Kate Benjamin
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Q. My BDM embraces prospecting; however, she is completely disorganised when it comes to lead management. What technology should I consider supporting her with? When it comes to tech tools for a BDM, the most crucial is always a phone! Second to that is a way to manage leads, and selecting what works best will be different for every business.…
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Q. How do I hold my BDM accountable to get better results? The first step to holding any team member accountable is being ultra-clear on your expectations. What does success look like in their role? As a leader, determining the success measurement for a BDM starts with identifying what has been achieved up until now and setting a goal that…
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Q. When is the best time of the day and week to prospect? Firstly, if you are serious about rent roll growth – every day! Full-time BDMs need to be cultivating new leads and working their database every day of every week. Secondly, when we are looking at what time of the day is best and how much time you should…
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Q. My principal wants me to begin prospecting our sales open home attendees. What should I say to them? When it comes to leveraging your sales team, direct referrals from salespeople will only get us so far. Your principal is 100 per cent correct that having the BDM contact all open home attendees, not just those directly referred by sales, is a…
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Q. How do I foster a better relationship with my sales team to generate referrals? The first question a sales person will ask is ‘What’s in it for me?’. Salespeople have a job to do: they must list and sell homes to get paid. This is their number one priority. So how do we make it attractive to refer across…
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WHEN SET THE CHALLENGE of prospecting for new managements, does your mind automatically jump onto the starting blocks and launch full steam ahead into finding an investor in desperate need of a tenant – today? A better strategy, says Real+ coach Kate Benjamin, is to understand your pipeline and conversion rates and plan from there. You may be lucky to…
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