Are You a Hunter or a Closer? Why the Distinction Matters in Your BDM Career 

Business Development Managers typically operate as either Hunters or Closers. For effective pipeline management, increased agency value, and greater earning potential, it’s important to differentiate between these roles, even though both are vital for rent roll growth.

More importantly? You want to be both.

The Closer: Skilled, Polished, but Limited

Closers are brilliant in the moment. They know how to deliver a pitch, overcome objections, and seal the deal with confidence. Their strengths include persuasive communication, consistent follow-up, and expert-level negotiation.

But here’s the catch: most Closers are reactive. They wait for leads to land in their lap, usually passed through from the leasing department, marketing, or the reception desk. They depend on others to feed the funnel.

And in today’s market? That dependency can cost you.

Closers shine when the phone is ringing. But when it’s quiet? They’re stuck. That’s where the Hunter comes in.

The Hunter: Proactive, Driven, and Self-Sufficient

Hunters don’t wait. They act. They thrive on finding new leads and creating opportunities, not just converting them. Hunters prospect. Open new doors. They build referral networks, target potential landlords in the pipeline, and get in early with investors.

They’re the ones out at networking events, chatting to neighbours at open homes, and sending value-packed nurture emails before the competition even knows a landlord is thinking of renting.

The result? They bring in business without relying on marketing teams or incoming enquiries.

For principals, that kind of self-sufficiency is gold.

Why Hunters Are More Valuable to Agencies

Business owners know that leads are money. A BDM who is skilled at both turning potential customers into actual customers and finding new potential customers on their own is a significant asset to any team.

In most agencies, salaries and bonus structures reflect this. A proactive Hunter who also knows how to close is a rare find, and usually paid accordingly.

Owning your lead generation offers benefits beyond just the number of leads. It provides consistency and puts you in control. Instead of being vulnerable to market changes or internal operational issues, you directly influence your outcomes.

Why You Should Strive to Be Both

Here’s the truth: being a Closer is still important. There’s no use generating a hundred leads if you can’t convert them. But if you’re only a Closer, you’re putting your entire success in someone else’s hands.

Shifting into a Hunter mindset gives you more control, more freedom, and far more influence in your career (and make more money).

It’s also aligned with a deeper kind of success. As I shared in this blog, short-term wins might look good on paper, but true, sustainable growth comes from consistency, financial literacy, and long-term client relationships. Hunters who understand the value of a client beyond numbers become the kind of BDMs principals fight to keep.

Change your mindset from “I hope someone calls today” to “Who can I connect with today?”

Most importantly, track your own efforts. Treat prospecting as a KPI, not a side task. Celebrate the small wins. Progress builds confidence, and confidence creates momentum.

Becoming a Hunter: Embracing Initiative and Leadership

Being a Hunter or a Closer isn’t about which one is better. It’s about recognising your strengths, identifying your gaps, and doing the work to expand your capabilities.

While Closers are celebrated, Hunters enjoy a different reward: freedom.

So if you’ve been playing it safe, relying on the hand-me-down leads, it’s time to take the reins. When you shift from Closer to Hunter, you’ll see the change not just in your numbers, but in how you feel about your role.

You’ll feel in control. You’ll feel valuable. You’ll feel like a leader.

And you’ll be one.