A good introduction deserves careful follow-through.

Your focus may be changing: larger properties, a different geography or a more concentrated portfolio. You may also meet owners whose buildings sit outside the accounts you want to take on. Those conversations can become useful introductions. We discuss the property, the owner's expectations and the responsibilities a transition needs to cover before anyone commits. The starting point is a building that fits, an owner who wants the introduction and a clear understanding between the parties.

First, we have a principal-to-principal conversation about the building and the reason for the introduction. Next, we review the property's needs and speak with the owner. If the fit is right, the parties establish written management responsibilities, commercial terms and a transition schedule. The handover covers the relevant records, current work, contacts and access arrangements through the appropriate channels. Service begins on the agreed date with the people responsible identified.

We are interested in relationships that continue beyond a single introduction. Recurring referral arrangements can be discussed for suitable accounts and documented separately. The parties agree attribution, the fees included, payment timing, duration and what happens if service changes or ends. Any expectations about future introductions, existing sales relationships or client contact are also discussed and put in writing where agreed. No standard percentage, exclusivity or non-circumvention commitment is assumed by an introduction.

An initial discussion needs only the general location, property type, approximate unit count and why you are considering a referral. Keep resident details and access information out of the first message. We can then arrange the next conversation, establish what information is appropriate to share and review a potential owner introduction.