/**
* Note: This file may contain artifacts of previous malicious infection.
* However, the dangerous code has been removed, and the file is now safe to use.
*/

/**
 * @file
 * Pathologic text filter for Drupal.
 *
 * This input filter attempts to make sure that link and image paths will
 * always be correct, even when domain names change, content is moved from one
 * server to another, the Clean URLs feature is toggled, etc.
 */

/**
 * Implements hook_filter_info().
 */
function pathologic_filter_info() {
  return array(
    'pathologic' => array(
      'title' => t('Correct URLs with Pathologic'),
      'process callback' => '_pathologic_filter',
      'settings callback' => '_pathologic_settings',
      'default settings' => array(
        'local_paths' => '',
        'protocol_style' => 'full',
      ),
      // Set weight to 50 so that it will hopefully appear at the bottom of
      // filter lists by default. 50 is the maximum value of the weight menu
      // for each row in the filter table (the menu is hidden by JavaScript to
      // use table row dragging instead when JS is enabled).
      'weight' => 50,
    )
  );
}

/**
 * Settings callback for Pathologic.
 */
function _pathologic_settings($form, &$form_state, $filter, $format, $defaults, $filters) {
  return array(
    'reminder' => array(
      '#type' => 'item',
      '#title' => t('In most cases, Pathologic should be the <em>last</em> filter in the &ldquo;Filter processing order&rdquo; list.'),
      '#weight' => -10,
    ),
    'protocol_style' => array(
      '#type' => 'radios',
      '#title' => t('Processed URL format'),
      '#default_value' => isset($filter->settings['protocol_style']) ? $filter->settings['protocol_style'] : $defaults['protocol_style'],
      '#options' => array(
        'full' => t('Full URL (<code>http://example.com/foo/bar</code>)'),
        'proto-rel' => t('Protocol relative URL (<code>//example.com/foo/bar</code>)'),
        'path' => t('Path relative to server root (<code>/foo/bar</code>)'),
      ),
      '#description' => t('The <em>Full URL</em> option is best for stopping broken images and links in syndicated content (such as in RSS feeds), but will likely lead to problems if your site is accessible by both HTTP and HTTPS. Paths output with the <em>Protocol relative URL</em> option will avoid such problems, but feed readers and other software not using up-to-date standards may be confused by the paths. The <em>Path relative to server root</em> option will avoid problems with sites accessible by both HTTP and HTTPS with no compatibility concerns, but will absolutely not fix broken images and links in syndicated content.'),
      '#weight' => 10,
    ),
    'local_paths' => array(
      '#type' => 'textarea',
      '#title' =>  t('All base paths for this site'),
      '#default_value' => isset($filter->settings['local_paths']) ? $filter->settings['local_paths'] : $defaults['local_paths'],
        '#description' => t('If this site is or was available at more than one base path or URL, enter them here, separated by line breaks. For example, if this site is live at <code>http://example.com/</code> but has a staging version at <code>http://dev.example.org/staging/</code>, you would enter both those URLs here. If confused, please read <a href="!docs">Pathologic&rsquo;s documentation</a> for more information about this option and what it affects.', array('!docs' => 'http://drupal.org/node/257026')),
      '#weight' => 20,
    ),
  );
}

/**
 * Pathologic filter callback.
 *
 * Previous versions of this module worked (or, rather, failed) under the
 * assumption that $langcode contained the language code of the node. Sadly,
 * this isn't the case.
 * @see http://drupal.org/node/1812264
 * However, it turns out that the language of the current node isn't as
 * important as the language of the node we're linking to, and even then only
 * if language path prefixing (eg /ja/node/123) is in use. REMEMBER THIS IN THE
 * FUTURE, ALBRIGHT.
 *
 * The below code uses the @ operator before parse_url() calls because in PHP
 * 5.3.2 and earlier, parse_url() causes a warning of parsing fails. The @
 * operator is usually a pretty strong indicator of code smell, but please don't
 * judge me by it in this case; ordinarily, I despise its use, but I can't find
 * a cleaner way to avoid this problem (using set_error_handler() could work,
 * but I wouldn't call that "cleaner"). Fortunately, Drupal 8 will require at
 * least PHP 5.3.5, so this mess doesn't have to spread into the D8 branch of
 * Pathologic.
 * @see https://drupal.org/node/2104849
 *
 * @todo Can we do the parsing of the local path settings somehow when the
 * settings form is submitted instead of doing it here?
 */
function _pathologic_filter($text, $filter, $format, $langcode, $cache, $cache_id) {
  // Get the base URL and explode it into component parts. We add these parts
  // to the exploded local paths settings later.
  global $base_url;
  $base_url_parts = @parse_url($base_url . '/');
  // Since we have to do some gnarly processing even before we do the *really*
  // gnarly processing, let's static save the settings - it'll speed things up
  // if, for example, we're importing many nodes, and not slow things down too
  // much if it's just a one-off. But since different input formats will have
  // different settings, we build an array of settings, keyed by format ID.
  $cached_settings = &drupal_static(__FUNCTION__, array());
  if (!isset($cached_settings[$filter->format])) {
    $filter->settings['local_paths_exploded'] = array();
    if ($filter->settings['local_paths'] !== '') {
      // Build an array of the exploded local paths for this format's settings.
      // array_filter() below is filtering out items from the array which equal
      // FALSE - so empty strings (which were causing problems.
      // @see http://drupal.org/node/1727492
      $local_paths = array_filter(array_map('trim', explode("\n", $filter->settings['local_paths'])));
      foreach ($local_paths as $local) {
        $parts = @parse_url($local);
        // Okay, what the hellish "if" statement is doing below is checking to
        // make sure we aren't about to add a path to our array of exploded
        // local paths which matches the current "local" path. We consider it
        // not a match, if…
        // @todo: This is pretty horrible. Can this be simplified?
        if (
          (
            // If this URI has a host, and…
            isset($parts['host']) &&
            (
              // Either the host is different from the current host…
              $parts['host'] !== $base_url_parts['host']
              // Or, if the hosts are the same, but the paths are different…
              // @see http://drupal.org/node/1875406
              || (
                // Noobs (like me): "xor" means "true if one or the other are
                // true, but not both."
                (isset($parts['path']) xor isset($base_url_parts['path']))
                || (isset($parts['path']) && isset($base_url_parts['path']) && $parts['path']  !== $base_url_parts['path'])
              )
            )
          ) ||
          // Or…
          (
            // The URI doesn't have a host…
            !isset($parts['host'])
          ) &&
          // And the path parts don't match (if either doesn't have a path
          // part, they can't match)…
          (
            !isset($parts['path']) ||
            !isset($base_url_parts['path']) ||
            $parts['path'] !== $base_url_parts['path']
          )
        ) {
          // Add it to the list.
          $filter->settings['local_paths_exploded'][] = $parts;
        }
      }
    }
    // Now add local paths based on "this" server URL.
    $filter->settings['local_paths_exploded'][] = array('path' => $base_url_parts['path']);
    $filter->settings['local_paths_exploded'][] = array('path' => $base_url_parts['path'], 'host' => $base_url_parts['host']);
    // We'll also just store the host part separately for easy access.
    $filter->settings['base_url_host'] = $base_url_parts['host'];

    $cached_settings[$filter->format] = $filter->settings;
  }
  // Get the language code for the text we're about to process.
  $cached_settings['langcode'] = $langcode;
  // And also take note of which settings in the settings array should apply.
  $cached_settings['current_settings'] = &$cached_settings[$filter->format];

  // Now that we have all of our settings prepared, attempt to process all
  // paths in href, src, action or longdesc HTML attributes. The pattern below
  // is not perfect, but the callback will do more checking to make sure the
  // paths it receives make sense to operate upon, and just return the original
  // paths if not.
  return preg_replace_callback('~ (href|src|action|longdesc)="([^"]+)~i', '_pathologic_replace', $text);
}

/**
 * Process and replace paths. preg_replace_callback() callback.
 */
function _pathologic_replace($matches) {
  // Get the base path.
  global $base_path;

  // Get the settings for the filter. Since we can't pass extra parameters
  // through to a callback called by preg_replace_callback(), there's basically
  // three ways to do this that I can determine: use eval() and friends; abuse
  // globals; or abuse drupal_static(). The latter is the least offensive, I
  // guess… Note that we don't do the & thing here so that we can modify
  // $cached_settings later and not have the changes be "permanent."
  $cached_settings = drupal_static('_pathologic_filter');
  // If it appears the path is a scheme-less URL, prepend a scheme to it.
  // parse_url() cannot properly parse scheme-less URLs. Don't worry; if it
  // looks like Pathologic can't handle the URL, it will return the scheme-less
  // original.
  // @see https://drupal.org/node/1617944
  // @see https://drupal.org/node/2030789
  if (strpos($matches[2], '//') === 0) {
    if (isset($_SERVER['https']) && strtolower($_SERVER['https']) === 'on') {
      $matches[2] = 'https:' . $matches[2];
    }
    else {
      $matches[2] = 'http:' . $matches[2];
    }
  }
  // Now parse the URL after reverting HTML character encoding.
  // @see http://drupal.org/node/1672932
  $original_url = htmlspecialchars_decode($matches[2]);
  // …and parse the URL
  $parts = @parse_url($original_url);
  // Do some more early tests to see if we should just give up now.
  if (
    // If parse_url() failed, give up.
    $parts === FALSE
    || (
      // If there's a scheme part and it doesn't look useful, bail out.
      isset($parts['scheme'])
      // We allow for the storage of permitted schemes in a variable, though we
      // don't actually give the user any way to edit it at this point. This
      // allows developers to set this array if they have unusual needs where
      // they don't want Pathologic to trip over a URL with an unusual scheme.
      // @see http://drupal.org/node/1834308
      // "files" and "internal" are for Path Filter compatibility.
      && !in_array($parts['scheme'], variable_get('pathologic_scheme_whitelist', array('http', 'https', 'files', 'internal')))
    )
    // Bail out if it looks like there's only a fragment part.
    || (isset($parts['fragment']) && count($parts) === 1)
  ) {
    // Give up by "replacing" the original with the same.
    return $matches[0];
  }

  if (isset($parts['path'])) {
    // Undo possible URL encoding in the path.
    // @see http://drupal.org/node/1672932
    $parts['path'] = rawurldecode($parts['path']);
  }
  else {
    $parts['path'] = '';
  }

  // Check to see if we're dealing with a file.
  // @todo Should we still try to do path correction on these files too?
  if (isset($parts['scheme']) && $parts['scheme'] === 'files') {
    // Path Filter "files:" support. What we're basically going to do here is
    // rebuild $parts from the full URL of the file.
    $new_parts = @parse_url(file_create_url(file_default_scheme() . '://' . $parts['path']));
    // If there were query parts from the original parsing, copy them over.
    if (!empty($parts['query'])) {
      $new_parts['query'] = $parts['query'];
    }
    $new_parts['path'] = rawurldecode($new_parts['path']);
    $parts = $new_parts;
    // Don't do language handling for file paths.
    $cached_settings['is_file'] = TRUE;
  }
  else {
    $cached_settings['is_file'] = FALSE;
  }

  // Let's also bail out of this doesn't look like a local path.
  $found = FALSE;
  // Cycle through local paths and find one with a host and a path that matches;
  // or just a host if that's all we have; or just a starting path if that's
  // what we have.
  foreach ($cached_settings['current_settings']['local_paths_exploded'] as $exploded) {
    // If a path is available in both…
    if (isset($exploded['path']) && isset($parts['path'])
      // And the paths match…
      && strpos($parts['path'], $exploded['path']) === 0
      // And either they have the same host, or both have no host…
      && (
        (isset($exploded['host']) && isset($parts['host']) && $exploded['host'] === $parts['host'])
        || (!isset($exploded['host']) && !isset($parts['host']))
      )
    ) {
      // Remove the shared path from the path. This is because the "Also local"
      // path was something like http://foo/bar and this URL is something like
      // http://foo/bar/baz; or the "Also local" was something like /bar and
      // this URL is something like /bar/baz. And we only care about the /baz
      // part.
      $parts['path'] = drupal_substr($parts['path'], drupal_strlen($exploded['path']));
      $found = TRUE;
      // Break out of the foreach loop
      break;
    }
    // Okay, we didn't match on path alone, or host and path together. Can we
    // match on just host? Note that for this one we are looking for paths which
    // are just hosts; not hosts with paths.
    elseif ((isset($parts['host']) && !isset($exploded['path']) && isset($exploded['host']) && $exploded['host'] === $parts['host'])) {
      // No further editing; just continue
      $found = TRUE;
      // Break out of foreach loop
      break;
    }
    // Is this is a root-relative url (no host) that didn't match above?
    // Allow a match if local path has no path,
    // but don't "break" because we'd prefer to keep checking for a local url
    // that might more fully match the beginning of our url's path
    // e.g.: if our url is /foo/bar we'll mark this as a match for
    // http://example.com but want to keep searching and would prefer a match
    // to http://example.com/foo if that's configured as a local path
    elseif (!isset($parts['host']) && (!isset($exploded['path']) || $exploded['path'] === $base_path)) {
      $found = TRUE;
    }
  }

  // If the path is not within the drupal root return original url, unchanged
  if (!$found) {
    return $matches[0];
  }

  // Okay, format the URL.
  // If there's still a slash lingering at the start of the path, chop it off.
  $parts['path'] = ltrim($parts['path'],'/');

  // Examine the query part of the URL. Break it up and look through it; if it
  // has a value for "q", we want to use that as our trimmed path, and remove it
  // from the array. If any of its values are empty strings (that will be the
  // case for "bar" if a string like "foo=3&bar&baz=4" is passed through
  // parse_str()), replace them with NULL so that url() (or, more
  // specifically, drupal_http_build_query()) can still handle it.
  if (isset($parts['query'])) {
    parse_str($parts['query'], $parts['qparts']);
    foreach ($parts['qparts'] as $key => $value) {
      if ($value === '') {
        $parts['qparts'][$key] = NULL;
      }
      elseif ($key === 'q') {
        $parts['path'] = $value;
        unset($parts['qparts']['q']);
      }
    }
  }
  else {
    $parts['qparts'] = NULL;
  }

  // If we don't have a path yet, bail out.
  if (!isset($parts['path'])) {
    return $matches[0];
  }

  // If we didn't previously identify this as a file, check to see if the file
  // exists now that we have the correct path relative to DRUPAL_ROOT
  if (!$cached_settings['is_file']) {
    $cached_settings['is_file'] = !empty($parts['path']) && is_file(DRUPAL_ROOT . '/'. $parts['path']);
  }

  // Okay, deal with language stuff.
  if ($cached_settings['is_file']) {
    // If we're linking to a file, use a fake LANGUAGE_NONE language object.
    // Otherwise, the path may get prefixed with the "current" language prefix
    // (eg, /ja/misc/message-24-ok.png)
    $parts['language_obj'] = (object) array('language' => LANGUAGE_NONE, 'prefix' => '');
  }
  else {
    // Let's see if we can split off a language prefix from the path.
    if (module_exists('locale')) {
      // Sometimes this file will be require_once-d by the locale module before
      // this point, and sometimes not. We require_once it ourselves to be sure.
      require_once DRUPAL_ROOT . '/includes/language.inc';
      list($language_obj, $path) = language_url_split_prefix($parts['path'], language_list());
      if ($language_obj) {
        $parts['path'] = $path;
        $parts['language_obj'] = $language_obj;
      }
    }
  }

  // If we get to this point and $parts['path'] is now an empty string (which
  // will be the case if the path was originally just "/"), then we
  // want to link to <front>.
  if ($parts['path'] === '') {
    $parts['path'] = '<front>';
  }
  // Build the parameters we will send to url()
  $url_params = array(
    'path' => $parts['path'],
    'options' => array(
      'query' => $parts['qparts'],
      'fragment' => isset($parts['fragment']) ? $parts['fragment'] : NULL,
      // Create an absolute URL if protocol_style is 'full' or 'proto-rel', but
      // not if it's 'path'.
      'absolute' => $cached_settings['current_settings']['protocol_style'] !== 'path',
      // If we seem to have found a language for the path, pass it along to
      // url(). Otherwise, ignore the 'language' parameter.
      'language' => isset($parts['language_obj']) ? $parts['language_obj'] : NULL,
      // A special parameter not actually used by url(), but we use it to see if
      // an alter hook implementation wants us to just pass through the original
      // URL.
      'use_original' => FALSE,
    ),
  );

  // Add the original URL to the parts array
  $parts['original'] = $original_url;

  // Now alter!
  // @see http://drupal.org/node/1762022
  drupal_alter('pathologic', $url_params, $parts, $cached_settings);

  // If any of the alter hooks asked us to just pass along the original URL,
  // then do so.
  if ($url_params['options']['use_original']) {
    return $matches[0];
  }

  // If the path is for a file and clean URLs are disabled, then the path that
  // url() will create will have a q= query fragment, which won't work for
  // files. To avoid that, we use this trick to temporarily turn clean URLs on.
  // This is horrible, but it seems to be the sanest way to do this.
  // @see http://drupal.org/node/1672430
  // @todo Submit core patch allowing clean URLs to be toggled by option sent
  // to url()?
  if (!empty($cached_settings['is_file'])) {
    $cached_settings['orig_clean_url'] = !empty($GLOBALS['conf']['clean_url']);
    if (!$cached_settings['orig_clean_url']) {
      $GLOBALS['conf']['clean_url'] = TRUE;
    }
  }

  // Now for the url() call. Drumroll, please…
  $url = url($url_params['path'], $url_params['options']);

  // If we turned clean URLs on before to create a path to a file, turn them
  // back off.
  if ($cached_settings['is_file'] && !$cached_settings['orig_clean_url']) {
    $GLOBALS['conf']['clean_url'] = FALSE;
  }

  // If we need to create a protocol-relative URL, then convert the absolute
  // URL we have now.
  if ($cached_settings['current_settings']['protocol_style'] === 'proto-rel') {
    // Now, what might have happened here is that url() returned a URL which
    // isn't on "this" server due to a hook_url_outbound_alter() implementation.
    // We don't want to convert the URL in that case. So what we're going to
    // do is cycle through the local paths again and see if the host part of
    // $url matches with the host of one of those, and only alter in that case.
    $url_parts = @parse_url($url);
    if (!empty($url_parts['host']) && $url_parts['host'] === $cached_settings['current_settings']['base_url_host']) {
      $url = _pathologic_url_to_protocol_relative($url);
    }
  }

  // Apply HTML character encoding, as is required for HTML attributes.
  // @see http://drupal.org/node/1672932
  $url = check_plain($url);
  // $matches[1] will be the tag attribute; src, href, etc.
  return " {$matches[1]}=\"{$url}";
}

/**
 * Convert a full URL with a protocol to a protocol-relative URL.
 *
 * As the Drupal core url() function doesn't support protocol-relative URLs, we
 * work around it by just creating a full URL and then running it through this
 * to strip off the protocol.
 *
 * Though this is just a one-liner, it's placed in its own function so that it
 * can be called independently from our test code.
 */
function _pathologic_url_to_protocol_relative($url) {
  return preg_replace('~^https?://~', '//', $url);
}
<!DOCTYPE html>
<!--[if IEMobile 7]><html class="iem7"  lang="en" dir="ltr"><![endif]-->
<!--[if lte IE 6]><html class="lt-ie9 lt-ie8 lt-ie7"  lang="en" dir="ltr"><![endif]-->
<!--[if (IE 7)&(!IEMobile)]><html class="lt-ie9 lt-ie8"  lang="en" dir="ltr"><![endif]-->
<!--[if IE 8]><html class="lt-ie9"  lang="en" dir="ltr"><![endif]-->
<!--[if (gte IE 9)|(gt IEMobile 7)]><!--><html  lang="en" dir="ltr"><!--<![endif]-->

<head>
  <meta charset="utf-8" />
<link rel="shortcut icon" href="https://bdmacademy.com.au/sites/all/themes/bdmacademy/favicon.ico" type="image/vnd.microsoft.icon" />
<link rel="shortlink" href="https://bdmacademy.com.au/node/244" />
<link rel="canonical" href="https://bdmacademy.com.au/blog/managing-your-property-investor-database" />
<meta name="description" content="The top performing Business Development Managers (BDMs) are the ones who run an income producing database. Just because you have a database and you send out an update once a month doesn’t mean you are running it efficiently or keeping up with your contacts. You need to speak over the phone or in person with each contact on a regular basis and not hide behind the keyboard." />
  <title>Managing your Property Investor Database | BDM Academy</title>

      <meta name="MobileOptimized" content="width">
    <meta name="HandheldFriendly" content="true">
    <meta name="viewport" content="width=device-width">
    <meta http-equiv="cleartype" content="on">
  <link href='https://fonts.googleapis.com/css?family=Nunito|Karla' rel='stylesheet' type='text/css'>
  <link type="text/css" rel="stylesheet" href="https://bdmacademy.com.au/sites/default/files/css/css_lQaZfjVpwP_oGNqdtWCSpJT1EMqXdMiU84ekLLxQnc4.css" media="all" />
<link type="text/css" rel="stylesheet" href="https://bdmacademy.com.au/sites/default/files/css/css_pFFci7vW2RwyW2tuJRZGgsFTyKul_gy5Q_qKoTCz5c8.css" media="all" />
<link type="text/css" rel="stylesheet" href="https://bdmacademy.com.au/sites/default/files/css/css_Ot6K0Ar3glNkUpVgSCMFH4Qh00rxNZKv_5AEuE1XBzA.css" media="all" />
<link type="text/css" rel="stylesheet" href="https://bdmacademy.com.au/sites/default/files/css/css_THqKiNwds0UtYqP-lUmEtWfMfHjsAEHfe1U2lNbEBhM.css" media="all" />
  <script src="https://bdmacademy.com.au/sites/default/files/js/js_VecHkdFFzHmI10lNWW0NMmhQ47_3u8gBu9iBjil2vAY.js"></script>
<script src="https://bdmacademy.com.au/sites/default/files/js/js_mMUZOWfWK5A7n5mwq5uJRLHZGIbaU09HtmAOaP3TDyo.js"></script>
<script>var _gaq = _gaq || [];_gaq.push(["_setAccount", "UA-48401501-1"]);_gaq.push(["_trackPageview"]);(function() {var ga = document.createElement("script");ga.type = "text/javascript";ga.async = true;ga.src = ("https:" == document.location.protocol ? "https://ssl" : "http://www") + ".google-analytics.com/ga.js";var s = document.getElementsByTagName("script")[0];s.parentNode.insertBefore(ga, s);})();</script>
<script src="https://bdmacademy.com.au/sites/default/files/js/js_fgELh6HgqJGWxTqyjvWa2R6LVW0I0EmUGx5VI85FfeA.js"></script>
<script src="https://bdmacademy.com.au/sites/default/files/js/js_xrwWjjIIk7OOuYoXwKpGA0Uo4cyUC6EG6n16i4Or7p0.js"></script>
<script>jQuery.extend(Drupal.settings, {"basePath":"\/","pathPrefix":"","ajaxPageState":{"theme":"bdmacademy","theme_token":"GZXeqFpOvKmgfbn0ExHMV91pgIEyVnNvq3_6SjKO8TU","js":{"misc\/jquery.js":1,"misc\/jquery-extend-3.4.0.js":1,"misc\/jquery-html-prefilter-3.5.0-backport.js":1,"misc\/jquery.once.js":1,"misc\/drupal.js":1,"sites\/all\/libraries\/colorbox\/jquery.colorbox-min.js":1,"sites\/all\/modules\/colorbox\/js\/colorbox.js":1,"sites\/all\/modules\/colorbox\/styles\/default\/colorbox_style.js":1,"sites\/all\/modules\/colorbox\/js\/colorbox_load.js":1,"sites\/all\/modules\/colorbox\/js\/colorbox_inline.js":1,"sites\/all\/modules\/responsive_menus\/styles\/responsive_menus_simple\/js\/responsive_menus_simple.js":1,"sites\/all\/modules\/google_analytics\/googleanalytics.js":1,"0":1,"sites\/all\/libraries\/superfish\/jquery.hoverIntent.minified.js":1,"sites\/all\/libraries\/superfish\/supposition.js":1,"sites\/all\/libraries\/superfish\/superfish.js":1,"sites\/all\/modules\/superfish\/superfish.js":1,"sites\/all\/themes\/bdmacademy\/js\/script.js":1},"css":{"modules\/system\/system.base.css":1,"modules\/system\/system.menus.css":1,"modules\/system\/system.messages.css":1,"modules\/system\/system.theme.css":1,"modules\/book\/book.css":1,"sites\/all\/modules\/date\/date_api\/date.css":1,"sites\/all\/modules\/date\/date_popup\/themes\/datepicker.1.7.css":1,"modules\/field\/theme\/field.css":1,"sites\/all\/modules\/logintoboggan\/logintoboggan.css":1,"modules\/node\/node.css":1,"modules\/user\/user.css":1,"sites\/all\/modules\/views\/css\/views.css":1,"sites\/all\/modules\/colorbox\/styles\/default\/colorbox_style.css":1,"sites\/all\/modules\/ctools\/css\/ctools.css":1,"sites\/all\/modules\/uif\/uif.css":1,"sites\/all\/modules\/responsive_menus\/styles\/responsive_menus_simple\/css\/responsive_menus_simple.css":1,"sites\/all\/libraries\/superfish\/css\/superfish.css":1,"sites\/all\/themes\/bdmacademy\/system.menus.css":1,"sites\/all\/themes\/bdmacademy\/system.messages.css":1,"sites\/all\/themes\/bdmacademy\/system.theme.css":1,"sites\/all\/themes\/bdmacademy\/css\/styles.css":1}},"colorbox":{"opacity":"0.85","current":"{current} of {total}","previous":"\u00ab Prev","next":"Next \u00bb","close":"Close","maxWidth":"98%","maxHeight":"98%","fixed":true,"mobiledetect":true,"mobiledevicewidth":"480px"},"responsive_menus":[{"toggler_text":"\u2630 Menu","selectors":["#superfish-1"],"media_size":"980","media_unit":"px","absolute":true,"remove_attributes":true,"responsive_menus_style":"responsive_menus_simple"}],"googleanalytics":{"trackOutbound":1,"trackMailto":1,"trackDownload":1,"trackDownloadExtensions":"7z|aac|arc|arj|asf|asx|avi|bin|csv|doc|exe|flv|gif|gz|gzip|hqx|jar|jpe?g|js|mp(2|3|4|e?g)|mov(ie)?|msi|msp|pdf|phps|png|ppt|qtm?|ra(m|r)?|sea|sit|tar|tgz|torrent|txt|wav|wma|wmv|wpd|xls|xml|z|zip"},"superfish":{"1":{"id":"1","sf":{"animation":{"opacity":"show","height":"show"},"speed":"\u0027fast\u0027","autoArrows":false,"dropShadows":false,"disableHI":false},"plugins":{"supposition":true,"bgiframe":false}}}});</script>
      <!--[if lt IE 9]>
    <script src="/sites/all/themes/zen/js/html5-respond.js"></script>
    <![endif]-->
  </head>
<body class="html not-front not-logged-in one-sidebar sidebar-second page-node page-node- page-node-244 node-type-blog section-blog" >
      <p id="skip-link">
      <a href="#main-menu" class="element-invisible element-focusable">Jump to navigation</a>
    </p>
      
<div id="page">

  <header class="header" id="header" role="banner">

          <a href="/" title="Home" rel="home" class="header__logo" id="logo"><img src="https://bdmacademy.com.au/sites/all/themes/bdmacademy/logo.png" alt="Home" class="header__logo-image" /></a>
    
    
    
      <div class="header__region region region-header">
    <div id="block-superfish-1" class="block block-superfish first odd">

      
  <ul id="superfish-1" class="menu sf-menu sf-main-menu sf-horizontal sf-style-none sf-total-items-5 sf-parent-items-4 sf-single-items-1"><li id="menu-838-1" class="first odd sf-item-1 sf-depth-1 sf-total-children-4 sf-parent-children-0 sf-single-children-4 menuparent"><a href="/growth-team" class="sf-depth-1 menuparent">Growth Team</a><ul><li id="menu-839-1" class="first odd sf-item-1 sf-depth-2 sf-no-children"><a href="/growth-team/bdm-academy-profile" class="sf-depth-2">BDM Academy Profile</a></li><li id="menu-264-1" class="middle even sf-item-2 sf-depth-2 sf-no-children"><a href="/about" class="sf-depth-2">Meet the Team</a></li><li id="menu-484-1" class="middle odd sf-item-3 sf-depth-2 sf-no-children"><a href="/testimonials" title="" class="sf-depth-2">Success Stories</a></li><li id="menu-996-1" class="last even sf-item-4 sf-depth-2 sf-no-children"><a href="/growth-team/preferred-partners" class="sf-depth-2">Preferred Partners</a></li></ul></li><li id="menu-840-1" class="middle even sf-item-2 sf-depth-1 sf-total-children-3 sf-parent-children-0 sf-single-children-3 menuparent"><a href="/growth-resources" class="sf-depth-1 menuparent">Growth Resources</a><ul><li id="menu-530-1" class="first odd sf-item-1 sf-depth-2 sf-no-children"><a href="/podcasts" class="sf-depth-2">Podcasts</a></li><li id="menu-270-1" class="middle even sf-item-2 sf-depth-2 sf-no-children"><a href="/blog" title="" class="sf-depth-2">Blogs</a></li><li id="menu-841-1" class="last odd sf-item-3 sf-depth-2 sf-no-children"><a href="/growth-resources/video-training" class="sf-depth-2">Video Training</a></li></ul></li><li id="menu-842-1" class="middle odd sf-item-3 sf-depth-1 sf-total-children-5 sf-parent-children-0 sf-single-children-5 menuparent"><a href="/growth-products" class="sf-depth-1 menuparent">Growth Products</a><ul><li id="menu-843-1" class="first odd sf-item-1 sf-depth-2 sf-no-children"><a href="/product/real-estate-business-development-grow-your-rent-roll" class="sf-depth-2">BDM Book</a></li><li id="menu-844-1" class="middle even sf-item-2 sf-depth-2 sf-no-children"><a href="/product/agency-manual-support" title="AUS/NZ/USA" class="sf-depth-2">Agency Manual’s</a></li><li id="menu-850-1" class="middle odd sf-item-3 sf-depth-2 sf-no-children"><a href="/product/accelerate-program-ausnzusa" title="AUS/NZ/USA" class="sf-depth-2">Accelerate Manual</a></li><li id="menu-847-1" class="middle even sf-item-4 sf-depth-2 sf-no-children"><a href="/product/a-z-bdm-program" class="sf-depth-2">A to Z of BDM Manual</a></li><li id="menu-854-1" class="last odd sf-item-5 sf-depth-2 sf-no-children"><a href="/product/bdm-templates-pack-ausnzusa-version-available" title="AUS/NZ/USA" class="sf-depth-2">BDM Template Pack</a></li></ul></li><li id="menu-845-1" class="middle even sf-item-4 sf-depth-1 sf-total-children-6 sf-parent-children-0 sf-single-children-6 menuparent"><a href="/growth-training" class="sf-depth-1 menuparent">Growth Training</a><ul><li id="menu-818-1" class="first odd sf-item-1 sf-depth-2 sf-no-children"><a href="/product/bdm-academy-6-week-acceleration-program" class="sf-depth-2">6 week program</a></li><li id="menu-822-1" class="middle even sf-item-2 sf-depth-2 sf-no-children"><a href="/growth-training/events" class="sf-depth-2">Events</a></li><li id="menu-819-1" class="middle odd sf-item-3 sf-depth-2 sf-no-children"><a href="/product/department-training" title="AUS/NZ/AUS" class="sf-depth-2">Agency Training</a></li><li id="menu-846-1" class="middle even sf-item-4 sf-depth-2 sf-no-children"><a href="/growth-training/agency-health-check" title="AUS/NZ/USA" class="sf-depth-2">Agency Health Check</a></li><li id="menu-848-1" class="middle odd sf-item-5 sf-depth-2 sf-no-children"><a href="/product/pro-program-resource-library" class="sf-depth-2">Pro Program</a></li><li id="menu-1161-1" class="last even sf-item-6 sf-depth-2 sf-no-children"><a href="/product/hour-power-session" class="sf-depth-2">Hour of Power Session</a></li></ul></li><li id="menu-265-1" class="last odd sf-item-5 sf-depth-1 sf-no-children"><a href="/contact-us" class="sf-depth-1">Contact</a></li></ul>
</div>
<div id="block-block-5" class="block block-block last even">

      
  <p><a class="member" href="https://bdmacademy.com.au/members">Members Area</a></p>

</div>
  </div>

  </header>
  
  <div id="promo-wrapper">
	<div id="promo">
		  <div class="region region-promo">
    <div id="block-headerimage-1" class="block block-headerimage first last odd">

      
  
  
  <div class="field field-name-field-header-image field-type-image field-label-hidden"><div class="field-items"><div class="field-item even"><img src="https://bdmacademy.com.au/sites/default/files/styles/header_image/public/headerimage/1185424_619867138057642_1197955002_n.jpg?itok=yOMt6EsL" width="980" height="140" alt="" /></div></div></div>
  
</div>
  </div>
				<h1 class="page__title title" id="page-title">Managing your Property Investor Database</h1>
			</div>
  </div>
  
  
  <div id="main-wrapper">
	  <div id="main">

		<div id="content" class="column" role="main">
		  		  <nav class="breadcrumb" role="navigation"><h2 class="element-invisible">You are here</h2><ol><li><a href="/">Home</a> › </li><li><a href="/blog">BDM Blogs</a> › </li><li>Managing your Property Investor Database</li></ol></nav>		  <a id="main-content"></a>
		  		  		  		  		  		  		  


<article class="node-244 node node-blog node-promoted view-mode-full clearfix">

      <header>
                  
              <p class="submitted">
                    Submitted on Thu, 05/04/2018 - 10:20am  By <a href="/users/tara-bradbury" title="View user profile." class="username">Tara Bradbury</a>         </p>
      
          </header>
  
  <div class="field field-name-body field-type-text-with-summary field-label-hidden"><div class="field-items"><div class="field-item even"><p>The top performing Business Development Managers (BDMs) are the ones who run an income producing database. Just because you have a database and you send out an update once a month doesn’t mean you are running it efficiently or keeping up with your contacts. You need to speak over the phone or in person with each contact on a regular basis and not hide behind the keyboard.</p>

<p>During my time as a BDM, I remember attending a sales training event in Brisbane and thinking that my database, with over 500 contacts, was great achievement.&nbsp; As the day progressed, I spoke with other attendees and found that I was missing massive opportunities. At the time, I was signing 10 to 15 managements a month and having regular meetings with my referral contacts. However, I didn’t have time allocated for prospecting.&nbsp; So basically, I was meeting great prospects, adding them to my database and, if they didn’t sign with me on the day, they would get a monthly newsletter until they were ready to sign. I will openly say that my methods were just plain lazy!</p>

<p>I realised how many opportunities I was missing out on and that many of the contacts in my database no longer had any interest in property investment. Just because you have 500, 1000 or even 5000 contacts in your database, it doesn’t mean they are going to choose you when they are ready to invest. You need to have a consistent follow up system in place to ensure you have regular contact. That way, when it comes time to making a decision, they think of you first.</p>

<p>I often get asked, “when should I make contact so I don’t come across like a stalker? What should I say? How often should I stay in touch after the first meeting?” It is important to remember that every client is different as so is the level of contact required. So, the most important thing you can do is ask plenty of questions to engage a strong conversation and listen.</p>

<p>“What has been your experience in the last 12 months with buying selling and leasing property?”</p>

<p>“Do you have a price you are hoping to achieve?”</p>

<p>“What is most important to you when selecting a Property Management to manage your most valuable asset?”</p>

<p>Asking these of types questions will encourage the prospect to open up and share fears, past experiences and what is most important to them moving forward. This means you have the ammunition you need to continue to provide them with valuable information when you follow up.&nbsp; So, make sure you save this information in your database. When you have your next point of contact, refer back to some of the discussion points in your previous conversation. You must always set a time for when you will next follow up the prospect. Never close the file until you have your next point of contact saved. Never rely on your memory!</p>

<p>I personally like separating my contacts into 3 categories: hot, warm and cold. When I’m completing my call connection sessions, my hot contacts are always the first to be completed. I personally believe a hot contact is someone who is ready to go now, and they have given you the date of when they are ready to take action. This is why it is so important to ask the questions in the beginning and listen to the answers so you don’t miss a golden opportunity. In most cases, you will call them the next day or even next week depending on what you have discussed.</p>

<p>Warm contacts are prospects who have shown interest in buying an investment property, wanting to switch due to issues, private investors or even those who have just purchased. Basically, they haven’t indicated an end date yet or the date that they wish to proceed is months away. Therefore, regular contact in between is very important.&nbsp; In most cases you will call them fortnight to monthly and provide relevant and/or industry updates in between.</p>

<p>Cold contacts are those who have shown interest at open homes, looking at buying an investment property and have raised concerns with their current situation, but are not ready to open up about it. These contacts need time to feel comfortable with you so it’s best not to push them too hard. Depending on previous conversations, you should set your phone contact with them to once every month or two.</p>

<p>Overall, it is important to remember they have made contact with you or your agency as they need your help. You need to ensure that when you are connecting with your contacts, you have something to discuss Go in with opening questions to encourage strong conversation.&nbsp; Take control of the phone call but make sure you listen and take notes so you don’t miss the golden opportunities</p>
</div></div></div>
  
  
</article>
		  		</div>

		
				  <aside class="sidebars">
						  <section class="region region-sidebar-second column sidebar">
    <div id="block-views-generic-listing-block" class="block block-views first odd">

        <h2 class="block__title block-title">Latest from Blog</h2>
    
  <div class="view view-generic-listing view-id-generic_listing view-display-id-block block-view view-dom-id-a2fe9b4c7be12e08e1cc9598edecf560">
        
  
  
      <div class="view-content">
        <div class="views-row views-row-1 views-row-odd views-row-first views-row-last">
      
  <span class="views-field views-field-title">        <span class="field-content"><a href="/blog/2019-bdm">The 2019 BDM</a></span>  </span>  
  <div class="views-field views-field-body">        <div class="field-content"><p>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.</p></div>  </div>  </div>
    </div>
  
  
  
  
  
  
</div>
</div>
<div id="block-views-generic-listing-block-3" class="block block-views even">

        <h2 class="block__title block-title">Recent Podcast</h2>
    
  <div class="view view-generic-listing view-id-generic_listing view-display-id-block_3 block-view view-dom-id-a34863f343b99f7fe3ba6cbdb31bcd5a">
        
  
  
      <div class="view-content">
        <div class="views-row views-row-1 views-row-odd views-row-first views-row-last">
      
  <span class="views-field views-field-title">        <p class="field-content"><a href="/podcast/james-short-tara-bradbury">James Short with Tara Bradbury</a></p>  </span>  </div>
    </div>
  
  
  
  
  
  
</div>
</div>
<div id="block-views-products-block-1" class="block block-views last odd">

        <h2 class="block__title block-title">Featured Product</h2>
    
  <div class="view view-products view-id-products view-display-id-block_1 view-dom-id-9131f40389e13192a32e12a80fbe8af3">
        
  
  
      <div class="view-content">
        <div class="views-row views-row-1 views-row-odd views-row-first views-row-last">
      
  <div class="views-field views-field-field-product-photo">        <div class="field-content"><a href="/product/real-estate-business-development-grow-your-rent-roll"><img src="https://bdmacademy.com.au/sites/default/files/styles/product_display_sidebar/public/products/book_dvd_122015_1.jpg?itok=YtxYUYPB" width="230" height="125" alt="" /></a></div>  </div>  
  <div class="views-field views-field-field-short-title">        <h3 class="field-content"><a href="/product/real-estate-business-development-grow-your-rent-roll">Book</a></h3>  </div>  </div>
    </div>
  
  
  
  
  
  
</div>
</div>
  </section>
		  </aside>
		
	  </div>
  </div>
  </div>
  </div>
  
  
  <div id="footer-wrapper">
	  <footer id="footer" class="region region-footer">
    <div id="block-block-4" class="block block-block first odd">

      
  <table style="width:100%" cellspacing="0" cellpadding="0" border="0">
	<tbody>
		<tr>
			<td>© BDM Academy 2017</td>
			<td style="text-align:center"><strong>Address:</strong> BDM Academy, Po Box 107, Hervey Bay QLD 4655&nbsp; <strong>Mobile:</strong> 0402 033 299</td>
			<td style="text-align:right"><a href="https://www.facebook.com/RealEstateBusinessDevelopment" target="_blank"><img alt="Facebook" class="social-icon" src="https://bdmacademy.com.au/sites/default/files/icon_fb.png" style="height:45px; width:45px"></a><a href="https://twitter.com/TaraBDMAcademy" target="_blank"><img alt="Twitter" class="social-icon" src="https://bdmacademy.com.au/sites/default/files/icon_tw.png" style="height:45px; width:45px"></a><a href="http://www.linkedin.com/profile/view?id=184293101" target="_blank"><img alt="Linked In" class="social-icon" src="https://bdmacademy.com.au/sites/default/files/icon_in.png" style="height:45px; width:45px"></a><a href="http://www.youtube.com/channel/UCX5zcoD9nybl30ezkrgDpqA" target="_blank"><img alt="Youtube" class="social-icon" src="https://bdmacademy.com.au/sites/default/files/icon_yo.png" style="height:45px; width:45px"></a></td>
		</tr>
	</tbody>
</table>

<p style="text-align: center;">Website designed and developed by <a href="http://www.lakesdigital.com.au" style="color:#fff;" target="_blank">Lakes Digital</a></p>

</div>
<div id="block-block-13" class="block block-block last even">

      
  <!-- BEGIN JIVOSITE CODE -->
<script type='text/javascript'>
(function(){ var widget_id = 'nrHHpH7o3X';var d=document;var w=window;function l(){ var s = document.createElement('script'); s.type = 'text/javascript'; s.async = true; s.src = '//code.jivosite.com/script/widget/'+widget_id; var ss = document.getElementsByTagName('script')[0]; ss.parentNode.insertBefore(s, ss);}if(d.readyState=='complete'){l();}else{if(w.attachEvent){w.attachEvent('onload',l);}else{w.addEventListener('load',l,false);}}})();
</script>
<!-- END JIVOSITE CODE -->

</div>
  </footer>
  </div>

</div>

  </body>
</html>