Sales volume slump looks worse than it should

Today’s headline news:  Sales fall 56.2%…

Barfoot and Thompson said sales volumes fell to 632 in March 2008 from 1,444 in March 2007.

While this is a big drop in sales numbers, a more balanced perspective would be gained by calculating the average number of sales per month for the past 12 months, versus the 632 figure.  The drop (on average) would then be more like 10% – 15% I think.

My Remuera branch set a B&T all time sales record in March 2007, selling over $90,000,000 worth of property.  The number of sales (I don’t have the exact numbers in front of me) were extraordinarily high for that month.  From memory, throughout the industry, sales numbers for March 2007 were also very high.

This unusually bullish result amplifies this apparent “crash”.  I don’t think the evidence, when viewed from this perspective, indicates a crash.  But with so much negativity out there the sensationalists might make a crash become a self fulfilling prophecy.  Hold on tight!

Real estate salesperson coaching in Auckland

In association with www.primecoaching.co.nz Chris Prime and myself conducted our inaugural six month coaching program for a select group of motivated real estate salespeople.  The program finished in February 2009.  

The intensive hands-on program included a combination of fortnightly and monthly coaching with myself plus 12 one-on-one coaching sessions from real estate coach, Chris Prime.

The four essential ingredients of the most successful real estate careers were the foundation of the program:  Prospecting, Listing, Negotiating and Selling.

Each program participant was held accountable for their results on a daily basis (yes daily!).  Instruction included assignments that produced (for some) instant listings and sales. 

STOP PRESS:  Our 2009 coaching program for Barfoot & Thompson salespeople will be announced soon.