“If the problems you have this year are the same problems you had last year, then you are not a leader. You are rather a problem on your own that must be solved”.
Israelmore Ayivor
Are you low on stock? If so, how long has this been going on?
The Covid Years of 2020 and 2021 were real estate boom years in most parts of Australia and New Zealand. Salespeople sold nearly everything they listed.
Despite lockdowns, there was, and still is, a constant scramble for stock.
But it didn’t begin in 2020. Prior to the pandemic, the market was booming in many areas. The boom escalated during 2020 and 2021, but in 2019 I heard many agencies complaining that they were low on stock.
This isn’t a new challenge – it’s been dogging salespeople for years.
So, what are you doing about it?
I understand if you are being smashed with buyer enquiry. I understand that there is a lot that needs to be done. But if you run yourself out of stock, at a time when you sell everything you list, you risk wasting a good boom.
Never take your eye off the listing ball.
A mantra we use at Pittard training sessions is, “Whenever I make a sale, I will not congratulate myself until I replace the listing I sold”.
I call this the Winner’s Mantra.
What can you do to get more stock, and to replace what you sell? Give it some thought.
Can you…
- Increase your direct mail marketing?
- Increase your letterbox drops? (Pay walkers, don’t do it yourself).
- Prospect more?
- Follow-up better?
Notice I don’t suggest you rely on social media. This is a slow burn and will seldom give you an immediate result.
These are actions that will help you, despite being busy, to replenish your stock and keep the sales flowing.
Talk to people. Stay in touch. Don’t run low on stock.
Another saying we love at Pittard is, “Contact Creates Contracts”.
You’d better believe it.
Gary Pittard