If You make the calls you get the business- If you take the calls you get the business

Selling to your existing customers- Make the calls

An estate agent who mainly dealt in higher priced properties took on a new negotiator.

They had never bothered to market themselves as lower priced property sellers. They only had sixteen properties on the books but had a lot more people looking for properties.There other work was commercial properties. Country houses and commercial properties has kudos in the estate agency world as it makes you appear clever and exclusive.

The partner concerned could not be bothered or was not interested in lower priced properties because the fees meant he had to do a lot more work for his money.

They decided to take on a negotiator who had worked in the mass market. I said she will be able to double that number of properties in no time

Incredulously I was asked she how would do that. I said "Answer the phone." I was told we answer the phone already. What I meant was use every opportunity of people phoning you to take on more business.

When someone rings you about anything to do with your business it is an opportunity to hook a client. They have people looking for properties so you the opportunity of keeping in touch with them and updating their requirements.

I today heard the negotiator's first task was to ring all existing applicants to see if they were still interested. The clincher was to ask them if they were selling a property and how that was going. She took on three new properties in a week. That is significant proportion when you only have 16 properties to deal with.

I would think at that rate she will have easily doubled the number of properties on the books in about right weeks. so in two months business would have doubled.

One member of the firm said disparagingly that's not really this firms style by which she meant looking for business. I presume it will be there style to go out of business for lack of business or to spend the profits when they come rolling in.

In the last couple of years we have bought 30 properties. We told all the estate agents what we were doing. Most of them totally ignored us even when we have bought properties from them.

One particular agent starting doing business with us and supplied us with exactly what we wanted. I went to their office and asked why they were so successful.

He pointed to his cards with client's details on. I just phone everyone from those cards.

The moral is

If you make the calls you get the business


If you take the calls you get the business