With Christmas just over a month away, agents need to keep up their sales momentum in order to achieve the best results for their clients and ensure a strong start to the New Year, according to a network CEO.
Speaking at Harcourts Quarterly Awards last Thursday, Harcourts NSW CEO Rob Forde said agents were prone to becoming tired and irritable during the end of the year period.
“We find it harder to make those prospecting calls or deal with certain people in our teams,” he said.
“I know what it can be like dealing with vendors with higher expectations due to media publicity in the market, especially when across the state we are seeing some of the busiest times with high numbers at open homes, and our workloads are high.”
Mr Forde said agents were lucky to be working in a profession where people were still transacting property regardless of market conditions.
“There is no doubt that the next 41 days will challenge all of us as we try to fit all the Christmas preparation in while also continuing to finish off the working year to set up a huge 2014,” he told the room.
Real estate was a vehicle that provided agents with opportunities to achieve their lifetime goals and give them the ability to make choices for themselves and their families.
“What is it that is important to us in the room? What is it that drives us as an organisation? To me, it must be connected to our purpose – to create clients for life through the finest service," he said.
“Nothing is more important … than creating real relationships with real human connection with our clients.
“This is something that is becoming more and more challenged, not just in real estate or business, but in life. You only need to look at how much the next generation is communicating through the internet and smartphones rather than through a real interaction.”
Mr Forde reminded agents that the way Harcourt tacked the next set of challenges it faced would define them as a group.
“This market will not continue forever and it is our ability to adapt to continue to achieve the best results for our clients," he said.
“Interest rates next year will rise, but we must be the ones to remind our clients not to be alarmed as this a strength in our economy.
“Inflation remains within the RBA’s target range and unemployment figures remain low. We need to keep the momentum and remember that all of the work we are doing now is setting us up for 2014.”