Dedicated stock collection ensures success.
The four Ds – death, divorce, debt and departure – have long been recognised as the main reasons why people might want or need to sell their homes. However, until they are approached by an estate agent, many home owners faced by one or other of these situations will hold back on their decision to put their home on the market, even though if they do so they are likely to be better off in the long run. ( Those who are usually fastest in taking home selling decisions are often in the ‘departure’ category because they may have to be relocated elsewhere by a stipulated date.)
This reluctance to take action in marketing one’s home, says Rubin Adams of Alexander Swart Property, is one of the main reasons why his company has a specialist team, permanently on the go to recruit stock for sale. What is more, he adds, it is this which has set Alexander Swart Property apart from most other agencies where traditionally the agent is responsible for finding his own stock.
“High stock levels result in success. With low stock levels an agency will almost certainly eventually go under,” he says.
Just how seriously Alexander Swart Property take this aspect of their work is revealed by the fact that after the company went independent in March this year (and took on its new name) Adams was able to list 30 properties for sale in Kraaifontein in ten weeks. By the end of September, now operating in both Brackenfell and Kraaifontein, he had brought in another 21 homes for the “ for sale” list – and it should be noted that on average the stock that he lists is selling within 21-30 days and within 99 % of the asking price.
“Many agencies,” says Adams, “offer no obligation, free valuations on homes as a way of getting their foot in the door. We, however, are more open and direct: we say, ‘Have you considered selling your home? ‘May we come and see you about this?’ The subsequent meeting will often result in our giving the home a free valuation but only on the understanding that the owner is genuinely interested in selling - at a market-related price.
“Furthermore, the home owner has to be prepared to let us to work on a sole mandate basis. Experience has shown that homes sold on a sole mandate achieve higher prices. Where two, three or more agents from rival companies are involved, there will,” he says, “inevitably be a competitive rush to secure offers for the client as soon as possible, but these offers are quite likely to be below the price that the home is capable of achieving. With a sole mandate the agent can be patient and wait for the best price.”
Rowan Alexander, Director of Alexander Swart Property, said recently that by the end of this year he believes that Alexander Swart Property’s stock list at any given time will consistently top R 120million.
For further information please contact Rubin Adams on cell phone number 063 008 6752 or by emailing him on rubina@asproperty.co.za
17 Oct 2017
Author Independent author