The senior management of the Rawson Property Group’s Brackenfell franchise, which in 2014 took the first place in the group for the number of deals approved and the number of units sold, and which for three years now has also had the top selling Rawson agent in its employ, were asked recently to define what they see as the main contributors to their success.
A new agent should every day see experienced top achievers in action, and in sales meetings and one-on-one meetings with their manager should learn to adopt the good business habits which lead to success, says Alexander.Rowan Alexander, Rawson Brackenfell’s Sales Manager, says that nurturing all agents, but especially the young and new arrivals, had from the start been part of this franchise’s culture, and had made a very significant difference to their performance.
He says this nurturing has also helped create the confident, positive and dynamic vibe encountered in the office today.
The new agent should every day of his or her working life see experienced top achievers in action, and in sales meetings and one-on-one meetings with their manager should learn to adopt the good business habits which lead to success, says Alexander.
“We set all agents targets and I counsel them regularly on improving their performance.”
In any real estate team, Alexander says procrastination is often the main cause of agents performing below par, whether it is not starting early on whatever task is at hand, liaising with sellers and buyers, canvassing for homes or completing clerical documentation.
“In a good agency, the agent will be encouraged to get on with such tasks at once and never allow themselves to put them off until the next day.”
He says it should be accepted that in a sales team, a mix of personalities can be beneficial as it has to be recognised that certain agents will suit certain clients. Dealing with possibly four or five agents initially, a client will generally end up with the agent that suits his or her personality the best.
Maintaining a high profile in one’s area is also essential to a fast growing agency, says Alexander. This calls for regular show houses, on-going canvassing, extensive advertising and the continual placing of boards.
Also important, is community involvement with both schools and sports bodies and with the business community.
“The Rawson approach has proven results. This Brackenfell franchise was established in 2011, and in 2012 we increased our sales by 228%, in 2013 by a further 152% and in 2014 by 136%. We are now budgeting for a 120% growth in 2015.”
