The pipeline lie: Why having ‘lots on’ might be slowing you down

The pipeline lie: Why having ‘lots on’ might be slowing you down

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Ask most agents how business is and you’ll hear it.

“Yeah, busy. Got loads going on.”

It sounds good. Feels reassuring. You’ve got listings, some valuations in the diary, maybe a few offers bubbling. But here’s the uncomfortable truth:

Being busy doesn’t always mean being productive.

In fact, some of the busiest agents I meet are the ones most stuck. Spinning plates. Firefighting. Chasing their tails. And wondering why, despite all the effort, they’re not moving forward.

We’ve created this culture in estate agency where being flat-out is worn like a badge. As long as the phone’s ringing and there’s stock on the books, it must be going well, right?

Not necessarily.

Because not all pipelines are good pipelines.

Some of those listings are wildly overpriced.

Some of those sellers were never that serious.

Some of those deals are dragging on and sapping all your energy.

You might be doing a lot… but getting very little back.

The best agents I work with think differently.

They don’t just chase volume. They chase velocity.

They want a pipeline that moves. Clients who are motivated. Instructions that convert. Sales that complete.

They know that ten well-priced, committed sellers beat twenty timewasters.

That one great instruction, priced right and marketed well, will outperform five stale ones sitting on the portals.

It all starts with asking better questions of yourself and your business.

How many of your current listings are likely to sell in the next month?

How many are draining your time and attention for no real gain?

What’s on the whiteboard just to make you feel better?

Be honest.

Because the goal isn’t to look busy. It’s to be effective.

So if your pipeline’s full but your bank balance doesn’t match, it might be time to stop chasing more, and start focusing on better.

The agents who run the most profitable businesses aren’t the ones with the most going on.

They’re the ones who know exactly where their energy is going, and what it’s giving back.

 

Chris Webb is the founder of The Estate Agent Consultancy

 





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