In the fast-paced world of real estate, building strong client relationships and maintaining a healthy lead pipeline is crucial. At GC Realty & Development, Business Development Manager (BDM) Shea Murray has excelled in doing just that—combining his background as a professional athlete with sales savvy to thrive in his role. In this blog, we dive into Shea's journey from the baseball diamond to the Chicago real estate market and the strategies that have made him a successful BDM.

From Pro Athlete to Real Estate BDM

Shea’s career began far from the world of real estate. After playing baseball professionally for the Pittsburgh Pirates organization, Shea made the bold leap into sales and business development. His experience in Minor League Baseball taught him the value of discipline, patience, and hard work—skills that seamlessly translated to his new career.

While playing, Shea juggled offseason sales roles, working at a fitness center and later for a health insurance brokerage in Chicago. These jobs equipped him with crucial sales experience, particularly in understanding client needs, building rapport, and thriving in high-pressure environments. Shea shared that “selling personal training helped me understand a huge variety of people,” which prepared him for his role in real estate.

Professional Baseball to Real Estate: How Shea Murray Transitioned to Success

Transition to Real Estate: A Bigger Opportunity

It was Shea's desire for a career with a high ceiling that led him to real estate. Having developed a love for the investment side of things through podcasts like BiggerPockets, Shea discovered Straight Up Chicago Investor—a local real estate podcast hosted by GC Realty’s owner, Mark Ainley. Intrigued by Mark’s approach, Shea took a leap of faith, skipping a team flight to attend an interview at GC Realty’s office in Chicago. This bold move led to his hire as a BDM, and Shea hasn't looked back since.

Managing Lead Flow and Client Expectations

One of the core challenges for a BDM in the property management space is managing a high volume of leads while maintaining personalized communication. Shea emphasized that managing time effectively and nurturing client relationships are key elements of his success. His approach is thoughtful, ensuring that even as leads flow in through SEO or client referrals, he doesn’t rely solely on automation.

Shea’s use of a CRM (Customer Relationship Management) system helps him stay organized, but he personalizes each client interaction to increase the chance of conversion. “Even if it takes 20 additional seconds, making each email a little bit more personalized probably increases the probability of conversion by many standard deviations,” Shea shared. This attention to detail is what separates successful salespeople from the rest.

Navigating the Local Market—Remotely

While Shea currently resides in Columbus, Ohio, he continues to manage leads and clients in the Chicago area, flying back regularly for events and meetings. Although he works remotely, Shea ensures that his clients don’t feel the distance. He manages client expectations by clearly communicating that while he may not be physically present at their property, he has a deep understanding of the Chicago market. He also leverages GC Realty’s local team to handle on-the-ground tasks, ensuring smooth property management operations.

"People need to know that I understand the market and that they’re in good hands, even if I’m not physically there," Shea explained. This transparency and trust-building approach have proven effective in maintaining strong client relationships.

Cold Calls and Consistency: Keys to Success

When asked how he handles slower months, Shea highlighted the importance of proactive outreach. On days when lead volume is low, he dedicates more time to making calls and following up with potential clients. His mantra is simple: “The more people you talk to, the more business you can stir up.” By staying consistent and working diligently, Shea ensures that every opportunity is maximized.

Balancing Efficiency and Effectiveness

A key part of Shea’s success lies in balancing automation with personalization. While automation tools can be useful for handling high lead volumes, Shea has found that personalized interactions yield the best results. “I’ve tried fully automating follow-ups, but making the client feel like I’m personally taking care of them makes all the difference,” he noted.

This balance between efficiency and effectiveness is critical for BDMs in the competitive property management space. By carefully managing his time and prioritizing high-value leads, Shea delivers consistent results for GC Realty & Development.

Final Thoughts: Bold Moves and Relationship Building

Shea’s journey from professional athlete to successful BDM serves as a testament to the power of bold decisions, hard work, and building lasting relationships. His story illustrates that success in real estate—and any industry—requires a combination of perseverance, strategic thinking, and genuine care for clients.

Whether it’s nurturing long-term leads, maintaining client relationships remotely, or making the extra call on a slow day, Shea’s approach is a blueprint for success in business development. For anyone looking to grow their lead pipeline and close deals in the real estate industry, these insights from Shea Murray are invaluable.

Looking to partner with a dedicated Property Management expert in Chicago? Contact Shea at GC Realty & Development today! Whether you’re a property owner or investor, our team is ready to help you achieve better results in 2025. Let us simplify your property management journey and maximize your investment potential. Reach out now!

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