How to Be the Best BDR at Your Company | Jim Robertson (CertifID)

In this episode, I sit down with Jim Robertson, who leads the business development team at CertifID, to break down what separates great BDRs from average ones. Jim shares why the best reps are deeply curious, care about the problem they’re solving, and know how to stay human instead of sounding like they’re reading from a script.We also talk about what BDR outreach looks like in a vertical SaaS market where prospects often have very little online presence. Jim explains how his team uses events, white papers, direct mail, referrals, fraud signals, and hyper-specific follow-up to create relevant conversations with title and escrow companies. He also shares how AI has changed real estate wire fraud, why CertifID’s BDRs live “in the problem,” and how newer reps can become more effective by listening, asking better questions, and understanding the industry they sell into. TOPICS WE COVER What the best BDRs do differently: active listening, curiosity, and caring about the problem  Why CertifID’s outreach is built around relevance, timing, and campaign-specific follow-up  How events, white papers, direct mail, referrals, and fraud signals turn into booked meetings  Why great BDRs use frameworks instead of scripts and have to “be a human”  How AI is increasing real estate wire fraud and changing the conversations CertifID has with prospects  Why BDRs need to love the problem, understand the industry, and stay curious enough to uncover real pain ABOUT THE GUESTJim Robertson leads the business development team at CertifID, a company helping prevent wire fraud in real estate transactions. CertifID works with title agents, escrow companies, and real estate professionals to protect buyers, sellers, and businesses from fraud attempts during high-stakes money movement. Before CertifID, Jim was a Senior Director at Dealerware.LINKSConnect with me: https://www.linkedin.com/in/carter-armendarez/ Subscribe to the newsletter: https://www.techsaleswithcarter.com/newsletter/ Learn more about CertifID: https://www.certifid.com/