15 March 2013Growth of black owners in the South African property market has more than doubled in the last 10 years, according to the 2013 Property Report by property data provider Lightstone.The report found that this change had yet to be reflected in the rest of the property market.“Despite this, it is interesting to note that black ownership in the luxury property market – properties valued at R1.5-million or more – has more than doubled to 7.8% from 3.3%,” managing director of Lightstone, Andrew Watt, said in a statement.“This is clearly attributable to the increasing spending power of the middle- to upper-income black consumer; however it should be noted that this originates from a small base where the volumes remain marginal.”Watt also said that South African property ownership patterns generally had shifted over the years.“Looking at the market as a whole across all races, it is interesting to note that female-only ownership has increased over the last 10 years – even slightly outstripping male-only ownership,” he said.“As a result, the market is now fairly evenly divided between female-only, male-only and properties co-owned by both genders.”According to the report, female-only growth is highest in the black population; if the affordable/township market is excluded, however, black female-only ownership is in line with trends in the white community.“The South African property market has been through a difficult period over the last five years, but it is heartening to see that even with the introduction of the National Credit Act and more stringent lending conditions, we are continuing to see transformation in the owned-property market,” Watt said.SAinfo reporter
Sometimes we teach the sales force lessons that we didn’t intend them to learn.By not reviewing activity and outcomes, we teach the sales force that taking the activities and achieving the outcomes they need isn’t important. We teach them that they don’t have to prospect.By not reviewing their pipeline of opportunities, we teach them that it isn’t important to build a funnel that ensures that they meet their number. We teach them that it’s okay to produce sporadic results.By failing to review their opportunities, we teach the sales force that they don’t have to work on deal strategy. We teach them that it’s okay to wing it, come what may.By paying only lip service to the sales process, we teach the sales force that the sales process isn’t important. We teach them to believe the process is irrelevant and that they don’t need to worry about creating value at each stage.Giving the sales force one shiny object after the next teaches them to expect a magic bullet answer. It teaches the sales force to believe the tried and true, battle-tested methods are no longer worth their time. And it teaches them to look for easy answers to challenges that can only be overcome with a deep grounding in the fundamentals and first principles.By giving the sales force quick answers instead of coaching, we teach them to become dependents. We teach them that our time is too valuable to waste on helping them develop and grow.The Last WordPeople don’t learn by listening to the words you speak. They learn by watching your behavior. They learn from what you do, the actions you take, not your words. Make sure the lessons you are teaching the sales force are the lessons you want them to learn.QuestionsWhat are you teaching the sales force?What lessons might you be teaching unintentionally?What behaviors do you need to change so you can teach a more powerful and healthier lesson?Do your actions match what you value most as a sales leader?