How to become a successful BDM

BDM’s fear being seen as pushy sales people and we all know the landlords do not want to be hassled. If you make contact once a week and give value added information, you are not being pushy. 

BDM’s have a tendency to fall into the trap of telling themselves they are too busy to follow up. They will generally write down that they need to call someone for a follow up then let other Property Management issues get in the way. Make the time for these conversations to avoid missing out on possible business!

BDM’s assume that if they don’t get a yes in the beginning, then the prospective landlord isn’t interested. From my personal experience, I worked with a landlord for 18 months and finally converted him when he decided he was fed up with poor communication.

BDM’s assume the prospective landlord will call them back. I hear so many BDM’s raving about how well they did during the listing presentation. Then I ask them when the last time they spoke to the client was and they can’t remember. Have a task system in place where you follow up your hot contacts on a regular basis.

BDM’s don’t understand the power of persistence and don’t appreciate having a detailed follow up system. Once you start to build a large group of hot contacts, having detailed notes makes the follow up calls so much easier.

Put yourself in your customer's shoes and focus on what's going on for them in their lives? What are their fears and concerns about renting out an investment property? What's holding them back from making the decision to go with your agency?