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.

1. real estate is a
market share game

2. •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?

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. Contact
The Business Plumber
PO Box 56573 Dominion Road Auckland 1446
845 0660 021 022 11738
thebusinessplumber.co.nz kate@thebusinessplumber.co.nz
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