Insights
Sales on the secondary market relies heavily on relationships and the individual competencies of real estate agents. In many agencies, each agent conducts client conversations according to their own working style, while sales process standards are poorly defined or non-existent. At the same time, growing competition in the market means agents increasingly compete on price and commission level rather than on the quality of client service.
Business Consequence
Sales results are heavily dependent on a handful of top agents, which makes scaling the business and building stable sales performance difficult.
Additionally, the absence of a consistent sales process limits the potential for acquiring new clients and developing referral-based relationships.
Our Approach
We help real estate agencies build a scalable sales model based on a clearly defined client engagement process.
The foundation of our projects is the Sandler Selling System, which provides agents with a structure for conducting sales conversations -- both with buyers and with owners looking to sell a property. The Sandler methodology enables, among other things, more effective conversations about commission and defending its value without having to lower rates -- which is one of the key challenges in this market.
Our typical advisory projects include:
- developing real estate agents' sales competencies based on the Sandler Selling System
- developing negotiation competencies
- building a listing acquisition process
- implementing client engagement standards
Team
Head: Krzysztof Rzepkowski
Consultants: Marcin Dabrowski, Arkadiusz Glen, Michal Wleklik
