About this episode

In this episode, host Pete Neubig interviews Trent Bray about hiring Business Development Managers and building referral relationships in property management.

Feb. 18, 2026In this week’s NARPM podcast episode, host Pete Neubig interviews Trent Bray, who trains Business Development Managers (BDMs) for Property Management Inc. (PMI) franchise partners on the sales process. Bray advises new owners to wait until they are near the break-even point to hire their first BDM, arguing they should first understand the sales process themselves. He emphasizes that property management is a relationship-driven, referral-based business and prefers hiring a salesperson over a marketer to build these networks. Bray suggests BDMs build relationships with real estate agents using platforms like LinkedIn to warm up the connection before in-person meetings, and also recommends networking with mortgage brokers (not lenders) as a secondary, investor-focused referral source.

People in this episode

Host: Pete Neubig

Guest: Trent Bray

Topics covered

• Business Development Managers
• Property Management
• Referral Relationships
• Sales Process
• Networking

Keywords

• BDM
• property management
• referral-based business
• sales process
• networking
• real estate agents
• LinkedIn

Mentioned in this episode

Organizations: Property Management Inc., LinkedIn, mortgage brokers

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