The BDM ‘How-To Handbook’ has just been written.
Whether you’re a Business Development Manager (a BDM), thinking of hiring one or you manage BDM’s then this 12-part video teaching series is for you.
Delivered by two of the world’s best BDM coaches, Deniz Yusuf and Michael Sanz have between them personally signed up over 1500 managements/doors.
Be confident and know you’re being coached by the very best so you can generate the most successful, sustainable growth results for you and your PM Company.
Buckle up your seat belt and get ready for real BDM expertise and ‘KNOW-HOW’ delivered directly to you and your team to GROW your PM Company to better and more effective results than you ever thought was possible!
Go to the next PM Growth level with our 12-part BDM teaching series (over 12 hours of training)
Watch the training series at your convenience.
Never be short of team training material again with access to over 150 hours of property management video training content from Growth, BDM to PM Nuts & Bolts and Social Media Marketing- it’s all covered!
Overcome fee objections with ease using our Fee Scripts Library, and prospect like a pro with our Prospecting Letters and Tools Library, plus so much more.
What is BDM Empower?
BDM Empower is a 12-Part teaching series, with each session approx 60 minutes in length, hosted by Deniz Yusuf and Michael Sanz.
Get access on any device, anywhere at any time on our training portal. Great for team training sessions as well.
Session #1- What to have ready for BDM activity and results
In our first session, we take a look at some basics and the essential tools for a BDM. We take a look at:
- What is a BDM, and why is a Property Manager likely not suitable for this important ‘sales’ role.
- What is the main purpose of a BDM, and should they do the marketing and leasing of the rental property as well as signing up new business?
- What is the best CRM (Client Relationship Manager) software system to use to manage your leads and contacts, where to get it and how to use it.
- How to get the details of all your referral partners located in your local area (data mining) so you can start connecting right away with those that can refer you to their clients and business.
- How to create a BDM Business Plan roadmap for growth success.
Further training video recordings you can access from our IGT Exclusive Members Portal for this session:
Session #14 – How to GROW using a CRM. (62 mins)
Session #22 – How to get your BDM Recruiting RIGHT- the first time! (57 mins)
Session #2- How to BDM broadcast yourself for new business
You can’t get a consistent stream of leads if no one knows you’re even there! In this session, we look at how to broadcast and promote your services on all the available platforms to influence prospective owners to sign up with you. In this session you’ll learn:
- How to become the ‘go-to expert’ using email newsletters and articles, and drive people to your website to generate leads.
- How to build your reputation and make the phone ring using Facebook, LinkedIn, Instagram, and Youtube.
- See what other companies are doing to leverage social media to generate business.
- How to market your services effectively whether you use Realestate.com.au (Australia), Trademe.co.nz (New Zealand), Craigslist.com (USA), or other property marketing portals.
Further training video recordings you can access from our IGT Exclusive Members Portal for this session:
Session #15– Fifteen ‘High Engaging’ Post Methods to GROW using Facebook (Deniz Yusuf) (62 mins)
Session #20– How to GROW BIG using E-Newsletters and Articles (27 mins)
Session #23– Ten Highly Engagement Facebook Post styles (Darren Hunter) (63 mins)
Session #25– Become the Authority using Personal Branding- with ‘Headshot Expert’ Brad Delaney (32 mins)
Session #30– How to use the Power of Video and Google Search to GROW (48 mins)
Session #3 – Being BDM Prepared and Listing Kit Ready
When you go into combat you cannot win without the right weapons. Being a BDM is no different and you need the right tools to win. In this session, we go through everything that a successful BDM needs to have ready to be able to beat their competition to the business and win. In this session we will unpack:
- What wording you’ll need to have in your Pre-Listing Email to send to your prospective owner before you arrive for the Listing Presentation.
- What are the 25 essential attachments/documents to send with your Pre-Listing Email.
- What a professional Comparative Market Analysis looks like, and how to create one.
- Your Listing Kit prepared- how to prepare it either as a hard copy or a digital version.
- What are the 20 essential ingredients of an effective Listing Kit that will impress prospective owners to choose you over your competition
Further training video recordings you can access from our IGT Exclusive Members Portal for this session:
Session #21– Eighteen Effective Points of Difference to Win the Business and your Fees. (27 mins)
Session #28– Getting your Listing Kit Ready to Win the Business. (57 mins)
Session #4- Getting your BDM networking into high gear.
Now that you’re BDM ready, you need to get out of the office and into the field to generate your own leads and make it happen! A good BDM never expects business to just ‘fall into their lap’ and instead gets out into the community to generate their own interest and influence. In this session we’ll show you:
- How to find and contact your referral partners (people like accountants, mortgage brokers, and every business person that can refer you their clients).
- Know how to approach your referral partners in the first instance to start a connection and conversation of trust (we give you the scripts and methods).
- The different ways you can use ‘data mining’ to generate all the referral partner contacts you’ll need to grow your business.
Further training video recordings you can access from our IGT Exclusive Members Portal for this session:
Session #5– How to GROW using Business Contacts and Networking (60 mins)
Session #5- BDM Activities to make the phone ring
If you can’t make it live, you can watch the recording later.
The right strategies and activities working together will always deliver results (the numbers will never let you down). In this session, we teach you what are all the activities (that if worked right), will generate a steady stream of leads, and make the phone ring with constant new business. In this session we’ll teach you:
- How to keep your BDM accountable to the right results and momentum.
- What are the fifteen different activities a BDM needs to be actively working on a weekly basis, to generate all the growth results that you’ll need?
- Learn all the relevant Key Performance Indicators (KPI’s) for each activity that you’ll need to track, to ensure your desired end results happen.
Further training video recordings you can access from our IGT Exclusive Members Portal for this session:
Sessions 33 and 33.1– How to get Maximum Growth with KPI’s (33 strategies) (1 hr 56 mins)
Session #6- Creating your BDM ‘Ideal Week’.
If you can’t make it live, you can watch the recording later.
It’s no good having fifteen different key tasks and activities (from Session #5) if you cannot schedule your time correctly. They just won’t get done effectively! In this session we’ll teach you:
- How to be prepared right and plan out your ‘ideal week’ in advance.
- Know the key tasks that must get your full focus and priority, and know what must wait for now.
- Why you must only focus on what brings results and know the difference.
- How to schedule all your key activities into an ‘ideal week’.
Session #7- Move into the first position- before you arrive.
If you’re up against other competitors at the Listing Appointment then you’d want to be the favorite that your prospective clients are thinking about, before you have even arrived. In this session we’ll show you:
- How to deliver a Comparative Market Analysis by video text and ‘WOW’ your prospects (because your competitors will NEVER ever use this strategy to impress).
- Know the SIX-Step Procedure from inquiry that you need to have done right, to ensure you’re in ‘pole position’ with the maximum trust when you arrive.
- How to ‘stitch up the deal’ with a follow-up personalized message that is guaranteed to win you better a conversation rate than ever before. You’ll love this tip and see how simple it is to implement.
Further training video recordings you can access from our IGT Exclusive Members Portal for this session:
Session #31– How to Build TRUST Fast to Get the Business (1 hr 15 mins)
Session #8- How to Win the Listing Appointment
When it’s ‘show time’ at the Listing Appointment, you need to walk in with a confident and enthusiastic attitude that will earn you a signed management agreement. In this session we’ll reveal:
- What things to do and NOT to do when you arrive at the property…before you knock on the door.
- What connection points to look out for to quickly get the conversation started after you meet your prospective owner.
- Why you must identify their need, pain, and problem quickly using open questions (we give you some sample open questions that will get you results).
- How to ask for the business using closing questions, and get them over that last ‘speed-hump’.
- How to effectively respond when the prospective owner raises objections to your fees.
- What different strategies you can use to get the management agreement signed right there and then, even if your prospect has other BDM appointments lined up after you.
Further training video recordings you can access from our IGT Exclusive Members Portal for this session:
Session #9– Justify TEN Different Fees with Effective Scripts. (1 hr 13 mins)
Session #24– How to Conduct a ‘Really Real’ Listing Presentation (Deniz recorded in a live video presentation pitching to a real investor) (35 mins)
Session #32– How to Overcome the BIGGEST Fee Discount Requests. (1 hr 10 mins)
Session #9- Effective Follow-up after the Listing Appointment.
Not everyone will make a decision to sign up with you in the Listing Appointment, so you will need to follow them up effectively to get their business afterwards. In this session you’ll learn:
- What timing is best for follow-up, and when should you leave them alone for another time.
- View an example Follow-Up Procedure for chasing the listing later, even if you lost it to another competitor.
- Learn some example ‘contact touch points’ throughout the next 12-months from lost to won listings.
- Get access to effective thank-you appraisal letter wording that really works!
Further training video recordings you can access from our IGT Exclusive Members Portal for this session:
Session #26– Winning the Deal- what to do BEFORE and AFTER the Listing Presentation (48 mins)
Session #10- How to Find More Business with your Current Clients
Your current owner list is your best bet yet to find more new business. When they know your brand and already trust you, they’ve got more business just waiting for you. In this session we’ll unload:
- Learn twenty different types of conversation starters so you can get contacting your current owner list right away to find more new business.
- What are the different types of incentives and referrals and how to use them effectively to influence more business your way (monetary and non-monetary)
- What are the right ‘contact touchpoints’ during the management process to make calls and start a conversation with your current owners.
Session #11- Working Effectively with a Sales Team
If you work with a sales team or have a deal with a ‘sales only’ company, then this is a must-learn session. Though you should never rely on a sales team to grow your portfolio, a strong alliance with one is sure to build the numbers. In this session we will show you:
- How to make an alliance with a ’sales only ‘ real estate company in your area- we’ll give you the scripts you can use to first connect with the key person there.
- Different ways to make the most out of working with your sales team.
- How to find leads by attending real estate property auctions.
- Know the lead opportunities waiting for you by attending sales ‘open for inspections’.
- What to say and how to get leads from the ‘open for inspection’ attendee contact list.
- How to generate leads from email inquiries your office is receiving right now from people looking to purchase an investment property.
Further training video recordings you can access from our IGT Exclusive Members Portal for this session:
Sessions #1 and #3– How to GROW using Investor Support Services. (Total of 1 hr 56 mins)
Session #12- Growing with your Referral Partners
Working with your referral partners in all manner of ways only rewards both you (and them) with referral business. Here’s a session that shows you how to work these relationships effectively.
- How to conduct Investor Education evenings and involve your partners for lead referral success.
- Know how to work together and find new business at community fetes, trade shows, and shopping centres.
- Spread your sphere of influence deep into the community by conducting school information sessions and career days.
Further training video recordings you can access from our IGT Exclusive Members Portal for this session:
Session #7– How to GROW with your Neighbourhood and Community. (57 mins)
Session #19– How to GROW using an Investor Education Evening. (40 mins)
What have others said about our training sessions and the quality of content?
“Just the best! Probably the best PM training I’ve done!” 10/10, Daisy Twaits-Marley- Property Manager, Ripple Realty- Tasmania
“Loved all of it! The level of content is brilliant!” 10/10, Nazz Mina-BDM, Ray White Brighton- South Australia
“You’re all incredible mentors, approachable, magnetic, inspiring!” 9/10, Linda Gulabovska- Senior PM, Right Choice Real Estate- New South Wales.
“All of the sessions were so content-rich” 10/10, Julie Collins- Principal, First National Toronto- New South Wales
“Exceeded my expectations by providing tons of knowledge without rushing” 10/10, Theresa Mull- Business Owner, Compass Property Management LLC- Georgia USA
“The overall content was amazing” 10/10, Jayze Apiata- PM/BDM, Homelet Property Management- New Zealand
“…this training is second to none!” 8/10, Marina George- Director, Renthub Ltd- New Zealand
“Thorough presentation, well reinforced, enjoyable, thought-provoking“ 8/10, Jackie Nelson- Director, Auckland Professional Property Management- New Zealand
Michael Sanz
Business Consultant, Licensed Estate Agent, Mortgage Broker, International Speaker & Success Coach
Michael’s passion for systems and technology has seen him grow small to medium businesses with exceptional pace. Identifying strengths and outlining weaknesses in efficiency, Michael’s approach has been highly successful when building businesses from the ground up using systems to improve time and output, ultimately delivering the best experience to the customer.
Since 2014 Michael has pioneered the use of Virtual Reality tours and live-streamed 360-degree tours in Property Management, using his love and continued knowledge in the technical world to bring the benefits of such technology to vendors, buyers, landlords, and renters.
Making the virtual reality process an in-house product gives your company ownership and the ability to uniquely provide a dedicated service to your customers.
With exceptional people skills, through years of experience in the property management, sales, and mortgage broking industries Michael is driven by the success of his clients. From all aspects of the decision-making process, Michael will review, confidently inspire excel and grow a business portfolio or financial plan giving you professional and thorough communication throughout the process.
Michael’s personality, integrity, and approach can be seen in his testimonials from his clients.
When not working on his businesses Michael can be found spending time with his young family and perfecting his salami recipe after winning the 2016 Salami festival.
Deniz Yusuf
Property Management Growth Trainer, Consultant, International Speaker, Coach, and Mentor.
Deniz from bdmcoach.com.au and inspiredgrowthtraining.com is currently based in Brisbane, and previously (until recently) from Nowra on the South Coast of NSW Australia just a few hours’ drive south of Sydney.
Deniz started in fruit. After Deniz left high school he was a fruiterer working in his family business where he sold fruit for most of his working life. One lesson he learned on the job is “There are no emails in fruit!”
If a new coffee shop or restaurant opened, Deniz had to call them or go and visit to get their business.
It is this mindset that has made him a successful coach in the BDM space.
Deniz personally signed up 900 Properties in 4 years in a country town of no more than 25,000 people.
Deniz believes the real estate industry can be operated on the same concept.
It’s all about asking for the business and knowing what experience you can give your clients. He says real estate is not just about collecting rent and charging a fee, but about what services and products you can provide your clients and how much money you can save them if they use you or your services. Deniz enjoyed being an agent and now loves showing others how they can succeed too.
Deniz’s claim to fame as a Business Development Manager came when he personally signed up 900 doors over 4 years in a residential town of 25,000 people. Quite an achievement!
Further, he took out the LPMA (Leading Property Managers of Australia) BDM of the Year Award for 2 years in succession in 2012 and 2013. Again, quite an achievement.
On the National Stage.
Further, Deniz’s coaching clients sign up approximately 300 doors per month collectively, by following and implementing his strategies.
Deniz now consults, trains, mentors and key-note presents to agents across Australia, New Zealand, and the United States, through Inspired Growth Training and BDM Coach. Deniz finds training agents to achieve the best possible outcome they can is very rewarding.
“Seeing them achieve their goals or win awards they never thought they could inspire me to be an even better Coach. My goal is your future, as I inspire, I get inspired”.
Deniz excels at assessing real estate teams and finding the ‘blockage’ in an office that may be stopping them from achieving the new business numbers they desire. He says most of the time offices can be so close to getting it right, and it’s just a matter of tweaking a thing or two. After it is fixed, it is then about continued consulting and mentoring so they can become the best in their field. His focus is now growing other people’s rent rolls, and mentoring agents to become market leaders in their area.
On the International Stage.
Deniz also presented for NARPM San Antonio and also the PM Grow Summit in Florida in January 2017 and was highly rated as one of the best speakers at this event.
Further, Deniz presented ‘Geared for Growth’ in Orlando Florida in February 2018 along with Darren Hunter to the NARPM Orlando Chapter, and again presenting ‘Geared for Growth’ Nevada and also speaking at the NARPM Florida state conference in September 2018, the DoorGrow Summit in Missouri USA in November 2018, and at NARPM Virginia state conference in February 2019.
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