THE ONLY NUMBER YOU CONTROL: A WEBINAR SERIES
Landlords decide who manages their property long before anyone else knows a decision is being made. Often it's months before the property is on anyone's radar, including yours.
This session is about finding those landlords while they're still deciding, and being the first BDM they speak to.
They're landlords already weighing up a change who haven't acted yet. Some are unhappy with their current agent. Others are holding a property they couldn't sell, moving interstate, or building their next home. By the time the property shows up as a rental listing, the decision is made. BDMs who find these landlords early get the first conversation.
Start with what you already have. Look at investors who told you they weren't ready, buyers from sales open homes, landlords who sold, and sellers who've decided to hold. Then look at who investors already talk to: mortgage brokers, accountants, buyer's agents, conveyancers and builders.
Networking, your power team (referral partners who also benefit from the relationship), marketing and personal brand, prospecting, and your database. Sarah's view is that all five are the BDM's job, and that running them together protects your pipeline when any one source dries up.
Do your research first. Look up the property, when it last leased, whether anyone in your office has spoken to the owner, and what's happening in that pocket. Check the record's Do Not Call Register status before you dial. Then open with who you are and a genuine reason for calling. The first call isn't about winning the management. It's about offering something the landlord actually values.
Be memorable before you speak. A short video sent while you're tied up in appointments builds trust early. After the meeting, follow up with something specific to that landlord, like a nearby success story or a tailored plan. Never just "check in." If you can't explain your value in plain terms, the landlord will compare you on fees.
New managements and where they came from, leads by source, dials and connects and what each connect led to, and appraisals booked versus completed. Principals should also track managements lost and why, net growth, and average revenue per property. Sarah's view is that BDMs should own these numbers themselves rather than wait for the director.
Sarah's advice is to upskill, tighten your systems, and build the things that travel with you: your personal brand, your partnerships and your presence in the community. Work closely with your sales team, since they're under pressure too. The BDMs putting the work in now will see it in three months.
BDM MENTOR AND TRAINER
Sarah Cincotta is a multi-award-winning Business Development Mentor and founder of RISE With Sarah Cincotta. A former award-winning BDM herself, she now mentors BDMs and PM leaders across Australia, helping them grow rent rolls, master investor relationships, and lead with confidence.
She's the voice behind Attract. Connect. Grow., Growth From Within, and the RISE BDM Program, and has spoken on stages for Ray White, LJ Hooker, Elders, The BDM Summit, and The PM Summit. Sarah was a finalist for Mentor of the Year at the REB Awards 2025.
A WEBINAR SERIES BY iD4me
Rates, prices, clearance rates, and days on market. None of it is yours to decide. The number of conversations you have this quarter is.
This series focuses on that. We've partnered with industry voices that everyone listens to, and we're bringing their insights to you. As the market continues to test you, we'll be there with you.