The single most important skill I learnt as a BDM is to find out what the landlord wants and help them achieve it. There is only one way to do that, by building a relationship that is built on trust. You could have the best product or service on the planet but your prospect or customer will not take action unless they know, like and trust you. Trust is something that is developed over time and is not a one-time transaction.

So how do you develop and build trust?

It starts with putting yourself in other people’s shoes. Do you treat others how you would like to be treated? When building a relationship that is going to last, it’s important that you put their interest before your own. The people you serve are not as concerned with how much you know, although knowledge is important, they are more concerned that you care about what is important to them.

Do you show up to your appointments on time? If you tell a prospective landlord that you are going to call them at 10:00 am and you don’t call until 10:05 am, is that okay? Depends. Was there an emergency that prevented you from making the call at 10:00 am or were you not paying attention to the time because you were disorganized or you didn’t think that five minutes is no big deal?

BDM’S are you exceeding your prospects and client’s expectations?

One of my favourite quotes comes from a master salesman Zig Ziglar, “You can get everything in life you want if you help enough people get what they want.” It’s so true.

How are you helping the landlords you serve achieve everything they want?

Tara’s Challenge

BDMs, look at your Ideal Week and make sure you have time allocated for relationship building. Take responsibility for the current landlords and for those you have signed up. I don’t mind if the job is allocated to another staff member as long as someone in the team is responsible. If this area is not maintained, you will not only lose potential new managements but you could also miss out on possible sales leads. Start calling your landlords to make sure they are happy with the level of service they are getting from your agency.

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