We are now 6 months into 2019 and weekly I’m inundated with so many new tech options to help build our brand and personal profiles. At times I personally find this very overwhelming and trying to work out what type of impact the program will have on the agent and how it will be perceived by the consumer. While I could go through a long list of all the rating websites, CRM database programs, general marketing ideas and social media portals. I would rather keep it simple as from April 2019 that is what has worked best for me and many of the BDM’s I work with across the country.
If I could narrow it down to one simple formula that would show you how to be a successful Business Development Manager (BDM) would you follow the steps? The thing is it comes down to two simple words “be interested” in fact lets make that 3 “be seriously interested” in what you can do for others.
The 52-week transformation
Do you ever look back over the last 12 months and say to yourself, “I could have done more.”? If the answer is “Yes”, then it’s time to make a change today and take control of how you will approach 2019.
What if I told you that you could have anything you want in your career if you were prepared to do one thing? All you have to do is focus on ONE key strategy each week for the next 12 months and your year will be even bigger and better than you could ever imagine!
I have employees coming to me on a weekly basis telling me they are not happy and that they want to leave the industry. They tell me they never get the opportunity to speak with the director and that their role is a daily struggle. They tell me when they started, they were just handed a laptop, a phone and the keys to a car they now must manage.
A good real estate BDM has to be multi-faceted as there are so many different aspects to the job. If you like a routine existence in which one work day is much the same as any other, then the odds are that being a BDM is not for you.
Monthly Newsletter: Newsletters should be standard practise. My advice is to send them out monthly to keep production levels high and the communication lines open. You don’t want to oversaturate your clients with weekly newsletters, however, don’t leaving it for more than a month is too long. Send the newsletters out with the end of month ledgers for owners and do the same for tenants.
Choosing the right BDM is essential for any Real Estate Office that wants to achieve fast and consistent growth. Before you even advertise for the vacant position, it is important you understand and develop a proper job description. From my experience, principals often overlook the job description and then wonder why the department is going backwards and not growing. Remember, the energy you put out into the universe for a new BDM is what you will get back in the way of a potential applicant.
Why do some property management departments maintain a steady flow of new clients, yet others don’t?
Over the last 6 years, I have shared many tactics and strategies that work for business development managers. It’s a role many have either attempted, simply not considered or have found difficult to manage.
Over the last three days, I have been visiting offices to conduct coaching sessions where they have allowed me to observe their phone prospecting. While sitting on the sidelines, I found a common trend that makes these sessions more difficult than they need to be and passed along some tips to ensure the best possible result on future calls.
If you find yourself:
“Your Targets Are Only as Good As Your Actions”
A KPI must be measurable and remember what gets measure gets managed. The targets must be stated in clear terms and measurable. A time frame must also be established for all KPIs, with key checkpoints along the way to ensure that the BDM is on track.