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The key habits of Australia’s best sales offices
This year’s Top 50 Sales Offices, partnered by Box + Dice, are proof that traditional sales methods can still pay off. For a free copy of the Top 50 Sales Office 2016 ranking, please click here.
There’s an interesting generalisation that can be made about the businesses in this year’s Top 50 Sales Offices 2016 ranking: their methods are good, but they’re not new.
In other words, these businesses didn’t join the list of Australia’s best offices by investing in some whiz-bang new product or dreaming up an ingenious new marketing idea. Instead, they focused on getting the basics right.
This should offer hope to all the other offices out there. Innovation is good, but it’s neither a guarantee of success nor a prerequisite for success. As the Top 50 Sales Offices entrants have shown, the traditional ideas that coaches and conferences preach – the ones about how to win more listings or boost community engagement or reduce staff turnover – actually work.
The great thing about the Top 50 Sales Offices is that businesses of all sizes and from all markets could genuinely aspire to make the ranking. That’s because it didn’t just look at the sales and volumes that an office booked in 2014-15, but also its staff efficiency and conversion rates.
As it turned out, three of the top five offices were from regional markets – including the winner, Robinson Property. This Newcastle business is a consistent high achiever that could teach big-city agencies a thing or two about making sales and managing staff.
The Top 50 Sales Offices list contained businesses from all states and territories, except for Tasmania and the Northern Territory. There were 12 independent and 38 network offices, with LJ Hooker (11), Starr Partners (five), Hockingstuart (three) and Ray White (three) the most prominent groups.
There’s been much talk of late about digital disruption and the effect this will have on the real estate sector. Some of the industry’s leading coaches say this in reply: while sloppy offices are right to feel threatened, efficient offices that deliver superior customer service will always be in demand.
No businesses are better placed for the future than those on the Top 50 Sales Offices ranking.
In the coming days we’ll profile some of the top performing sales offices from this year’s Top 50 ranking, so stay tuned for a more detailed look at how and why these real estate businesses thrive in an ultra-competitive property market.
To review the full Top 50 Sales Offices 2016 ranking, please click here.
Click to download the complete rankings
KEY STATS |
||||||
|
Year |
Average number of sales staff |
Average number of support staff |
Total sales | Conversion rate | Average sales volume | Total sales (Top 50) |
|
2011-12 |
10.9 | 3.6 | 14,785 | 84% | 154.4m | $7.7b |
|
2012-13 |
10.8 | 4.2 | 16,844 | 90.3% | 203.5m | 10.2b |
|
2013-14 |
11.8 | 4 | 19,400 | 92.8% | 245.8m | 12.3b |
|
2014-15 |
11 | 4.4 | 17,598 | 93.4% | 246.6m | 12.3b |
|
Difference |
-6.7% | 10% | -9.3% | 0.6% | 0.3% | 0% |
Independents versus networks
12 independents versus 38 networks
TOP 50 OFFICES BY STATE |
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|
State |
Number | |||||
|
NSW |
24 | |||||
|
VIC |
11 | |||||
|
QLD |
9 | |||||
|
SA |
3 | |||||
|
WA |
2 | |||||
|
ACT |
1 | |||||
CRM SYSTEM USED |
||||||
|
Software |
Number |
|||||
|
LJ Hooker E2 |
10 | |||||
|
My Desktop |
8 | |||||
|
Agent Box |
7 | |||||
|
ReNet |
5 | |||||
|
Complete Data |
3 | |||||
|
Box and Dice |
2 | |||||
|
Portplus |
2 | |||||
|
RH Compass |
2 | |||||
|
Client Manager |
1 | |||||
|
Coreweb |
1 | |||||
|
Esales |
1 | |||||
|
Locken On |
1 | |||||
|
REIWA |
1 | |||||
|
REM |
1 | |||||
|
Rex |
1 | |||||
|
RP Data |
1 | |||||
|
RP Office |
1 | |||||
|
Top Producer |
1 | |||||
|
Wiseberry Online |
1 | |||||
|
ZENU |
1 | |||||
Note: Some respondents used two different software packages
Click to download the complete rankings
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