KATE BEN­JAMIN

Coach, Con­sul­tant and Trainer

Elite Property Manager - - Productivity And Best Practice -

Q My BDM em­braces prospect­ing; how­ever, she is com­pletely dis­or­gan­ised when it comes to lead man­age­ment. What tech­nol­ogy should I con­sider sup­port­ing her with?

A When it comes to tech tools for a BDM, the most cru­cial is al­ways a phone! Sec­ond to that is a way to man­age leads, and select­ing what works best will be dif­fer­ent for ev­ery busi­ness.

Firstly, con­sider what your sales team are al­ready us­ing. BDMs and sales are of­ten work­ing with the same peo­ple (in­vestor clients), so it makes sense that the BDM uses the sales sys­tem if there is one. The most im­por­tant fea­tures of any BDM data­base are as fol­lows:

1 The abil­ity to cat­e­gorise and seg­ment data and au­to­mate com­mu­ni­ca­tion

2 Strict in­ter­nal pol­icy around clean data – qual­ity in, qual­ity out

3 Con­sider too how and when data should be en­tered. I of­ten find that tech is im­ple­mented to sup­port a BDM, only for the data­base en­try to de­tract from the prospect­ing ac­tiv­ity. Con­sider how easy it is to en­ter and up­date leads. Should this be a BDM's re­spon­si­bil­ity, or is it bet­ter treated as an ad­min task?

AT THE END OF THE DAY, WE NEED TO EN­SURE THAT TECH IS GO­ING TO SAVE TIME, IN­TE­GRATE WITH CUR­RENT SYS­TEMS AND IN­CREASE PROFIT AND GROWTH.

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