This unit covers those activities associated with identifying possible
clients for listing properties in both sales and property management.
Element |
Performance criteria |
- Service existing client base
|
| 1.1 |
Existing client base is maintained in accordance with agency
business plan and marketing strategy |
| 1.2 |
Opportunities are identified for agency sales and listings |
|
- Develop a business network
|
| 2.1 |
Contact is made with potential clients consistent with agency
image and marketing plan |
| 2.2 |
Listings are obtained by following procedures consistent
with agency protocols |
| 2.3 |
Business opportunities are generated by follow-up and networking
activities |
| 2.4 |
The agency marketing strategy and business goals and objectives
are consistently met within all business networking activities |
|
- Implement strategy to expand client base
|
| 3.1 |
Promotional activities are undertaken which generate enquiries
and inform prospective vendors of agency services |
| 3.2 |
Marketable listings are obtained by following up all enquiries |
| 3.3 |
Attainable listing targets are set in budgets and marketing
strategy |
|
- Communicate outcomes of prospecting activities to key stakeholders
|
| 4.1 |
Staff initiative and client confidence in agency services
is fostered and supported by communication of the outcomes of
prospecting activities |
| 4.2 |
Accessible records are maintained to provide an accurate and
useable source of agency information |
|
- Maximise repeat business opportunities
|
| 5.1 |
Contact with prospects is maintained over time to ensure clients'
informed consent to agency activities |
| 5.2 |
Information likely to be of interest is circulated to prospective
clients, and followed up at strategic intervals |
| 5.3 |
Relevant follow-up discussions are held with clients to facilitate
stated business needs |
| 5.4 |
Marketing activity results are recorded in accessible databases
to provide useful market references |
|
