If picking up the phone makes you feel anxious, sweaty, or full of self-doubt, you’re not the only one. We’re diving into what cold calling really feels like, why so many of us avoid it, and how to rewire your mindset so it actually becomes one of your most powerful growth tools.

We get real about the fear of rejection, the pressure to sound “perfect,” and the impostor syndrome that creeps in when you’re trying something that pushes you out of your comfort zone. These fears often stem from old stories we tell ourselves, like not being good enough or not knowing what to say, but it is possible to flip the script.

You’ll hear a personal story about how a simple, casual conversation turned into a major opportunity—no sales pitch, no pressure, just a genuine chat. That’s the magic of connection. Cold calling doesn’t have to be awkward or scripted. When you focus on building relationships and stay open to the process, the results follow.

We also touch on the physical side of fear—racing heart, shaky hands, overthinking—and give you practical ways to manage it so you can build momentum, confidence, and consistency.

This episode is your reminder that you don’t have to be perfect to start. You just have to start. The more you show up, the easier it gets—and the more wins you’ll create along the way.

“Cold calling felt scary, intimidating, and absolutely exhausting. Maybe you can relate to that. I would get all sweaty in my hands or under my armpits, my voice would be shaky, and I'd find myself talking fast or stumbling over my words.”

- Kylie Walker

We explore:

• Personal experiences with cold calling in the property management industry
• Struggles with confidence, rejection, and imposter syndrome
• Impact of childhood experiences on adult challenges
• Mindset shifts for overcoming fears related to cold calling
• Importance of genuine conversations and building connections
• Embracing discomfort as a part of personal growth
• The significance of rejection and learning from it
• Focusing on relationship-building rather than hard selling
• The value of adaptability and flexibility during calls
• Encouragement for listeners to take action and invest in personal growth

Connect with Done For You Services

Done For You Services - https://dfys.com.au/

Find out about our Done For You Social Media Management - https://dfys.mykajabi.com/done-for-you-sm

Find out about our Done for You Lead Generation - https://dfys.mykajabi.com/done-for-you-lead-generation

Connect with Done For You Services: https://www.instagram.com/doneforyouservices_/

Kylie’s Resources

Property Management Growth School: https://courses.thatpropertymum.com.au/TPM-BDMSchool

Digital Marketing School: https://courses.thatpropertymum.com.au/digitalschool

That Property Mum Courses:

Behind every growth focused property management business is someone working tirelessly to build trust, generate leads, and convert prospects into long term clients.

Growing your rent roll isn’t about one secret trick. It’s about showing up on the phones, in the follow ups, and with a message that speaks to the pain points property investors are feeling right now.

Whether you’re a property manager who’s wearing all the hats or a full time BDM looking to sharpen your process this episode is packed with insights and practical tools that can help you grow your rent roll with confidence.

I chat with Natasha Angelski who is the Team Leader of Business Development at Property Management Partners, supporting clients across Australia with expert guidance and service. With over 15 years in real estate, Natasha is known for growing rent rolls organically, building strong client relationships, and mentoring high-performing teams. Her experience spans residential, commercial, and rural property management, and she brings a practical, results driven approach to every aspect of her work.

Natasha shares what it’s like to go from managing properties to growing the business where success comes from good communication, regular follow up, and knowing the agency inside out.

“ Every business has a different style, so it's very important to speak to the director, speak to the team, understand their style, and understand what they have to offer. You need to know their fees, what kind of promotions there are to offer - understanding the business is key.” -Natasha Angeleski

We explore:

• The biggest challenges and wins Natasha faced moving from Property Manager to BDM
• How Natasha builds trust with leads across different states and markets
• Why research and understanding your agency’s value is key to conversions
• The truth about cold calling and how to make it work without sounding salesy
• Tips for staying consistent with follow ups and building long term trust
• Creative ways to add value during the nurture phase
• Why offers and timing matter during conversion
• How to use existing client data to find hidden leads
• Tools to help you write cold call scripts and value propositions in minutes

Kylie’s Resources:

Property Management Growth School: https://courses.thatpropertymum.com.au/TPM-BDMSchool

Digital Marketing School: https://courses.thatpropertymum.com.au/digitalschool

That Property Mum Courses: https://www.thatpropertymum.com.au/courses/

The PM Accelerate Membership: https://courses.thatpropertymum.com.au/accelerate

Book a Strategy Call with Kylie: https://calendly.com/kylie-tpm/coaching-call

Kolmeo: https://kolmeo.com/

Sensor Global: https://sensorinsure.com/ https://sensorglobal.com/

HD&U Sales Bundle:

Struggling to turn followers into clients? Your shortcut to smarter marketing. Learn how to blend organic content and paid ads into one powerful strategy that builds trust and gets results.

We dive into why organic content, like social media posts, behind-the-scenes videos, and client testimonials, is your secret weapon for building credibility and long-term relationships. It’s all about showing up consistently, offering value, and letting people get to know the real you and what your business stands for.

Of course, organic alone won’t always bring in the leads you want, especially when you’re trying to scale. That’s where paid ads come into play. This episode walks you through using Facebook lead ads the smart way, so you’re not just throwing money at boosted posts and hoping for the best.

You’ll also learn how to make these two strategies work together instead of in silos. For example, using organic content to build familiarity and trust, then using paid ads to retarget those warm leads with a compelling offer, like a free consultation or property assessment. This creates what’s known as funnel synergy, where people are nurtured by your content and guided naturally toward taking the next step.

If you’ve ever felt like your marketing is hit-or-miss, or you’re stuck trying to post on social media and learn ads on your own, this episode will give you clarity. You’ll get a practical, step-by-step look at how to show up online in a way that’s sustainable, strategic, and effective.

“Visibility, trust, and persistence are the keys to growing your business, and when you show up everywhere, your clients will start to notice, I promise you that”

- Kylie Walker

We explore:

• Comparison of organic content and paid advertising in property management
• Importance of a holistic marketing approach
• Role of organic content in building trust and authority
• Benefits of paid ads for immediate visibility and lead generation
• Synergy between organic content and paid ads in marketing strategies
• Actionable tips for implementing effective marketing strategies
• Importance of consistency in posting organic content
• Use of retargeting ads to engage potential clients
• Strategies for testing and refining marketing efforts
• Services offered for managing social media marketing and lead generation

Connect with Done For You Services

Done For You Services - https://dfys.com.au/

Find out about our Done For You Social Media Management - https://dfys.mykajabi.com/done-for-you-sm

Find out about our Done for You Lead Generation - https://dfys.mykajabi.com/done-for-you-lead-generation

Connect with Done For You Services: https://www.instagram.com/doneforyouservices_/

Kylie’s Resources

Property Management Growth School: https://courses.thatpropertymum.com.au/TPM-BDMSchool

Digital Marketing School: https:

Growth - It’s the one word on every property management business owner’s lips right now but also the one thing that feels harder than ever to achieve. Whether it’s privacy laws, limited building activity, or just the competition out there, growing a rent roll today is tough.

Growth isn’t just about more properties; it’s about smart decisions, financial strategy, and knowing when and how to invest in your business. Buying a rent roll can be an incredible growth strategy but only if your current business is strong and your systems are ready to scale. If you don’t have a plan to keep and replace the properties you lose, growing your rent roll can end up costing you more than it makes.

Don’t wait until you need to grow. Get your business in order now! Whether that’s cleaning up your books, revisiting your team structure, or building better relationships. You’ll be more profitable, better prepared for opportunities, and in a position to say YES when that ideal rent roll pops up.

In this episode I chat with Steven Marinucci who is a trusted advisor in the commercial banking sector, with a specialised focus on rent roll funding for the real estate industry. Known as the go-to banker in this niche, Steven brings years of experience and a deep understanding of the unique challenges and opportunities facing real estate agencies. His passion lies in structuring tailored financial solutions that empower businesses to grow sustainably and maximise their potential.

Steven breaks down everything you need to know about financing a rent roll, and why chasing growth without a plan can do more harm than good. From cash flow strategies to retention tips and acquisition readiness, this is a masterclass in building a sustainable and scalable rent roll.

“  You have to remember that 10% of your managements are getting lost every year. Through sales, through mismanagement, through people moving back in, it's around that 10% mark. And if you don't have a plan to replenish that, the bigger you get, the more you need to replenish. So at a thousand managements, you need to find 100 managements every year” - Steven Marinucci

We explore:

• Why so many property management businesses are struggling to grow right now
• Why you keep losing managements each year and what you need to do to replace them
• The biggest mistake people make when buying a rent roll and how to avoid it
• Why organic growth is critical before you ever consider an acquisition
• Why property management only businesses struggle to scale and what to do instead
• How location, profitability, and proximity impact your rent roll’s value
• What banks really look at when approving finance for a rent roll purchase
• How to clean up your P&L and financials to prepare for a future opportunity
• The biggest red flags that slow down or block financing altogether
• How to run a leaner business by rethinking staffing, software, and outsourcing
• Real tips for making money with a 300 property rent roll without overspending
• Why you need to get your finances sorted before the perfect rent roll comes up for sale

Kylie’s Resources:

Property Management Growth School: https://courses.thatpropertymum.com.au/TPM-BDMSchool

Digital Marketing School: https://courses.thatpropertymum.com.au/digitalschool

That Property Mum Courses:

AI is changing how people search for property managers. Are you showing up where it counts?

Discover how tools like ChatGPT are reshaping the way potential clients find and engage with your business. You’ll get easy-to-implement strategies to boost your visibility in AI-powered searches, no tech background required.

In this episode of the Property Management Podcast, I dive into the impact that AI tools like ChatGPT and Gemini are having on our industry. As a former sports journalist and co-owner of a $1 million real estate brand, I’m passionate about helping property managers adapt and thrive. I talk about why it’s so important for businesses to adjust their strategies to stay visible in AI-driven searches.

I share practical tips like using natural, conversational language, weaving in local content, keeping your info fresh, and building strong authority signals. Plus, I introduce a free cold calling ChatGPT tool I’ve created to help you communicate more effectively with clients and prospects. My goal with this episode is to empower women in property management to grow their businesses while balancing career and family life.

“AI is changing how people search. More and more property owners, investors, and potential clients are skipping traditional Google searches and going straight to AI tools like ChatGPT, Gemini, and even AI-powered voice assistants.”

- Kylie Walker

We explore:

• The impact of AI tools like ChatGPT and Gemini on property management and real estate searches.
• Strategies for adapting business practices to improve visibility in AI-generated search results.
• Importance of using natural conversational language in content creation.
• The significance of incorporating local content to enhance search relevance.
• The necessity of maintaining consistent and current content for digital trust.
• Leveraging authority signals from media features to boost credibility in AI searches.
• The shift from traditional search engines to AI platforms for information retrieval.
• Resources are available for improving cold calling and communication skills in the property management industry.
• Empowering women in the property management sector to balance career and family while growing their businesses.
• The future of online visibility focuses on relevance and helpfulness rather than just search engine rankings.

Connect with Done For You Services

Done For You Services - https://dfys.com.au/

Find out about our Done For You Social Media Management - https://dfys.mykajabi.com/done-for-you-sm

Find out about our Done for You Lead Generation - https://dfys.mykajabi.com/done-for-you-lead-generation

Connect with Done For You Services: https://www.instagram.com/doneforyouservices_/

Kylie’s Resources

Property Management Growth School: https://courses.thatpropertymum.com.au/TPM-BDMSchool

Digital Marketing School: https:

What if growing your rent roll wasn’t about more doors but about smarter numbers?

Many property management business owners get caught in the growth trap chasing more properties without realising that profit per property is the true measure of success. If you’re serious about building a sustainable, sellable, and profitable rent roll, understanding and improving your AAMI (Average Annual Management Income) is non negotiable - AAMI is one of the most important metrics every business owner should be tracking.

If you’ve ever focused more on “how many properties” you manage instead of how profitable each one is, this episode is going to be a game changer!

We chat with Aaron Emery who is a property management strategist and business consultant with nearly two decades of hands-on experience in the real estate industry. He works closely with agencies to improve operational efficiency, profitability, and team performance delivering tailored solutions through operational audits, rent roll due diligence, and growth focused business planning. Aaron specialises in uncovering new revenue opportunities, cutting unnecessary costs, and supporting agency owners through expansion, diversification, and performance improvement.

Aaron breaks down AAMI in simple terms what it means, how it impacts the value of your business, and the practical ways to improve it, especially if you’re thinking about selling your rent roll. From setting smarter fees to tightening up your systems and charging for the services you’re already providing, this conversation is packed with real world examples you can start implementing.

“  Always go in as high as you possibly can in your marketplace with your management fees. It stands to reason. If you have a combination of low management fees and lower rents, well then your double a MI is not going to be very high. So the two main focus areas should be a decent management fee. I always like to aim for around that 7%. But of course that's going to determine where you are in Australia and what your average might be for the area. But just aim to always get the absolute highest management fee that you can get” -Aaron Emery

We explore:

• What AAMI (Average Annual Management Income) actually is and why it matters for your business
• How to calculate AAMI in your own business
• The difference between management revenue and auxiliary fees and how both affect rent roll value
• Smart strategies to increase AAMI without adding more doors
• Common income leaks in rent rolls and how to fix them
• Why auditing your rent roll regularly can dramatically increase profit and prevent loss
• Aaron’s top auxiliary fees to add (and what agencies are currently charging across Australia)
• What buyers look for when assessing your rent roll and how to prepare in advance
• How Aaron’s free AAMI calculator can help you track your income potential right now

Kylie’s Resources:

Property Management Growth School: https://courses.thatpropertymum.com.au/TPM-BDMSchool

Digital Marketing School: https://courses.thatpropertymum.com.au/digitalschool

That Property Mum Courses: https://www.thatpropertymum.com.au/courses/

The PM Accelerate Membership:...

Discover how to turn Facebook ads into a powerful engine for brand visibility, lead generation, and long-term business growth.

Whether you've dabbled in ads before or written them off as a waste of money, this episode offers a fresh perspective backed by real-world results from a million-dollar real estate brand.

The discussion kicks off by tackling the common frustration many property professionals face—spending money on Facebook ads with little to show for it. The truth? It’s not the platform that’s failing; it’s the strategy. Learn how Facebook ads, when done right, can be used to build brand recognition, grow your database, and attract high-quality leads.

With a focus on Facebook’s powerful targeting tools, the episode explores how to reach the right audience based on age, location, interests, and life events. This allows your message to be delivered to people who are already likely to need your services, helping your brand stay top of mind until they’re ready to take action.

Listeners are also warned about common pitfalls like boosting posts without a strategy or expecting instant results. Effective campaigns require thoughtful planning: clear objectives, defined audiences, engaging creative, and a reliable follow-up system. Just like building trust in person, digital trust takes time.

Measuring success is also covered, with key metrics outlined such as reach, impressions, video views, click-through rates, cost per result, and engagement. But the biggest takeaway? Prioritise brand visibility. The more people who know your brand, the more opportunities you'll create in the long run.

“This isn't just about shouting out into the void; it's about putting your message and your brand in front of exactly the right people at exactly the right time.”

- Kylie Walker

We explore:

• Effective use of Facebook ads in property management and real estate
• Common misconceptions about Facebook advertising
• Personal experiences and strategies for successful ad campaigns
• Importance of brand awareness in marketing
• Targeting capabilities of Facebook and Instagram for reaching specific demographics
• Common mistakes made by agents and business owners in Facebook advertising
• Importance of structured ad campaigns with clear objectives
• Understanding the time needed to build trust and convert leads
• Key metrics to track for measuring the success of Facebook ads
• Viewing Facebook ads as a brand-building tool rather than just a lead generation tool

Connect with Done For You Services

Done For You Services - https://dfys.com.au/

Find out about our Done For You Social Media Management - https://dfys.mykajabi.com/done-for-you-sm

Find out about our Done for You Lead Generation - https://dfys.mykajabi.com/done-for-you-lead-generation

Connect with Done For You Services: https://www.instagram.com/doneforyouservices_/

Kylie’s Resources

Property Management Growth School:...

What happens when you spend years building a business, only to realise you're not set up to sell it, or worse, you’ve been losing income without even knowing?

Many real estate business owners don’t think about selling until they’re ready to walk away and by then, it’s often too late to fix what’s broken. Trust accounts might not be compliant, agency agreements might be invalid, and hidden income could be slipping through the cracks.

Whether you’re buying a rent roll or preparing to exit, the way you handle this process directly impacts your business’s value, your peace of mind, and your financial future.

In this episode I chat with James Dalton who is a seasoned real estate consultant who formerly led Neil Dalton Consulting, a boutique firm specialising in trust auditing, due diligence, rent roll advisory, and business improvement. The NDC brand is now owned and operated by HD&U.

James shares practical tips and real life stories that show exactly why preparation, professionalism, and proper support make all the difference when buying and selling a rent roll.

  If you're going to buy a rent roll, you need to really think through the return on investment associated with buying that rent roll. And then in addition to that, there's the actual merger of that rent roll into your business - James Dalton

We explore:

• What due diligence really means when buying a rent roll and what happens if you skip it
• The most common mistakes real estate agencies make during a rent roll sale
• What hidden risks and income gaps might be hiding in your portfolio
• Real life compliance red flags that can cost your business tens of thousands of dollars
• Why rent roll agency agreements and assignment clauses are often incomplete or invalid
• How legislation changes are pushing older business owners to sell
• Why you need to start preparing at least 12 months before selling your rent roll
• The power of building strong relationships between buyers and sellers during a sale
• Real estate specific tips on retention periods, transition support, and legal contracts
• How a lack of internal systems can cost you time, stress, and serious money

Kylie’s Resources:

Property Management Growth School: https://courses.thatpropertymum.com.au/TPM-BDMSchool

Digital Marketing School: https://courses.thatpropertymum.com.au/digitalschool

That Property Mum Courses: https://www.thatpropertymum.com.au/courses/

The PM Accelerate Membership: https://courses.thatpropertymum.com.au/accelerate

Book a Strategy Call with Kylie: https://calendly.com/kylie-tpm/coaching-call

Kolmeo: https://kolmeo.com/

Sensor Global: https://sensorinsure.com/ https://sensorglobal.com/

HD&U Sales Bundle: