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#6: Ben Smith - Founder @ BrightReach Sales - Mastering Sales Growth in Property Management:
In this episode of Unfiltered, host Dylan Scroggins sits down with Ben Smith, founder of BrightReach Sales, to explore how property management companies can transform their approach to growth. Drawing from his years in sales and experience with major industry vendors, Ben shares insights into what separates operationally strong businesses from those that are truly built to scale. The conversation covers everything from building intentional sales processes and defining ideal clients to managing business development teams and the growing role of outbound strategy in today's market.
They discuss:
- Why sales should be treated as a competitive advantage, not an afterthought
- How to define your ideal client and qualify both properties and owners effectively
- Best practices for hiring, managing, and compensating business development managers (BDMs)
- The importance of sales leadership, structure, and training within small teams
- The rise of outbound sales strategies and how property managers can execute them successfully
- How BrightReach Sales is helping companies build scalable sales systems and community through initiatives like Elevate SKO
Links:
BrightReach Sales - https://brightreachsales.com/
Ben on Linkedin - https://www.linkedin.com/in/ben-smith-brightreach/
Dylan on LinkedIn - https://www.linkedin.com/in/dylanscroggins/
Matt on LinkedIn - https://www.linkedin.com/in/mspeer/
PropertyManagement.com - https://propertymanagement.com/
The Kalmar Group - https://thekalmargroup.com/
Topics:
(00:00:00) - Intro (00:01:55) - Challenges and trends in property management sales (00:07:04) - Defining your ideal client and sales process (00:10:47) - Hiring and managing a BDM (00:16:22) - Training and supporting your sales team (00:19:13) - State of PM sales in 2025 (00:20:27) - Sales strategies and lead generation (00:21:28) - Elevate sales kickoff event (00:22:38) - Importance of community in sales (00:24:06) - Lightning round: Tools and tips (00:29:26) - The future of property management (00:30:41) - Conclusion and contact information
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By Matt Speer & Dylan ScrogginsIn this episode of Unfiltered, host Dylan Scroggins sits down with Ben Smith, founder of BrightReach Sales, to explore how property management companies can transform their approach to growth. Drawing from his years in sales and experience with major industry vendors, Ben shares insights into what separates operationally strong businesses from those that are truly built to scale. The conversation covers everything from building intentional sales processes and defining ideal clients to managing business development teams and the growing role of outbound strategy in today's market.
They discuss:
- Why sales should be treated as a competitive advantage, not an afterthought
- How to define your ideal client and qualify both properties and owners effectively
- Best practices for hiring, managing, and compensating business development managers (BDMs)
- The importance of sales leadership, structure, and training within small teams
- The rise of outbound sales strategies and how property managers can execute them successfully
- How BrightReach Sales is helping companies build scalable sales systems and community through initiatives like Elevate SKO
Links:
BrightReach Sales - https://brightreachsales.com/
Ben on Linkedin - https://www.linkedin.com/in/ben-smith-brightreach/
Dylan on LinkedIn - https://www.linkedin.com/in/dylanscroggins/
Matt on LinkedIn - https://www.linkedin.com/in/mspeer/
PropertyManagement.com - https://propertymanagement.com/
The Kalmar Group - https://thekalmargroup.com/
Topics:
(00:00:00) - Intro (00:01:55) - Challenges and trends in property management sales (00:07:04) - Defining your ideal client and sales process (00:10:47) - Hiring and managing a BDM (00:16:22) - Training and supporting your sales team (00:19:13) - State of PM sales in 2025 (00:20:27) - Sales strategies and lead generation (00:21:28) - Elevate sales kickoff event (00:22:38) - Importance of community in sales (00:24:06) - Lightning round: Tools and tips (00:29:26) - The future of property management (00:30:41) - Conclusion and contact information