©Copyright 2012 Ian Keightley. All rights reserved. Feel free to forward and distribute but copyright is retained.

Hi  and welcome to my Weekly Insight for Monday 13th July 2012

Quote for the week

"The best way to predict the future is to invent it!"

     Alan Kay 

WHEN LISTINGS ARE TIGHT, TAKE POSITIVE CONTROL

The statistics and surveys are all out!

Nearly 6000 sales in July.

Let's assume 10 000 residential salespeople. So about 0.6 a sale each for the month. Pretty normal really. You and I both know people who sold 3, 4, 5, 6 or more for the month.

This equals: many sold zero. This has a huge impact on my next comment.

One office of 30, had 41 listings the other day. Another of 12, had only 15 listings left. If some salespeople have 4, 5, 6 or more listings, that also means some of this team have zero.

Is it a shortage of listings or is it that we are simply selling them faster?

The survey indicator of low appraisal numbers says there is no great flood of listings coming soon. 

However, we all know sales people who listed 3, 4, 5, 6, 7 or more last month. 

That once again says a great many listed zero. The agents who are not listing are relying on the proven listers.

So you are one of our great agents, you list and sell well. Others are now very keen to make a sale at last and are focused on that, rather than getting a new listing. Your new listing that you have worked so hard for, becomes their focus.

They will want to pressure you to allow them to show it as soon as you list it. No! No! No!

Take positive control and always market it first. You have convinced your client to invest in marketing and now we have colleagues wanting to give their buyers preference before the marketing starts.

Simply state the rule: NO INSPECTIONS UNTIL....  

Remember this rules apples to the listing agent too! 

Have a great week and share those smiles!

Salescoach and Ian Keightley provide this information FREE. I have no control over how you interpret, change, adapt or use any of these ideas. As a Licensee under REAA or in any other trade, you are solely responsible for the use of any of the ideas and strategies we share with you.