The main factor when establishing and managing a large team of self employed estate agents is instilling quality control measures. This starts from the roots up – by developing a stringent recruitment strategy, implementing a structured training system and developing a retention programme. This may sound simple in writing but it is not as simple as one may think.
RE/MAX Malta are in their ninth year of operation and have grown to having over 130 Sales Associates, and 20 Letting associates – not to mention over 40 management and administrative staff – and are still planning further growth. Speaking to the CEO of RE/MAX Malta, Kevin Buttigieg, we ask him what their challenges are and how they deal with the ever changing real estate market in Malta. Just recently, the company also launched a new product on the market – the Exclusive Added Value Listing – which, they claim, enables them to sell properties within 90 days. We took the opportunity to ask him for some insight on this new phenomenon.
The Exclusive Added Value Listing programme is a type of agency agreement which gives a RE/MAX Malta franchised office the right to sell a property on an exclusive basis. The whole process, from the initial inspection to the deliverance of the service, is restricted to an approval process carried out diligently via a management committee. Once approved, an aggressive marketing campaign is initiated through various channels including their own Facebook Pages and other social media networks – which today have over 80,000 combined followers. They also provide a personal website to the home owner and a myriad of other marketing advantages that are only available through RE/MAX Malta.
Mr Buttigieg began by filling us in on the Exclusive Added Value Listing.“We have spent a number of months studying the market and going back and forth with new ideas on how we can represent home owners of properties better – in a more professional way – without costing them extra money but at the same time delivering results”. He continued “In the USA this type of listing agreement has been in place for over 20 years and in Europe is becoming the norm especially in countries like Italy, Germany and Israel to name a few”.
Over the last six months the company has invested in specialised training through RE/MAX Euroversity and Kevin Buttigieg guarantees that each and every agent has completed the Exclusive Added Value Listing training course at least twice. The course was created by Paul Vincenti of RE/MAX Europe and is completely geared towards providing a superior service to home owners. He explained “If we are going to do something, we have to get it correctly done and this is why we delivered the course twice; one time during the beginning of the year and the second time just recently when we released an enhanced version”. We asked Mr Buttigieg what the key benefits to the home owner are: “It is not only the home owner who benefits, but it is also the buyer who will benefit indirectly from an Exclusive Added Value Listing. Our agents are trained to understand the home owners needs, assist them in identifying a correct selling price, distribute a marketing plan, provide the necessary feedback deserved and finally utilising their Circle of Influence (Niche market) to further enhance the chances of selling the property. The buyer will benefit from an Exclusive Added Value Listing because of the unique way we represent the properties.”
Their results speak for themselves – with an average selling period of less than 90 days, and some properties selling within a fortnight. The challenge of maintaining the standard of an army of over 130 sales associates is a tough one but, according to Mr. Buttigieg, it is something that he and his management team, together with the franchise owners, strive for every day. He claims that they will not tolerate anything less from their sales associates than the best service on the Island.
If your property is taking longer to sell than you expected, and you are restricted with time, this maybe a great opportunity for you to sign up for an RE/MAX Exclusive Added Value Listing.
RE/MAX is the largest real estate agency in Malta and Gozo with over fourteen strategically located offices and over 130 sales associates waiting to be of service to you. Contact one of our offices today for more information.