COACH, CONSULTANT AND TRAINER, REAL+
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.