Inspiration

Everything changes and nothing changes in agency

RAT 92 (Rawlings Agency Tip)

I have recently been wishing people a prosperous New Year. But is this really just a load of hot air? Did, for example, my good wishes the previous year actually make any difference whatsoever? I suspect not.

The only thing that is most likely to have made a difference to your year in 2011 was what you actually did with it, proactively, yourself. So this begs the question, what are you going to do this year?

Whilst the newspapers have been full of doom and gloom for about three years I have consistently found that those agents who simply refuse to allow any talk of recession to deter them have been the most successful, with many of my clients having enjoyed a record year recently. Those who just rode the boom tend to be those who suffer most from any bust. But those who set a steady course and deliberately focus on their short, medium and long term strategies tend to reap the rewards.

In changing times everything changes, yet nothing changes! In other words, in order to gain, keep and sell more instructions from fewer opportunities, you will probably find that you have to prospect more, communicate more, excel more and take a more aggressive stance in your market. The question is: why didn't you do this anyway? Possibly because you may have felt that you didn’t need to go beyond your comfort zones at the time. But had you done so, the consequent increase in your market share might have delivered great results whilst others were floundering. As I've always said…if your competitor is drowning, stick a hosepipe up his nose!

And if you’d like to borrow my hosepipe, why not send your staff on my “Raising Fees Instantly” seminar if you have not already done so? I'm hearing some amazing results from agents who have attended the course and who are now charging much higher fees than they were last year, in spite of fierce competition! Just click the green "raising fees instantly" button for details.

Quote of the day: The successful man is the one who finds out what is the matter with his business before his competitors do. Roy L.Smith

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© Richard Rawlings 2012
Richard Rawlings is the founding director of Estate Agency Insight, which specialises in helping estate agencies harness opportunity through innovative method, marketing, publicity, and training. He can be contacted at or on 0845 838 1354.

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