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When the market was booming it was of little consequence if agents didn’t follow up with many inspection attendees as finding a buyer was easy. Equally obtaining listings was easier too. Now that things are tougher can we really afford to be leaving potential opportunities on the table? It’s surprising, yet a very high proportion of inspection attendees never get contacted by the agent after the inspection. The result is a negative customer experience and potential loss of sales opportunities.
There may be some common excuses for this happening. There may simply have been too many attendees through, maybe the agent has a high number of inspections on Saturday and it is impossible to make contact with everyone on Monday. Maybe the agent doesn’t have the systems, process or support team in place to make all the call backs.
My personal experience and that of a number of my colleagues and friends is of a lack of contact on multiple occasions after attending inspections.
Whatever the reason, there is no doubt that many opportunities are missed in selling more listings and building your personal and office brand with strong customer engagement.
Without a doubt many of you out there work extremely hard to list and sell and go the extra mile to follow up and provide great customer service. But even the top performers should be asking themselves about what they are leaving on the table.
Inspection attendees are the primary source of buyers of property. They are motivated to purchase a property similar to your listing or they would not take the time to turn up (sticky beaks aside!). But there can be only one winner in the race to purchase. How do you find that buyer? How do you manage to reach out and touch everyone who attended your inspections and what do you do with all those attendees that miss out on the property?
Can you imagine how much more prosperous your business might be if you could engage with everyone and move those that missed out, onto similar listings? And because many looking to buy are also looking to sell, simply engaging with a potential buyer can bring the opportunity to appraise and list their property.
Adding to this is a focus on lead generation for adjacent revenue opportunities. Do you ask buyers about finance and generate a referral to a broker or financial organisation? Do you refer to moving services and utilities? All these channels can create a healthy and constant income stream.
This is a question individual agents must ask themselves and importantly franchise owners, principals and sales managers as the multiples at scale are even greater.
There are tools in the market now to help you be more effective and it is vital that you find these tools and use them. Ctc Property is one such tool with effective workflow management and prospecting, opportunities can be captured and nurtured in great number, driving the value of your database and overall business success.
As things get tougher you need to find new ways to maintain your success and grow. Standing still in an increasingly difficult market is not a strategy that will maintain your business at current levels. You must find ways to increase effectiveness and not leave potential sales opportunities on the table.
Peter Hutchison
Managing Director
Click to Cloud
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