect the time and expertise you bring to managing other people’s valuable investment properties.
Learn how to introduce these fees confidently and overcome objections with proven scripts.
Charging a repairs and maintenance fee is one of the easiest ways to boost your revenue as a property manager, yet many hesitate to ask for it. This article explains how introducing this fee can be seamless and why most owners won’t question it if presented confidently. With success stories proving that this fee can generate thousands in additional income, it’s time to break the mindset that owners won’t pay. Learn the simple script that makes charging this fee effortless and start increasing your earnings today—without pushback. Stop leaving money on the table and charge what you're worth!
When property owners ask, "But what's the management fee for?" it’s a golden opportunity to explain the value of your services. This article reveals why you should confidently charge for tasks like inspections, repairs, and rent collection—services that many property managers include for free. By shifting your mindset and realising there’s no rulebook dictating what a management fee must cover, you can start charging what you're worth. Agencies that adopt these strategies often face little to no resistance from owners. It's time to rethink your fees and ensure you're compensated fairly for the work you do.
Handling the common objection, "But the other agent is cheaper," can be tricky, but this article arms you with a powerful script to overcome it. By explaining that agents charge based on their perceived value, you can show clients that lower fees often mean lower service levels. Cheaper agents know they can't compete on quality, which is why they undercut on price. With this script, you'll turn the conversation around and demonstrate that your fee reflects your superior service. Master this negotiation tactic and confidently win over property owners who may be tempted by lower-cost competitors.
When an owner says, "But the other agent will get me a higher rent," they’re likely being lured by false promises. This article gives you the tools to handle this objection confidently. By explaining the real costs of vacancy—2% of the annual rent lost for every week the property sits empty—you can show the true value of accurate pricing. The script highlights how overpriced listings can scare off quality tenants and attract the wrong ones, ensuring you maintain your position as the expert. Master this approach and protect your clients from misleading tactics.
Dealing with fee objections like "I can't afford you" can be tough, but with the right approach, you can turn the conversation in your favor. This article provides three effective scripts to confidently handle tricky objections and show clients the true cost of choosing a cheaper agent. Whether it's comparing your fee to a simple cup of coffee or emphasising the risks of poor property management, these scripts will help you stand your ground and prove your value. Master these responses and ensure clients see why your services are worth the investment.
When a client asks for a discount, it’s not a setback—it’s a green light that they’re ready to sign, but want to see if they can get a better deal first. This article dives into handling fee negotiations with confidence, recognising it as part of the real estate game. Clients are testing you, not because they want the cheapest option, but because they need a reliable property manager. By responding professionally, you can close the deal at your full fee. Master the art of negotiation and turn fee objections into opportunities to showcase your value.
When managing high-end executive rental properties, fee objections are common, but your services should never be undervalued. This article provides a key script to confidently respond when property owners push for lower management fees due to high rents. The script emphasises that higher rent means higher expectations, more demanding tenants, and increased responsibility. By showcasing your expertise and the extra work required, you'll justify your fees and demonstrate your value. Stay confident, handle objections with ease, and ensure you're charging what you're worth—even for the most luxurious properties.
Overcoming fee objections is a challenge every property manager faces. The "Cup of Coffee" script, taught for nearly 20 years, is a proven way to handle the common objection, “But the other agent is cheaper.” By breaking down the 1% fee difference into something as simple as the cost of a cup of coffee, you can show clients how small the gap really is. When combined with unique points of difference—like superior marketing tools and handbooks—this script helps clients see the true value of your service, making fee concerns seem trivial in comparison.
When a potential client says, "But my Sydney property manager only charges X%," it's often a negotiation tactic. This article arms you with three powerful scripts to confidently respond, showing the true value of your service. Whether it's explaining about the factory management model that sacrifices quality, breaking down percentage fees versus actual dollar costs, or highlighting the differences between local markets, you'll learn how to counter this objection effectively. Use these strategies to demonstrate why your expertise, market knowledge, and tailored services are worth the investment—ensuring clients see beyond just the fee numbers.
If you're tired of hearing "But the other agent is cheaper" when discussing your property management fees, you're not alone. This article offers three powerful scripts to confidently handle this objection and highlight the value of your services. From the 'We Fix Cheap Agent Service' story to the 'Heart Surgeon' and 'Full Pizza' analogies, you'll learn how to position yourself as the premium choice. These scripts, drawn from our book the 'PM Fee Scripts Secrets', will help you maintain your fees while showing clients why quality service is worth the investment. For the full video and the written article, go to IGTCentral.com.
Darren Hunter shows you how you can easily charge for inspections especially when your rivals charge nopthing at all. Plus we will also show you a great point of difference with Inspection Express. Get the book PM Fee Scripts Secrets- the book is free, just pay shipping- StopDiscountingFees.com
Bronwyn Evans, Director at McAdam & Turnbull Realty in Toowoomba QLD, increased their fees with their entire rent roll by 33.7% extra, and only lost 5% of their properties in the process, being mostly low-quality low-earning clients. In this podcast, Bronwyn reveals her journey of fee income earning, but also one of transformation, realising that what her rivals charge has little to do with what her new fees are. Get the book ‘PM Fee Scripts Secrets’ (just pay shipping) at StopDiscountingFees.com, and join us at the Win Your Worth Academy at IGTMembership.com.
Taylor Coleman from TAPI shares three effective points of difference you can use with your prospects. You can practically stand-out from the crowd with just these three alone! Get a demo by going to TapiHQ.com Get the book ‘PM Fee Scripts Secrets’ (just pay shipping) at StopDiscountingFees.com, and join us at the Win Your Worth Academy at IGTMembership.com.
The Famous Harry Houdini once challenged a prison and announced he will beat it any locked door in a prison cell…but failed, and found that he was trying to unlock a door that wasn't actually locked in the first place. This is a great illustration of how we can have a door locked in our minds towards getting better PM fees, but the door was never locked in the first place. In this session Darren Hunter goes through all of the ‘BIG BUT’ reasons why you might think that you cannot get better fees, and Darren will reveal one by one why you can! Get the book ‘PM Fee Scripts Secrets’ (just pay shipping) at StopDiscountingFees.com, and join us at the Win Your Worth Academy at IGTMembership.com.
Simone Fogarty is a Director and Senior Property Manager with One Agency based in Orange (NSW), and like all markets, she has a lot of rivals with much cheaper fees. This did not stop Simone from increasing her fees to now get an extra 75% more fee income per property every year, on all new business. Simone went through a mindset change and in this episode, you’ll hear her journey of the Win Your Worth mindset change to get better fees no matter how cheap her rivals were, without slowing her growth sign-up rates. Get the book ‘PM Fee Scripts Secrets’ (just pay shipping) at StopDiscountingFees.com, and join us at the Win Your Worth Academy at IGTMembership.com.
Yes, when you get ‘BUT the other agent is cheaper’...it’s a BLUFF! The prospect has already made a decision to sign up with you and they’re simply trying to make a sweeter deal for themselves. That means they had no intention of going to the cheaper agent. In this podcast episode, Darren opens the car bonnet and exposes the cold hard truth of what’s underneath that it’s just a simple confident response from here. Someone’s fees will be won (yours or theirs)…so it may as well be yours! Get the book ‘PM Fee Scripts Secrets’ (just pay shipping) at StopDiscountingFees.com, and join us at the Win Your Worth Academy at IGTMembership.com.
Rent Roll Broker Dean Yeo from Brisbane has sold hundreds of rent rolls over the last ten years and, in this candid interview with Darren Hunter, exposes the big factors that reduce a rent roll sale price, and make it UNATTRACTIVE to potential purchasers. Know upfront what can be fixed now before you find out that it’s too late. Contact Dean at DeanYeo.com or mobile 0499 902 980Get the book ‘PM Fee Scripts Secrets’ (just pay shipping) at StopDiscountingFees.com, and join us at the Win Your Worth Academy at IGTMembership.com.
In this episode (See the previous episode for part one), Darren shows you how (in light of a high % stack with a traditional fee structure in part one) how to ‘bring it home’ and present a strong ‘all-inclusive’ fee. After part two you will see how Darren easily signed up 16.5% and how he’s coached clients to sign up to 18.5%, and you’ll know how to charge a high ‘all-inclusive’ fee as well. Get the book ‘PM Fee Scripts Secrets’ (just pay shipping) at StopDiscountingFees.com, and join us at the Win Your Worth Academy at IGTMembership.com.
In this episode, Darren shows you he had 70% of his property owners choose to sign up 16.5% ‘all-inclusive ‘ management fee percentage, over a ‘seemingly cheaper’ traditional fee structure of a base management fee, plus other fees. In part one, we show you how all your traditional fees stack up as a total %, ready to present an ‘all-inclusive’ fee solution. Get the book ‘PM Fee Scripts Secrets’ (just pay shipping) at StopDiscountingFees.com, and join us at the Win Your Worth Academy at IGTMembership.com.
Jo Natoli started the Rental Specialists over 3 years ago in Sydney’s Inner West and was dismayed at how low her rivals fees were. Despite this initial shock, Jo has since then journeyed to become the best fee-charging agent, whilst still being surrounded by a swarm of cheaper agents who think they need to compete on fees. Get the book ‘PM Fee Scripts Secrets’ (just pay shipping) at StopDiscountingFees.com, and join us at the Win Your Worth Academy at IGTMembership.com.
Tarsi from TheTarsiWay.com is a Rent Roll Valuer for 20 years now and in this insightful podcast, we share with you how cheap fees can DISCOUNT the value of your rent roll multiplier by up to 25%, and cause all sorts of issues and problems for you when you’re ready to sell. Join PM Fee Expert Darren Hunter and Tarsi Hynes rollout some of the awful consequences of what happens when you build a rent roll on discount fees, or not many additional fees. Get the book ‘PM Fee Scripts Secrets’ (just pay shipping) at StopDiscountingFees.com, and join us at the Win Your Worth Academy at IGTMembership.com.
Bronwyn Evans (Business Owner) from McAdam Turnbull Realty based in Toowoomba Queensland is surrounded by a SWARM of cheap agents who have always been cheaper than them. BUT despite this, they added and increased their fees to where they’re now earning 145% MORE in fee income per year/property than what they were achieving before. Their growth rates didn't slow down, and owners are happy to sign up. In this interview, we burst some common fee mindsets that are likely stopping you right now from earning more like ‘owners only care about cheap fees’ and ‘what’s the management fee for?’. Get the book ‘PM Fee Scripts Secrets’ (just pay shipping) at StopDiscountingFees.com, and join us at the Win Your Worth Academy at IGTMembership.com.
Property Management Fee expert Darren Hunter shows you how to charge a quality routine inspection fee, even when all your rivals charge NOTHING! Yes, you can and in this podcast episode, we’ll show you how. This fee alone can seriously BOOST your rent roll fee revenue per year so this episode is worth a listen. Get the book ‘The PM Fee Scripts Secrets’ (just pay shipping) at StopDiscountingFees.com, and join us at the Win Your Worth Academy at IGTMembership.com.
Property Management Fee expert Darren Hunter shows you how to deal with that dreaded query/conversation starter “What are your fees?” Listen to this podcast episode and we promise you’ll see this in a whole new light and your conversion rate will skyrocket…from what you’ll learn in the podcast. In fact, you’ll be looking forward to when you get asked next! Get the book ‘The PM Fee Scripts Secrets’ (just pay shipping) at StopDiscountingFees.com, and join us at the Win Your Worth Academy at IGTMembership.com.
Property Management Fee expert Darren Hunter, together with Rent Roll Growth Expert Deniz Yusuf, discuss the objections where an owner is insistent that you give a discount. Once you reveal WHY you can’t, they’ll be running away from any cheaper agents and will be HAPPY to pay your full fees! We reveal all, in this episode! Get the book ‘PM Fee Scripts Secrets’ (just pay shipping) at StopDiscountingFees.com, and join us at the Win Your Worth Academy at IGTMembership.com.
Property Management Fee expert Darren Hunter together with Rent Roll Growth Expert Deniz Yusuf discuss the NEXT BIGGEST and most common fee objection “BUT the other agent is cheaper”, that so many agents cannot answer, and so end up discounting their fee. Know how to respond with FOUR Scripts that will equip you with what to say, so you can walk away with the business AND your fees with confidence. Get the book ‘The PM Fee Scripts Secrets’ (just pay shipping) at StopDiscountingFees.com, and join us at the Win Your Worth Academy at IGTMemberhip.com
Property Management Fee expert Darren Hunter together with Rent Roll Growth Expert Deniz Yusuf deal with the BIGGEST fee objection of all “If you can match your management fee with the other agent?”, that so many agents cannot answer, and so end up discounting their fee. Know how to respond with TWO Scripts that will equip you with what to say, so you can walk away with the business AND your fees with confidence. Get the book ‘The PM Fee Scripts Secrets’ (just pay shipping) at StopDiscountingFees.com, and join us at the Win Your Worth Academy at IGTMemberhip.com