What Clients Really Look for When Hiring a Business Development Manager
As a recruiter specialising in real estate across Sydney, the Central Coast and Newcastle, I meet Business Development Managers regularly. Whether they are looking for their next opportunity or agencies are searching for their next hire, one thing is clear great BDMs are always in demand.
So, what are my clients looking for?
Experience counts
Most BDM roles aren't entry-level positions. Agencies are typically looking for candidates who have experience as a Leasing Consultant, Property Manager, Associate Agent or an existing BDM.
They want someone who understands the process of a tenancy from start to finish, and someone that knows how to manage relationships, and who can confidently step into conversations about property from day one.
It's a people business
At its heart, a BDM role is all about relationships. Clients want someone who is comfortable picking up the phone, prospecting for new business, networking and building connections.
Strong negotiation skills, polished presentation and confident communication are essential because you will regularly be pitching to prospective landlords or helping agents at opens.
What separates good BDMs from great ones?
The best BDMs are incredibly organised. On any given day you're managing your pipeline, nurturing agent relationships, preparing presentations, drafting managing agency agreements, staying on top of compliance and keeping a close eye on the local market.
And then there's the follow-up.
If there's one thing I hear time and time again from my clients, it's that successful BDMs never stop following up. They keep in touch with sales agents for referrals, check back with prospective landlords, and stay front of mind until the timing is right.
Market knowledge is equally important. It's not just about knowing what a property rented for its understanding why. Was it the renovation, the school catchment, the location or the lifestyle that attracted tenants? That insight helps you confidently price properties and build credibility with landlords.
Success doesn't happen between 9 and 5
The most successful BDMs understand that opportunities don't always happen during business hours. They're out networking, attending industry events, building relationships with agents in their team, mortgage brokers, accountants and local businesses, and continually promoting themselves and their agency.
They're also the vital link between the sales and property management teams, helping agencies grow while delivering an exceptional client experience.
After recruiting BDMs across Sydney, the Central Coast and Newcastle for years, I've found that the most successful people in these roles all have one thing in common they genuinely enjoy building relationships. The sales skills can be developed, but a proactive mindset, resilience and a commitment to following up are what really set the best BDMs apart.
