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BDM's drive to succeed

16 July 2013 Brendan Wong

A drive to grow and implement new ideas has helped one business development manager achieve greater results for her business.

Between January and April this year, Kate Towerton from Harcourts Hills Living increased the average number of properties she was signing each month from 10 to 18. She attributes the growth to applying new initiatives both in her own role as a BDM and her business.

Ms Towerton said she has seen a huge increase in the referral business by utilising targeted networking groups. And with time management also essential to her role, Ms Towerton has learnt to plan out her ideal week.

“Having dedicated prospecting time is the main thing, but also as a BDM you think ‘I’ve got to make the calls, I’ve got to speak to the people and then I’ll have enough listings and then I’ll stop and I’ll take stock and I’ll do the projects’,” she explained.


“Now I just say, ‘Look, this is when I do calling and prospecting and this is when I’ll spend an hour working on our website’.

“Those sorts of things always get pushed to the end of the list because you just want to be calling people and trying to list properties, but those things will actually bring passive business to you.”

The property management team has begun utilising new technology to improve their efficiency. Agents now carry out inspections using LiveAgent Inspections on the iPad, which wirelessly syncs information with the office’s database and removes the need for data entry.

“If I’ve got a really efficient running department, it means that I’ve got more services to sell and my team are able to provide a more end-to-end service because they’ve got certain things in place to outdo our competitors,” she said.

A large factor that has renewed Ms Towerton’s focus in her job has been the training and mentoring she has received from the BDM Academy.

“The BDM Academy has helped me polish up what I have been doing to get it 100 per cent spot on,” she said.

Looking to the future, Ms Towerton has high aspirations to become a leading property management expert. She has already been named the Real Estate Institute of New South Wales’ top property manager in the Young Professionals category last year, and she has been announced as a finalist in the Australian Real Estate Awards BDM of the Year – Property Management category.

BDM's drive to succeed
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