In almost two decades of working this market, it’s the most common and entirely avoidable delay that I come across.
Houses don’t sell themselves.
It might have once been the case that developers could auction off over 70% of new homes on launch day alone, but that simply isn’t a reality anymore.
Intensified competition, product similarity and an evolving market mean that most property developers are happy to secure half of this on the day.
The battle is being won on the experienced sales front. Clients need the right people controlling that swing vote in buyers’ minds.
They need to be personable, have a deep knowledge of the new homes market and be convincing enough to close buyers on half a million pound deals and upwards.
However, talent like this does not simply fall off the shelf.
Recruitment is not supermarket sweep
Attracting skilled sales negotiators in the new homes sector is no different to other areas of the talent economy, in that it’s candidate led.
This means that the hires you need are already in high demand and currently working roles. We have over 5,000 candidates on our database, of which 90% are already in employment.
It’s the relationship we’ve built with them over time that allows us to even get a conversation started with them.
To avoid working backwards from the finish line once you’ve completed your builds, you need to remember the timelines you’re working towards.
If you need a Mandarin-speaking sales negotiator, or multiple sales staff that understand a nuanced market or location, then you need to appreciate how that recruitment process moves forward.
There are contracts to be delivered, notices to be worked and a consideration that most sales staff will want to secure their quarterly commission before they leave.
It’s not simply a case of search and select when dealing with talent.
Build your pipeline for growth ahead of when the need arises. If talented sales negotiators are a fundamental cog to selling houses, then remember that it might take 12 weeks to secure them.
Partnerships in the same direction
- Agree deadlines and keep the lines of communication open in case they move
- Allocate the hours needed to reading shortlisted CVs
- Find the windows to then interview
- Communicate with your internal HR team to deliver the contracts
- Prepare the decision makers
What is the recruitment timeline?
Understand the crucial recruitment steps with this free timeline