Winning New Landlord Clients: A Step-by-Step Guide for BDMs

For Business Development Managers (BDMs) in property management, attracting new landlord clients is a core part of rent roll growth. While referrals and networking remain powerful, having a clear, repeatable process ensures consistent results.

Here’s a step-by-step guide to winning new landlord clients—designed specifically for property managers and BDMs in today’s competitive market.

Define Your Ideal Landlord Profile

Not all landlords are the same, and knowing exactly who you want to work with will help focus your marketing.

  • Are they local or interstate?

  • Do they own one property or multiple?

  • Are they investors seeking high returns or hands-off management?

Tip: Tailor your messaging to address their specific pain points, whether it’s tenant retention, compliance with QLD tenancy laws, or maximising rental yields.

Build a Strong Online Presence

Before contacting you, most landlords will Google your business. Ensure your digital footprint inspires confidence:

  • Google Business Profile: Complete with keywords, reviews, and photos.

  • Website: Include case studies, landlord testimonials, and rent roll growth statistics.

  • Social Media: Share market updates, tips for landlords, and behind-the-scenes insights into property management.

Leverage Networking and Local Connections

Attend property investment seminars, business networking events, and local community functions. Partner with:

  • Mortgage brokers

  • Buyer’s agents

  • Accountants who work with property investors

These professionals can become referral partners who introduce you to high-quality landlord leads.

Use Targeted Lead Generation Campaigns

Paid ads, content marketing, and lead magnets can deliver qualified prospects:

  • Facebook & Instagram Ads: Target landlords based on location and interests.
    Free Guides: Offer resources like “The Landlord’s Guide to Maximising Rental Returns.”

  • Email Campaigns: Nurture leads with tips and success stories.

Perfect Your Initial Contact

When a potential landlord reaches out:

  • Respond within minutes, not hours.

  • Ask questions to uncover their needs.

  • Provide value immediately—such as a free rental appraisal or an analysis of their property’s market potential.

Deliver a Stand-Out Proposal

Your proposal should be clear, professional, and personalised. Include:

  • Services offered and points of difference

  • Pricing structure

  • Testimonials and case studies

  • Next steps for engagement

Follow Up and Stay Top of Mind

If they don’t sign immediately, don’t let the lead go cold. Keep in touch with:

  • Quarterly market updates

  • Invitations to landlord webinars
    News on legislation changes that affect them

Winning new landlord clients as a BDM isn’t about one-off tactics—it’s about a well-structured process. By defining your ideal client, building credibility, leveraging networks, and following up consistently, you can steadily grow your rent roll and position yourself as the go-to expert in your area.

Ready to attract more landlord clients? Book a consultation with me here

Lauren Robinson