Why is it outsourcing your sales progression can be
good for customers as well as your business? Sales
Progression is an essential part of the Estate Agent's
sales process – each and every sales needs to
be carefully and efficiently managed from the point
a sale has been agreed, right through to completion,
with any inefficiencies reflecting poorly in their
overall fall-through rates.
From a business point of view, sales progression is
one of the most important aspects of the process which
is essential to get right, especially as the vast
majority of Estate Agents operated on a no sale –
no fee basis.
So
why are agents increasing turning to the ‘white-label’
solutions?
As
sales progression is such an important aspect of the
sales process, Estate Agents are recognising the value
in using a specialist company with dedicated UK sales
progression expertise’s which ensure their sales
are progressed smoothly and efficiently, whilst enabling
the Estate Agent's own sales teams to get back on
the road, making new appointments and securing new
instructions.
Josh
McGann, Director, Complete My Sale “From a business
point of view an Estate Agents primary concern is
to ensure their sales progress efficiently, and complete
quickly with an absolute minimum number of falls-through’s,
we appreciate the huge responsibility this entails,
which is why each new Estate Agent to come on board
is met with personally by either myself or the senior
accounts manager, who spend a day with you just personalising
the service for them, so from day one our sales progression
service is completely seamless.”
Measuring
fall through rates and completion timescales
When an Estate Agent decides to use a sales progression
service, it is a great idea to measure completion
time scales and fall through rates before and after
using such a service. Complete My Sale is the only
UK sales progression company to offer a whole suite
of online reporting which will help you track and
monitor each individual and your overall sale trends
– this makes it very easy for our estate agents
to evaluate the effectiveness of the service.
UK
average fall through rates
The
national averages for sale falling though is somewhere
between 25% and 33% (accounting for a quarter and
a third of all sales) reducing these fall through
rates is a significant factor in why estate agents
choose to use an expert sales progression service.
For example just a modest reduction from 1 in 3 or
4 properties to 1 in 5 or 6 properties falling though,
will over the year have a significant impact on profits.
Customer
service and satisfaction
The biggest concern for most Estate Agents when deciding
to outsource their sales progression process is what
affect this will have on the level of service their
customers will receive – and they are right
to be concerned, as reputation is everything when
it comes to selling property, and having a strong
local reputation can be the difference between success
and failure – therefore safeguarding their reputation
is essential.
150%
Increase in customer satisfaction
Complete My Sale took on board the Estate Agents concerns
and ran their own independent report in to customer
service satisfaction levels, both before and after
they had integrated with the Estate Agents, the results
look very promising with an average 150% increase
in customer satisfaction levels since using Complete
My Sale.
Helen
Ralston, Manager, The Property Shop “Using Complete
My Sale was a big leap of faith for us, but one we
are very pleased to have made, it’s still early
days for us with regards to using Complete My Sales,
but the feedback has been very positive from buyers
and sellers, with particular comments around reliability
of calls.”
When
asked to comment, Complete My Sale said that “We
put a huge emphasis on the customer service side of
our business, we have a highly professional and capable
team sales progression experts – who know the
process inside-out and that comes through when we
talk to customers. We are delighted with all the positive
feedback we have received so far, and we will continue
to work hard to build a strong and reliable reputation
so more Estate Agents turn to us for a premier sales
progression service”
