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Scaling the summit: BDMs and property managers roadmap to success

If you’re looking to become a property manager of the future, learn to converse with clients like an investment expert and command higher fees, then the Summit Events are for you.

The brainchild of RISE Director Sarah Cincotta and Sidekick Director Hermione Gardiner, the inaugural BDM Summit provided business development managers a roadmap to success in 2023. 

This year, the BDM Summit is back, while the inaugural PM Summit will specifically focus on property managers, who are at the coalface and responsible for retaining clients, delivering the service promised and ensuring value expectations are met on the backend.

Ms Cincotta said the impetus behind the Summit Events arose out of a climate where landlords, besieged by rising mortgage rates, various taxes and compliance and legislative changes, have started zeroing in on the costs of owning an investment property.

She said they have started to look for ways to cut costs.

“Where they are not seeing enough difference or value in their property management agency, many of them are basing that decision, on who to use, based on the cost of that service,” Ms Cincotta said.

“This has sent ripples of debate through the property management industry around the topic of fees, discounting, special offers and overcoming the fee objection.

“The conversation that isn’t being as readily had is how to actually improve the service offering to demonstrate elevated value and services that are worth paying more for.”

Ms Gardiner said the summits were about boosting that conversation and showing BDMs and PMs how to level up, not just their skills, but their clients’ results and having the landlords want to pay more for a premium service.

“Too often we see people relying on doing things the way they’ve always been done, but wanting different results,” she said.

“If you want different results, you’re going to have to do things differently, or risk getting left behind or left with clients that only want to pay the minimum for a standard service.

“But clients will pay more where they see value, get better results and have a better customer experience.”

Professional photo of Lauren Kirk and Sarah Cincotta giving a presentation at the 2023 BDM Summit.
Hermione Gardiner and Sarah Cincotta at the 2023 BDM Summit. Photo: The BDM Summit

Speakers at the summits are carefully selected to specifically address such challenges and the atmosphere of each summit is curated to uplift, engage and inspire the attendees to put into action what they learn and to feel a little less alone with a supportive community around them.

This year, speakers at the BDM Summit, in Melbourne, include Therese O’Neil (brand coach), Adam Franklin (marketing expert), Joe Shannon (efficiency coach), Sarah Cincotta (BDM coach), Hermione Gardiner (business and mindset coach) and a range of industry expert hot seat sessions.

Ms Cincotta said the summits were interactive and conducted in workshop style, so attendees can immerse themselves in the content and immediately start implementing it.

“Delegates can expect to walk away with a clear plan to elevate their personal brand and digital marketing game to increase exposure and consumer trust,” she said.

“They will learn how to increase their conversion rates, become the investment specialist and their confidence in selling themselves as such, and master the mindset needed for peak performance.”

At the PM Summit, in Sydney, speakers include Craig Harper (mindset coach), Ashleigh Goodchild (investor expert), Bryce Holdaway (investor expert), Sarah Cincotta (BDM coach) and Hermione Gardiner (business coach), along with various industry hotseat sessions.

“This year at the PM Summit our delegates can expect to walk away with a blueprint to becoming the property manager of the future, including understanding how to build an investment portfolio, how to talk to their clients like an investment expert, as well as creating the right time and mindset to do all of this without burning out,” Ms Gardiner said.

The BDM Summit will be held in Melbourne on June 20, from 9am to 5pm.

The PM Summit will be held in Sydney on July 18, from 9am to 5pm.

For more information, ticket prices and to reserve your spot, click here.

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Kylie Dulhunty

Kylie Dulhunty is the Editor at Elite Agent.