KATE BEN­JAMIN

COACH, CON­SUL­TANT AND TRAINER, REAL+

Elite Property Manager - - Contents -

Where are you from orig­i­nally and where do you call home now?

I grew up in a small place called Free­mans Reach in the Hawkes­bury re­gion, about an hour from Syd­ney. Home is now the Hills Dis­trict, about 30 min­utes from Syd­ney.

What is in­spir­ing you at the mo­ment?

I'm lov­ing be­ing part of PM Trans­form 2018! Be­ing a coach has al­lowed me to see some of the ways par­tic­i­pants are work­ing on them­selves, both per­son­ally and pro­fes­sion­ally. It's in­spired me to spend more time work­ing on my­self, as well as coach­ing oth­ers to suc­cess.

What's the most im­por­tant project you're work­ing on right now?

Pre­par­ing my ses­sion for ARPM 2018 in the Busi­ness De­vel­op­ment stream and launch­ing the new Real+ New Busi­ness Group coach­ing pro­gram…. and my own health and fit­ness! Trend to watch in the in­dus­try?

When it comes to new busi­ness in PM, I think we'll con­tinue to see that get­ting the foun­da­tions right is more im­por­tant than any one piece of tech, trend or phase. Set­ting goals, work­ing with in­tent and hav­ing more qual­ity con­ver­sa­tions with more peo­ple.

Favourite quote or words to live by? ‘En­joy the lit­tle things in life, be­cause one day you'll look back and re­alise those were the big things.'

Q How do I hold my BDM ac­count­able to get bet­ter re­sults?

A The first step to hold­ing any team mem­ber ac­count­able is be­ing ul­tr­a­clear on your ex­pec­ta­tions. What does suc­cess look like in their role?

As a leader, de­ter­min­ing the suc­cess mea­sure­ment for a BDM starts with iden­ti­fy­ing what has been achieved up un­til now and set­ting a goal that will stretch the BDM, grow the busi­ness and is re­al­is­ti­cally achiev­able pro­vided the right ef­fort is ap­plied.

For those sales-minded BDM types (my­self in­cluded), if a growth goal is com­pletely out of reach it will sim­ply act as a demotivator. In­volve the BDM in the goal-set­ting process. Start with your end goal, whether that's to­tal prop­er­ties to be gained or an in­crease in over­all rev­enue, and work back­wards through the goal-set­ting process. Iden­tify the ac­tions that must be taken to achieve those goals and hit the over­all tar­get. This will in­clude gains, list­ings, ap­praisals, calls, con­nec­tions, dol­lars and data­base growth.

The fi­nal piece of the puz­zle is track­ing, mon­i­tor­ing and reg­u­lar check points. A suc­cess­ful BDM should be track­ing ac­tiv­ity daily, weekly and monthly, reporting back to you as the busi­ness leader who can then lead and men­tor them to fur­ther growth.

IF A GROWTH GOAL IS COM­PLETELY OUT OF REACH IT WILL SIM­PLY ACT AS A DEMOTIVATOR.

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