FOR THE REAL ESTATE INDUSTRY
thought it was time I shared a few more of the observations Im
making as I travel around New Zealand.
Yes this has been a challenging year for many with the fees available
to the market down somewhere near the 30% region.
In this market though there are those who have grown their businesses.
Firstly, there are those who have managed to keep most of their salespeople.
These businesses have had very strong success cultures for some time
and the owner has been at the forefront of driving quality standards.
They are innovative leaders, but possessing very high skill levels
in both real estate practice and people management. They have high
standards and have reinforced them as a marketing advantage during
They and their people have increased their pace. Nowhere is this more
evident than in Prospecting. Databases have grown.
Mail-outs are more frequent, usually monthly and the follow-up phone
calls have been increased. There are now many working on a minimum
of 30 calls a day and a few are on many more.
The tracking of clients has become an art form for these people. Whether
its using a computer or a simple manual system these top people
let no one fall through the cracks.
They also understand that in this market Vendors need greater preparation
before accepting todays new values in some markets.
They also understand the power of marketing. The growth in these salespeoples
ability to sell vendors additional marketing programmes is a vital
part of their success.
They also understand the need to handle buyers with more agility than
a couple of years ago. Some have a strategy of A buyer a day
in my car and 2 on Saturdays
Accountability has become a feature of their days. No longer satisfied
with just being busy the top performers clearly understand the need
to check that they spend their time productively. Accordingly I am
seeing more and more of these people adopt a measurement strategy.
That is they account for their time! Some even make appointments in
their diaries for their Prospecting times, just to be certain they
get it done.
As a result of working with some of these people we have developed
a Kit called Salesmaker. This is based on our experience that many
need to carry all their business with them.
This includes al the elements to track buyers, appraisals, listings
in your Farm, your Database, Listing Presentation and the ability
to sell additional marketing and of course draw up sales agreements.
The kit includes elements, which help vendors understand the changed
If youd like to know more just contact me and I'll happily share