Reviving Detroit: Ben’s Trusted Leadership Drives Growth at RPM

According to Ben, knowledge, old-fashioned networking, and difficult conversations are key to standing out in the property management business.

An obsession with HGTV and a desire to steer his own destiny led rising star Ben Smith to his real estate career. Working for a large company in Highland Park, Michigan as a lead sales liason, he saw how slowly the wheels grind in big companies, and he knew he wanted to move faster.

Ben has a unique ability, one that he sharpened by watching copious amounts of HGTV: He can correctly discern how much money was spent on a property’s improvements by simply looking at them.

Wanting to apply his newfound skills and escape the corporate grind, he joined Real Property Management in Detroit, a city he calls “The Miami of the North,” with its big art scene and proximity to water.

Strategic PM sat down with Ben to discuss his talents, his relationship-building strategies, and his journey to becoming a trusted advisor.

Building Partnerships and Generating Leads

Ben’s the proactive type, so while learning the business, he was also shoring up existing agency partnerships and building new ones with investors. “It’s working smarter, not harder,” he says. “You want to take those phone calls that come in from investors because if they’re not looking to buy right now, they may call you out of the blue a year later.”

The agency principals wanted to build relationships with realtors, so Ben began working with people who brought tenants, using that introduction to offer property management services, as well as working with landlords who may want to rent or sell. “It’s a great way to build a database that you can tap into.”

He also built up his tenant database. “They may want to be homeowners eventually, so  you can send them a card  reminding them that interest rates are coming down and that there’s grant money available.”

Technology has changed the real estate business, but Ben knew he couldn’t just rely on pay-per-click leads or following up on old contacts. “You have to be out there networking,” he says.

In a soft market, he says, you have to start with the real estate agents. But he was surprised by how many real estate agents had been in the business for years and knew nothing about property management.