KATE BEN­JAMIN

Coach, Con­sul­tant and Trainer

Elite Property Manager - - PM PROFILE -

QI've re­cently taken up a role as a BDM. I'm keen on ed­u­cat­ing my­self and want to be the best I can be in my new role. What learn­ing should I be fo­cus­ing on?

AIt's great to see you look­ing to in­crease your skills. The key ar­eas you need to fo­cus on can be de­fined as the four Ps:

PROD­UCT Ed­u­cate your­self so you truly un­der­stand prop­erty man­age­ment from an in­dus­try per­spec­tive. Then dig deep within your or­gan­i­sa­tion to un­der­stand the ser­vice your busi­ness de­liv­ers, the ben­e­fit this pro­vides to your clients and how this dif­fers from your com­pe­ti­tion.

PER­SON Ed­u­cat­ing your­self on dif­fer­ent per­son­al­ity types will help you tai­lor your style to the in­di­vid­ual. Con­sider the vast num­ber of on­line re­sources around the DISC model as a start­ing point.

PLACE Be­come the ex­pert on your mar­ket: av­er­age rent, va­cancy, yield, mar­ket com­pe­ti­tion, ten­ant vol­ume, in­vestor doors.

PITCH You must take the above knowl­edge and craft it into a nat­u­ral and skilled pitch. The best BDMs have 100 per cent of the tools, skills and prod­uct knowl­edge to close the deal.

With the right plan­ning and solid prospect­ing, the above rep­re­sents a recipe for suc­cess.

As this col­umn is in­deed called Ask the Coaches, may I also sug­gest in­vest­ing in a coach as a great way to in­crease your skills and knowl­edge! Good luck with your new role.

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