Real estate is a market share game

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You can’t score if you don’t have the ball! The team with the most possession usually wins. …

You can’t score if you don’t have the ball! The team with the most possession usually wins.
How do you meet the buyers and future sellers if they are going to other agents open homes?
There are only two reasons why you don’t have 100% market share.

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  • 1. real estate is amarket share game
  • 2. •You can’t score if you don’t have the ball!•The team with the most possession usuallywins.•How do you meet the buyers and futuresellers if they are going to other agents openhomes?
  • 3. There are only two reasons why you don’t have 100% market share.1. Your customers haven’t heard of you; or they don’t associate positively with your brand. You can’t get the listing if you weren’t called in. People generally tend to shop by brand and select an agent based on personality. Ask yourself: – What do you represent? – Do your customers share these values and want to affiliate with your brand? – Is your brand image the same as your identity in reality? – Does your behaviour reflect the brands promise? – What is the message you have been sending? – Was the delivery frequent and consistent?
  • 4. 2. You weren’t good enough. At the end of the day someone else was better. The most common mistakes at listing presentations are: – Talking too much – Not asking the right questions – Not establishing rapport or talking about the sales process before you have built enough rapport – Not presenting fees or delivering price correctly – Not identifying the blocking issues and overcoming these objections before closing
  • 5. • Do you know the reasons why you win listings?• Do you know the reasons why you lose listings?• This is essential to identify your prospecting and training needs.
  • 6. • How much market share should you have?• You can never have enough!• I have worked with agents with as high as 90% market share in their patches.• I would suggest setting a minimum standard of 20% and help your sales team to get up and above that level.
  • 7. • Salespeople not actively farming are costing everyone in your office money.• It’s not only the lost opportunities now but future business when they come to sell again;• It also lowers the profile of the brand, making it harder for everyone to win listings.
  • 8. Kate Duncan, aka The Business Plumber; is a business strategy and growth specialist. I can help you with: – Increasing brand awareness – Brand identity and image – Brand trust and behaviour – Brand experience optimisation – Brand loyalty – Training and handling objections
  • 9. ContactThe Business PlumberPO Box 56573 Dominion Road Auckland 1446 845 0660 021 022 11738 thebusinessplumber.co.nz kate@thebusinessplumber.co.nzFollow me: thebusinessplumber thebusinessplumber businessplumber thebusinessplumber.blogspot.co.nz thebusinessplum