Rubin adams: proving that stock collect on is the key to success in estate agency work

RUBIN ADAMS: PROVING THAT STOCK COLLECT ON IS THE KEY TO SUCCESS IN ESTATE AGENCY WORK

One of the management principles which Alexander Swart Property try to inculcate into their staff – and to which they ascribe much of their success – is that maintaining high stock levels is absolutely crucial to achieving above-average sales – and one of the ways they do this is to have agents dedicated entirely to stock collection.

One of Alexander Swart Property’s recognised frontrunners in stock recruitment is Rubin Adams. Now 34 years old, Rubin joined Alexander Swart Property in 2015 when they were still operating as the Brackenfell franchise for a nationwide property group. A West Coast man in every way, prior to joining ASPG Rubin had spent most of his working life (14 years in fact) as a waiter, first at Club Mykonos and then at the upmarket Paternoster restaurant Voorstand. It was here he met Andre and Janine Swart, Rowan Alexander’s colleagues at ASPG, and he so impressed them that they offered him a job.

“Experience as a waiter is good training for any type of service career, but especially one as an estate agent,” says Rubin. “It teaches you just that: how to serve your client.”

On joining ASPG, Rubin was assigned to the Kraaifontein operation, which has now been amalgamated with the Brackenfell office.

“Rowan Alexander, director of Alexander Swart Property,” says Rubin, “made it clear that this agency insists on handling all sales on a sole mandate basis. That in some ways made my job more difficult, but once the reasons for this are clearly explained it is accepted by most sellers. The fact is that many people think that the more agents they appoint, the more potential buyers they will be introduced to. The reality is that open mandates often result in the estate agent, desperate to get in ahead of his competition, working for the buyer and not the seller.”

Rubin stresses that in looking for stock the estate agent’s most valuable tool is his ability to give a really accurate market valuation. If he does this and then secures the mandate for his agency, a fast sale will almost invariably follow.

Just how good he is at his job is shown by Rubin’s recent figures. From 1st March to 30th May he was able to list just on 30 properties, more than many agents list in a whole year – and 80% of those have already found a buyer. This shows that Rubin’s comment on accurate valuation being a key to success is wholly valid.

Now working in both Kraaifontein and Brackenfell, Rubin says that the average sale time of his stock is only 21 days – because demand for homes in the area continues to be strong.

22 Aug 2017
Author Independent author

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