What does this cost, and when will I see results?›
Our fee is significantly less than a full-time sales manager — typically 60–70% less when you account for salary, benefits, and the ramp-up time of an employee hire. On the results timeline: in the first 30–60 days, we're auditing where your BD team's time is going and getting the process in place. Behavioral changes in the team show up within 90 days. Consistent new management agreement activity follows from there. If you're expecting a signed contract in the first month, this isn't the right investment — but if you want a BD team that closes without you in the room, this is how you build that.
You've never managed a commercial property portfolio. How can you manage my BD team?›
That question comes up in most industries where technical knowledge runs deep — and it's worth taking seriously. Here's what we know: managing a BD team isn't about knowing cap rates or property management software. It's about whether your team is making the right calls, having the right conversations, and following up with the right people — consistently. The commercial real estate knowledge lives with your BDMs. Our job is to make sure that knowledge gets deployed with discipline. We've worked with relationship-based service firms across 30+ industries — including a financial services firm that grew from a $4M to $10M book of business under our management over ten years. The people challenges are remarkably consistent once you strip away the technical vocabulary.
How long of a commitment is this?›
We work on a month-to-month engagement after an initial 90-day onboarding period. We don't lock clients into long contracts. What we ask for instead is the patience to let the process work — you're not going to see a restructured BD team in 30 days, and walking away before the changes take root means the investment was wasted. Most of our clients stay 18–36 months because the results keep coming, not because they're contractually obligated.
What does a typical week actually look like when you're managing my BD team?›
Every week, we run a pipeline review with your BD team — we look at where new management agreement opportunities stand, what's stalled, and what activity needs to happen before the next review. We hold one-on-ones with individual BDMs on a regular cadence to coach on specific deals, work through objections in real scenarios, and keep new account prospecting activity on track. We're available to your team between meetings as well. What we don't do is accompany your reps on property tours or closing calls — your team does the selling. We build the structure so they can close without needing you in the room every time.
Is this right for my size company?›
Our process is built for commercial real estate services and property management companies with $3M–$15M in annual management fee revenue and 2–6 Business Development Managers responsible for hunting new management agreements from building owners and institutional investors. If your entire BD function is inbound — owners call you, you tour the property, you close — and there's no proactive outreach to grow the portfolio, this probably isn't the right fit. Same if you're a traditional brokerage firm with 1099 agents rather than a W-2 outside sales team. But if you have outside BDMs whose job is to find and win new management agreements, and portfolio growth has stalled — that's exactly the situation we're built for.
Will a few hours per week move the needle for my team? We're a relationship-based business and my BDMs need real management presence.›
This is the most important question to get right, and we'll be direct: the fractional model isn't built on hours — it's built on structure. A full-time manager who shows up every day without clear process, documented expectations, and consistent accountability doesn't produce better results than our model does. What actually changes BD behavior is a reliable rhythm — weekly pipeline reviews, regular one-on-ones, clear metrics your BDMs know they're accountable to. That's what we provide. What we are not is a daily check-in service or a motivational presence to keep your team active. If you need someone monitoring every call and every email, that signals the real problem is trust and expectations — and more manager hours doesn't fix that. Owners who need daily oversight over their BD team are usually fighting the wrong battle.
How long before my BD team actually changes its behavior?›
The honest answer: expect 60–90 days before you see consistent behavioral change, and 6–12 months before it shows up in new management agreement activity at a meaningfully different level. The first 30–60 days is getting-in-step work — assessing the team, establishing ICP clarity, and building the accountability cadence. By day 90, your BDMs know what's expected and are being held to it consistently. By month six, the pipeline starts looking different. We won't tell you it happens faster than that, because when owners expect 30-day miracles, they typically quit before the process has a chance to work.
My business runs on relationships. Won't a process-based approach undermine the trust my BDMs have built with building owners?›
It's a fair concern and gets at something real. Relationships are how commercial real estate services are sold — we're not going to tell you otherwise. But here's what we've seen: firms that stay relationship-only without a process behind it are the ones whose growth depends entirely on who's in the room. They're also the first to suffer when the key relationship person leaves or their network saturates. What we do doesn't replace relationships — it builds a structure so your BDMs spend more time on the relationships that matter and less time writing proposals for owners who were never going to switch. Process and relationships aren't opposites. Process is what makes the relationships worth your team's time.
