BDM Success
Confidence. Conversion. Growth.
Today’s BDM needs to do more than respond to enquiries and attend appraisals.
Sustainable growth comes from being visible in the market, building genuine relationships, having purposeful conversations, and consistent client nurture.
BDM Success is a practical workshop for BDMs who want to build confidence, improve their conversations, and win new managements more consistently. We’ll work through the habits, conversations and activities that support real growth, with tools you can adapt your market and implement straight away. The workshop is relevant for both new and experienced BDMs.
Participants will leave knowing where to focus, what to do next and how to turn consistent activity into measurable portfolio growth.
By the end of the workshop, you will be able to:
Recognise the structure and activities that lead to consistency
Position yourself as a trusted local specialist
Explain value clearly and identify true points of difference
Build a prospecting rhythm you can maintain
Create nurture plans to increase conversion rates
Build an effective appraisal call approach
Unpack what an impactful listing presentation includes
Ask better questions and create stronger discovery conversations
Respond to objections with confidence
Uncover internal and external opportunity
Build productive referral relationships and local networks
Create a client experience that supports retention and referrals
Understand investor strategies to help them make more informed decisions
Set clear weekly priorities around high-value growth activity
Leave with a practical 90-day plan and clear measures of progress
The goal is simple: you leave with a clear plan for growth, stronger conversations and a repeatable approach that yu can put into practice immediately.
What We Will Cover:
Investment
$595 + GST per person
Dates & Location
Friday 26th February 2027 | 10am - 3pm
Sydney
Course Outline
Module 1: The Modern BDM
Learning Objectives
Understand the evolving role of a BDM
Define what high performance looks like
Identify personal strengths and development areas
Topics
The BDM of today versus five years ago
Market influences and client expectations
The difference between busy and productive
Personal brand and professional reputation
Activity
Complete a BDM Success Scorecard.
Outcome
Participants pinpoint the areas that will make the biggest difference to their results.
Module 3: Identifying Growth Opportunities
Learning Objectives
Build a strategic prospecting plan
Create multiple lead sources
Increase quality opportunities
Topics
Understanding your target market
Working with investors
Sales-to-management opportunities
Referral partnerships
Community engagement
Database opportunities
Activity
Build a Growth Opportunities Map.
Outcome
Participants identify where their next opportunities are most likely to come from and what action to take.
Module 2: Creating Your Market Advantage
Learning Objectives
Understand why landlords choose one agency over another
Develop a compelling value proposition
Differentiate beyond fees
Topics
What landlords really value
Building credibility and trust
Positioning yourself as the expert
Creating memorable client experiences
Activity
Develop a personal and agency value proposition.
Outcome
Participants leave with clear, natural language they can use in real client conversations.
Module 4: Prospecting That Produces Results
Learning Objectives
Increase prospecting confidence
Create a consistent activity rhythm
Improve lead engagement
Topics
Modern prospecting techniques
Telephone and digital outreach
Social media for BDMs
Following up effectively
Building momentum through consistency
Activity
Design a weekly prospecting framework.
Outcome
A realistic weekly prospecting plan that supports consistent follow-up and momentum.
Module 5: Winning More Managements
Learning Objectives
Improve conversion performance
Conduct stronger discovery conversations
Handle objections effectively
Topics
Understanding client motivations
Asking better questions
Presenting solutions instead of services
Handling fee objections
Winning against competitor
Activity
Practise discovery conversations, fee objections and common appointment scenarios with trainer coaching and feedback.
Outcome
Participants build confidence in the moments that most often decide whether a management is won or lost.
Module 6: Relationship Excellence
Learning Objectives
Strengthen client trust
Improve handovers
Increase referral opportunities
Topics
The client journey
Setting expectations
Retention starts at sign-up
Creating advocates
Building long-term loyalty
Activity
Map the ideal client experience.
Outcome
A clear client journey that strengthens trust from sign-up and creates more opportunities for retention and referral.
Module 7: Using Technology Well
Learning Objectives
Reduce avoidable admin
Improve consistency in communication and follow-up
Choose tools that support the way the team actually works
Topics
Getting more value from the CRM
Simple automation that supports follow-up
Practical uses of AI for planning, drafting and preparation
Keeping communication personal and on-brand
Maintaining clean data and reliable next actions
Activity
Choose three changes that will save time, improve follow-up or make communication more consistent.
Outcome
A short list of useful changes, with clear next steps for putting them in place.
Module 8: Your 90-Day Success Plan
Learning Objectives
Turn learning into action
Establish accountability
Measure success
Topics
Setting meaningful goals
Activity benchmarks
Tracking leading indicators
Creating sustainable habits
Avoiding common growth barriers
Activity
Build a personal 90-day growth plan with clear weekly actions, measures and accountability.
Outcome
Every participant leaves with a focused plan they can begin the following week.
Facilitator
Lauren Kirk
Director
REGROWTH Consultancy