[{"data":1,"prerenderedAt":32},["ShallowReactive",2],{"blog-post-property-management-sales-2025-bdm-realtor-referrals-outbound-systems":3},{"id":4,"title":5,"subheading":6,"slug":7,"excerpt":8,"metaDescription":9,"content":10,"renderedHTML":11,"tags":12,"author":14,"authorImage":15,"coverImage":16,"platform":17,"type":18,"cta":19,"publishDate":25,"lastEditedTime":26,"createdTime":27,"status":28,"featured":29,"viewCount":30,"readingTime":31,"renderedContent":11},"32c1a919-dc5b-809e-a1a4-e1f21b474b6a","The Hard Truth About Property Management BDM Sales in 2025 (and What to Do Next)","Issue 039 - PropertyManagement.com Weekly Newsletter","property-management-sales-2025-bdm-realtor-referrals-outbound-systems","BDMs in property management face a 20% drop in inbound leads and must adapt by building realtor referral networks, implementing systems for growth, and leveraging third-party validation. The industry is shifting towards outbound sales strategies, with a focus on data-driven tools and AI solutions to streamline prospecting and improve conversion rates.","Inbound leads are down 20%+ and property management BDMs are fighting headwinds. Learn what top operators are doing now: build realtor referral engines, validate with third-party proof, and install repeatable outbound sales systems.","","\u003Ch2 id=\"driving-a-sailboat-down-i-65\" class=\"text-2xl md:text-3xl font-semibold text-dark-blue mb-4 mt-6 leading-tight\">\u003Cstrong class=\"font-semibold\">💬 Driving a Sailboat Down I-65\u003C\u002Fstrong>\u003C\u002Fh2>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">(And the hard truth about PM sales right now.)\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Earlier this week, I hit the road to Nashville for the \u003Cstrong class=\"font-semibold\">Elevate Sales Kickoff\u003C\u002Fstrong>.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">I took the mobile podcast studio van and drove straight into a mini-blizzard. With 30 to 50 mph sidewinds hitting our mobile podcast studio, driving down I-65 felt less like a road trip and more like trying to steer a sailboat down an ice rink.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">My co-founder \u003Ca href=\"https:\u002F\u002Fwww.linkedin.com\u002Fin\u002Fcharleshattemer\u002F\" target=\"_blank\" rel=\"noopener noreferrer\" class=\"text-blue hover:text-dark-blue underline transition-colors duration-200\">Chuck\u003C\u002Fa>? He smartly booked a flight.\u003C\u002Fp>\n\n        \u003Cfigure class=\"mb-6 max-w-fit\" style=\"max-width: fit-content;\">\n          \u003Cimg src=\"https:\u002F\u002Fpugchphfgofjyszpuwfv.supabase.co\u002Fstorage\u002Fv1\u002Fobject\u002Fpublic\u002Fblog-images\u002Fposts\u002F32c1a919-dc5b-809e-a1a4-e1f21b474b6a\u002Fcontent\u002Fcontent-1.jpg\" alt=\"The Hard Truth About Property Management BDM Sales in 2025 (and What to Do Next) - Image 1 | PropertyManagement.com\" class=\"w-full max-w-4xl mx-auto rounded-lg shadow-lg\">\n          \n        \u003C\u002Ffigure>\n\u003Chr class=\"border-t border-gray-300 my-8\">\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">When I finally made it to Nashville, Chuck and I posted up at our Airbnb. Tuesday night ended with a high-stakes poker game featuring some industry heavyweights: Brad Johnson (\u003Cstrong class=\"font-semibold\">Profit Coach\u003C\u002Fstrong>), Andrew Smallwood (\u003Cstrong class=\"font-semibold\">Second Nature\u003C\u002Fstrong>), and Andrew Swenson (\u003Cstrong class=\"font-semibold\">RL Property Management\u003C\u002Fstrong>).\u003C\u002Fp>\n\n        \u003Cblockquote class=\"border-l-4 border-blue-500 pl-4 py-2 bg-blue-50 rounded-r-lg mb-6\">\n          \u003Cdiv class=\"text-gray-700 italic\">\u003Cstrong class=\"font-semibold\">Spoiler alert:\u003C\u002Fstrong> \u003Cem class=\"italic\">Chuck was the surprise big winner of the night, taking the final pot right out from under Brad.\u003C\u002Fem>\u003C\u002Fdiv>\n        \u003C\u002Fblockquote>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Between the drive down and the poker, the whole trip felt like a perfect metaphor for \u003Cstrong class=\"font-semibold\">being a BDM in the property management industry right now.\u003C\u002Fstrong>\u003C\u002Fp>\n\u003Ch2 id=\"the-state-of-the-hustle\" class=\"text-2xl md:text-3xl font-semibold text-dark-blue mb-4 mt-6 leading-tight\">\u003Cstrong class=\"font-semibold\">The State of the Hustle\u003C\u002Fstrong>\u003C\u002Fh2>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Right now, BDMs are fighting the wind. Inbound leads dropped 20%+ in 2025. The AI noise is deafening. Everyone is scrambling.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">After talking to numerous top BDMs and sales leaders at the event, four undeniable realities became clear:\u003C\u002Fp>\n\u003Ch3 id=\"1-the-massive-owner-bdm-disconnect\" class=\"text-xl md:text-2xl font-medium text-dark-blue mb-3 mt-5 leading-tight\">\u003Cstrong class=\"font-semibold\">(1) The Massive Owner\u002FBDM Disconnect\u003C\u002Fstrong>\u003C\u002Fh3>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">There is a glaring gap between how PM owners think their companies grow, and how they actually grow. Owners think the growth is coming from their marketing spend. BDMs know the growth is coming from them aggressively hustling and networking in the trenches.\u003C\u002Fp>\n\u003Ch3 id=\"2-the-realtor-referral-engine\" class=\"text-xl md:text-2xl font-medium text-dark-blue mb-3 mt-5 leading-tight\">\u003Cstrong class=\"font-semibold\">(2) The Realtor Referral Engine\u003C\u002Fstrong>\u003C\u002Fh3>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">How are the best PMs actually winning the pot right now? Realtors. Every top operator I spoke to echoed the same theme. Realtor referrals are the highest-converting, highest-trust lead source in the game.\u003C\u002Fp>\n\u003Ch3 id=\"3-the-fat-and-happy-trap\" class=\"text-xl md:text-2xl font-medium text-dark-blue mb-3 mt-5 leading-tight\">\u003Cstrong class=\"font-semibold\">(3) The “Fat and Happy” Trap\u003C\u002Fstrong>\u003C\u002Fh3>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">About 20–30% of the market is still sitting back, fat and happy on their legacy website leads. They are in for a rude awakening. With AI completely disrupting how people search the internet, traditional inbound SEO is going to get crushed. If these companies don’t figure out AI search or build an outbound motion, they will be left behind.\u003C\u002Fp>\n\u003Ch3 id=\"4-lack-of-systems\" class=\"text-xl md:text-2xl font-medium text-dark-blue mb-3 mt-5 leading-tight\">\u003Cstrong class=\"font-semibold\">(4) Lack of Systems\u003C\u002Fstrong>\u003C\u002Fh3>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Most PMs do not have a sophisticated growth system. When you ask basic questions—What is your close rate? Do you pitch on Google Meet or in person? Where exactly do your best leads come from? Who is your exact ICP?—you get blank stares. There is no repeatable process. They are often times hoping for the "lucky hand".\u003C\u002Fp>\n\u003Ch2 id=\"propertymanagement-com-s-solution\" class=\"text-2xl md:text-3xl font-semibold text-dark-blue mb-4 mt-6 leading-tight\">\u003Cstrong class=\"font-semibold\">PropertyManagement.com's Solution\u003C\u002Fstrong>\u003C\u002Fh2>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">It's time to get back to the basics. You can’t just hope for good cards. You need a system.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">We built PropertyManagement.com to be the ultimate sales enablement tool for top operators. We are \u003Cstrong class=\"font-semibold\">committing to helping our paid partners nail the basics\u003C\u002Fstrong> so their BDMs can actually close:\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">\u003Cstrong class=\"font-semibold\">(1) The Widgets:\u003C\u002Fstrong> Embedding our website widgets (see image below) to instantly boost conversion.\u003C\u002Fp>\n\n        \u003Cfigure class=\"mb-6 max-w-fit\" style=\"max-width: fit-content;\">\n          \u003Cimg src=\"https:\u002F\u002Fpugchphfgofjyszpuwfv.supabase.co\u002Fstorage\u002Fv1\u002Fobject\u002Fpublic\u002Fblog-images\u002Fposts\u002F32c1a919-dc5b-809e-a1a4-e1f21b474b6a\u002Fcontent\u002Fcontent-2.jpg\" alt=\"The Hard Truth About Property Management BDM Sales in 2025 (and What to Do Next) - Image 2 | PropertyManagement.com\" class=\"w-full max-w-4xl mx-auto rounded-lg shadow-lg\">\n          \n        \u003C\u002Ffigure>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Example of a trackable widget you can add to your website\u003C\u002Fp>\n\u003Chr class=\"border-t border-gray-300 my-8\">\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">\u003Cstrong class=\"font-semibold\">(2) 3rd-Party Validation:\u003C\u002Fstrong> Implementing your verified ranking into your email signatures and sales decks.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">\u003Cstrong class=\"font-semibold\">(3) TrueMatch™ Reports: \u003C\u002Fstrong>Giving BDMs a verified, data-backed weapon to prove their value. If we're the CarFax of Property Management, this is our CarFax report.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">To double down, we are investing heavily in customer success and education to ensure our partners actually execute these simple, repeatable best practices.\u003C\u002Fp>\n\u003Ch2 id=\"the-near-term-vision-the-agentic-marketplace\" class=\"text-2xl md:text-3xl font-semibold text-dark-blue mb-4 mt-6 leading-tight\">\u003Cstrong class=\"font-semibold\">The Near-Term Vision: The Agentic Marketplace\u003C\u002Fstrong>\u003C\u002Fh2>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Equipping BDMs with better tools is step one. But we are building something much bigger.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">We are building an agentic marketplace.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Imagine if you could flip a switch and start seeing sales calls flow in.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Imagine an AI BDR agent that deeply understands your specific PM business. It is a trained sales expert. It actively prospects local realtors and property owners for you. It doesn't sleep, complain or require any training.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">All you have to do is sit back and wait for the notifications: \u003Cstrong class=\"font-semibold\">Sales call booked.\u003C\u002Fstrong>\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">This isn’t a pipe dream. This is what we are committed to building, and we plan to release it soon.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">We are going to solve the outbound problem so you don’t have to fight the headwinds alone.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">And in a world where AI rewards trust, credibility, and real-world proof, this kind of systemized, data-driven outbound is what gets you seen, chosen, and remembered.\u003C\u002Fp>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">\u003Cstrong class=\"font-semibold\">Let’s get to work.\u003C\u002Fstrong>\u003C\u002Fp>\n\u003Ch2 id=\"are-you-interested-in-building-with-us\" class=\"text-2xl md:text-3xl font-semibold text-dark-blue mb-4 mt-6 leading-tight\">\u003Cstrong class=\"font-semibold\">🚨 Are you interested in building with us?\u003C\u002Fstrong>\u003C\u002Fh2>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">We want to help turn those dreams into reality with an agent marketplace you can build on. One that drives real outcomes for owners and operators. \u003Ca href=\"https:\u002F\u002Fform.typeform.com\u002Fto\u002FkvgqEsHz?utm_campaign=mar13-26&utm_medium=email&utm_source=newsletter\" target=\"_blank\" rel=\"noopener noreferrer\" class=\"text-blue hover:text-dark-blue underline transition-colors duration-200\">Join the waitlist\u003C\u002Fa> for our first build cohort to let us know you're interested.\u003C\u002Fp>\n\u003Chr class=\"border-t border-gray-300 my-8\">\n\u003Ch1 id=\"check-out-unfiltered-propertymanagement-com-s-official-podcast\" class=\"text-3xl md:text-4xl font-bold text-dark-blue mb-6 mt-8 leading-tight\">\u003Cstrong class=\"font-semibold\">Check out Unfiltered: PropertyManagement.com's Official Podcast \u003C\u002Fstrong>\u003C\u002Fh1>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">In this episode of Unfiltered, host \u003Ca href=\"https:\u002F\u002Fwww.linkedin.com\u002Fin\u002Fdylanscroggins\u002F\" target=\"_blank\" rel=\"noopener noreferrer\" class=\"text-blue hover:text-dark-blue underline transition-colors duration-200\">Dylan Scroggins\u003C\u002Fa> and co-host \u003Ca href=\"https:\u002F\u002Fwww.linkedin.com\u002Fin\u002Fmspeer\u002F\" target=\"_blank\" rel=\"noopener noreferrer\" class=\"text-blue hover:text-dark-blue underline transition-colors duration-200\">Matt Speer\u003C\u002Fa> interview Stepan Renc, owner of Longstreet Property Management, about his rapid growth from a small startup to a top industry leader. They discuss strategies for scaling, operational excellence, technology adoption, and industry insights.\u003C\u002Fp>\n\n          \u003Cfigure class=\"mb-6\">\n            \u003Cdiv class=\"relative w-full aspect-video bg-gray-100 rounded-lg overflow-hidden shadow-sm\">\n              \u003Ciframe \n                src=\"https:\u002F\u002Fwww.youtube.com\u002Fembed\u002FDaC_lpkBIuY\" \n                title=\"The Hard Truth About Property Management BDM Sales in 2025 (and What to Do Next) - Video 1 | PropertyManagement.com\"\n                class=\"absolute inset-0 w-full h-full\"\n                frameborder=\"0\"\n                \n                allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\"\n                allowfullscreen\n                loading=\"lazy\">\n              \u003C\u002Fiframe>\n            \u003C\u002Fdiv>\n            \n          \u003C\u002Ffigure>\n\u003Chr class=\"border-t border-gray-300 my-8\">\n\u003Ch2 id=\"get-verified-on-propertymanagement-com\" class=\"text-2xl md:text-3xl font-semibold text-dark-blue mb-4 mt-6 leading-tight\">\u003Cstrong class=\"font-semibold\">Get Verified on PropertyManagement.com\u003C\u002Fstrong>\u003C\u002Fh2>\n\n        \u003Cdiv class=\"flex items-start gap-3 p-4 rounded-lg border mb-6 bg-gray-100 border-gray-300\">\n          \u003Cdiv class=\"text-xl flex-shrink-0 mt-0.5\">💡\u003C\u002Fdiv>\n          \u003Cdiv class=\"flex-1\">\n            \u003Cdiv class=\"mb-3\">\u003Cstrong class=\"font-semibold\">Stake your claim on PropertyManagement.com while we’re building the next generation of industry credibility - \u003C\u002Fstrong>\u003Ca href=\"https:\u002F\u002Fpropertymanagement.com\u002Fverification\" target=\"_blank\" rel=\"noopener noreferrer\" class=\"text-blue hover:text-dark-blue underline transition-colors duration-200\">\u003Cstrong class=\"font-semibold\">Get Verified for Free\u003C\u002Fstrong>\u003C\u002Fa>\u003C\u002Fdiv>\n            \n          \u003C\u002Fdiv>\n        \u003C\u002Fdiv>\n\u003Chr class=\"border-t border-gray-300 my-8\">\n\u003Ch2 id=\"closing-thoughts\" class=\"text-2xl md:text-3xl font-semibold text-dark-blue mb-4 mt-6 leading-tight\">\u003Cstrong class=\"font-semibold\">Closing Thoughts\u003C\u002Fstrong>\u003C\u002Fh2>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Before you get back to your day, here’s the simple takeaway: The landscape of PM sales has shifted. The old inbound playbook is dying, and outbound systems are the only way forward.\u003C\u002Fp>\n\u003Cul class=\"list-disc pl-6 mb-6 space-y-2\">\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">\u003Cstrong class=\"font-semibold\">Realtors rule:\u003C\u002Fstrong> Stop waiting for leads and start building realtor referral networks.\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">\u003Cstrong class=\"font-semibold\">Validate your pitch:\u003C\u002Fstrong> Use your PropertyManagement.com widgets and TrueMatch reports to prove your value instantly.\u003C\u002Fli>\n\u003Cli class=\"mb-2 leading-relaxed text-primary text-lg\">\u003Cstrong class=\"font-semibold\">The AI BDR is coming:\u003C\u002Fstrong> We are building the future of outbound prospecting to book your meetings on autopilot.\u003C\u002Fli>\n\u003C\u002Ful>\n\u003Cp class=\"mb-4 text-primary leading-relaxed text-lg\">Drive safe out there, and keep building those systems.\u003C\u002Fp>",[13],"Newsletter","Matt Speer","https:\u002F\u002Fpugchphfgofjyszpuwfv.supabase.co\u002Fstorage\u002Fv1\u002Fobject\u002Fpublic\u002Fblog-images\u002Fposts\u002F32c1a919-dc5b-809e-a1a4-e1f21b474b6a\u002Fauthor\u002Fauthor.jpeg","https:\u002F\u002Fpugchphfgofjyszpuwfv.supabase.co\u002Fstorage\u002Fv1\u002Fobject\u002Fpublic\u002Fblog-images\u002Fposts\u002F32c1a919-dc5b-809e-a1a4-e1f21b474b6a\u002Fcover\u002Fcover.png","Blog","Long Form",{"id":20,"url":21,"type":22,"title":23,"description":24},"24d1a919-dc5b-804c-ba1f-c796f71d006e","https:\u002F\u002Fmeetings-na2.hubspot.com\u002Fmatt-speer\u002Ftruematch-paid-partner","button","Get Verified","Matt's Calendly link","2026-03-20T00:00:00.000Z","2026-04-06T10:59:00+00:00","2026-04-08T23:24:54.791127+00:00","published",false,0,5,1784596571314]