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Focus less on the selling

Focus less on the selling

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Stacey Moseley

Don’t focus on just selling real estate, a leading trainer has said.

According to award winning auctioneer and trainer, Jason Andrews, agents need to stop purely focusing on the outcome and focus attention on driving more traffic to their properties.

“I think in the current market it is really important that we don’t focus on selling real estate; obviously the main aim of an agent is to sell a property so it may seem like an unusual statement,” he told Real Estate Business at a recent conference in Sydney.

“Unfortunately the whole system is backwards.

“What most real estate agents do is they head out there and they try to sell their stock straight away and as quick as possible.

“The whole thought process behind my talk today was making sure we process our stock correctly in order to get the best buyer.”

According to Mr Andrews now is a perfect time for agents to re-think how they approach selling.

“When I tell agents this, it shakes them to the core,” he says.

“But in order to change you must challenge some people.

“At the moment with the current market I think people are very open to change.

“They realise we are in quite a difficult market so people are much more receptive to change.

“They are realising, in a lot of separate incidences, that what they are doing in business isn’t working so they need to make some changes, particularly with what has happened in Queensland over the last few years, people are very willing to listen and accept new messages.”

These comments occur at the same time as Jason Andrews launches a re-branding. Formally Jason Andrews Auctioneers, the company is now known as Jason Andrews.

“To reflect the fact that our business has developed so far beyond being a simple auction house, we recently decided to re-brand,” he said.

“The new look encompasses our values, represents our culture and portrays the goals we share with our partner offices and agents.

“We’ve basically dropped the name 'Auctioneers' off our business and we are now doing a lot more real estate training. We are doing a lot of sales audits inside business, which dissects their entire business, we also look at all their sales processes, what they are doing right or what they are doing wrong and just digging very deep.”

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Focus less on the selling
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