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BDMs reveal how they win new business

12 January 2016 Jay Garcia

Property managers have been urged to combine long-term relationship-building with memorable gestures if they want to impress landlords.

Elizabeth Hood, who won BDM of the Year Real Estate Business Awards, said new business doesn’t come from a single star performance, but is built over time with dedication and passion.

“We carry a high responsibility with the ongoing management of a property asset and therefore establishing initial trust and rapport plays an integral part,” she told RPM.

Ms Hood said building strong relationships will not only create long-term clients but also help generate a network of referral leads.


According to Ms Hood, cultivating relationships with other local professionals can also help secure new business.

“By allocating time each week, I choose to network with other business professionals and, by doing so, educate myself within others area of expertise, thus also benefiting my clients,” she added.

Harcourts Integrity business development manager Sebastien How said one way to build a relationship is to be as engaging and memorable as possible with potential clients.

According to Mr How, maintaining relationships means regular communication and small gestures that display dedication.

“I think it’s sometimes those little things that can be the deciding factor, such as making that a second, third or fourth follow-up call, or simply shouting the client to unexpected act of kindness like a surprise coffee,” he said.

[Related: How BDMs help create and keep new clients]


BDMs reveal how they win new business
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