Bringing a property into the business is the beginning of the relationship for DiJones BDM Bradley Fraser, who stays involved in annual reviews and shares what he knows about the owner with the property management team.
Speaking with Pamela Medeiros at PM/ONE 2026, Bradley described a role that combines business development with residential sales, supported by regular conversations across both departments.
He puts twelve-month tenancy anniversaries in his diary and talks with the property manager about the review. Together, they consider timing, market conditions and whether a rent change is appropriate for that particular property.
Sharing that context gives the property manager more to work with when speaking to the owner, he said.
The same curiosity shapes his prospecting.
“So the bulk of my prospecting is ringing up to have a chat with my clients,” Bradley said.
He described calling clients in fields such as technology and pharmaceuticals to ask what they were seeing in their industries. Those conversations helped him understand the conditions affecting them and sometimes led to introductions to family members considering a sale.
For owners preparing to move overseas, his early questions are practical: who looks after the pool and garden, and what work had they been planning to do to the house?
Understanding those arrangements helps prepare both the property and the relationship before the tenancy starts.
Bradley said the trust built through rental work had also supported his move into sales; he still needed to tell existing clients that he could help them sell – some had previously assumed that fell outside his role.
He described combining the two roles as a continuing process that required a realistic view of the workload he could take on.
Pamela connected the discussion to DiJones’s client-for-life approach, asking the room to consider the experience people receive from their first contact with the business, including as tenants.
Bradley’s advice to BDMs was to know those people and spend time with colleagues on both sides of the business. The information shared between sales and property management could make the next client conversation more useful.
Actionable
- Diarise tenancy anniversaries and discuss reviews with the property manager.
- Ask clients what is changing in their industries.
- Tell existing clients which additional services you can personally provide.