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14% more time for a 45% increase in turnover

Posted by: Ed Mead on 05 Dec 2017

Agents have had tried and tested ways of doing things for a long time, pretty much the same since I started in the late 70s in fact. Pressure on the bottom line has never been greater with increased competition, stalling volumes, more legislation, more memberships, more tools, portal expense, staff costs, business rents and rates, taxes – the list is endless.

Hundreds of agents across the country now employ Saturday staff, not to man offices – but to get out and open doors – it’s commonplace and practised by many of the biggest and most successful agents in all price sectors. Those who don’t employ such staff will have a competitor that does – just look at indeed.co.uk to see how many.  But no one ever seems to mention Sundays. Yes, our Christian heritage may mean many still hanker after a quiet day, but for many – just read this weekend’s papers – Sunday is their only day to get things done or is often just another working day.

So why the blind spot about Sundays, which is odd as it represents 14% of time available to get deals done – and deals aren’t done unless someone’s seen the inside of whatever they’re trying to buy or rent. One company in London tried the unthinkable – they actually emailed their database of buyers and tenants to tell them they could view properties on Sundays. They were knocked over in the rush. Those emailed were impressed with such a service commitment, clients were equally impressed, those thinking about selling or letting who’d received the email were impressed – and most importantly their turnover increased by 45% over three months.

I’m honestly not sure there’s much more to say. There are so many wins, none of them small, in that paragraph that for anyone looking to stay in business and make more money, to ignore possibly the most productive 14% of their week would be unthinkable in any other business – does anyone think it’s a coincidence that many like IKEA and Homebase do their best business on a Sunday.

 

This article first appeared on www.propertyindustryeye.com

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