Many agents I speak to feel overwhelmed at the idea of increasing their stock levels. In fact, that pressure often shows up long before they win the listing.
It can even be felt by the client—through an agent’s body language, energy, or language during the appointment. If your prospect senses that you’re unsure or overloaded, they may secondguess whether you’re the right agent to handle the sale.
The solution isn’t to slow down. It’s to shift your mindset and put structure in place.
Focus on Instructions First
The number one priority should always be to secure the instruction. Get the listing.
Growth begins when you build confidence around your ability to manage stock, and trust that the process will support the volume.
Once you shift to that abundance mindset, the next step is simple: triage.
Build a Triage System for Open Homes
You don’t need to attend every open personally. You just need to know which ones require your presence, and which can be managed by your team or systems.
Here’s how I break it down:
1. Priority 1: Open homes you must attend
These may include prestige listings, emotionally involved vendors, or strategic campaigns where your presence is essential.
2. Priority 2: Open homes you attend if your calendar allows
These are important but not critical. If you’re available, you go. If not, delegate with confidence.
3. Priority 3: Open homes your team can handle
This includes tenanted properties, investment homes, empty listings, or owners who are overseas or interstate. These are ideal for support agents or associates to manage.
This structure ensures nothing is neglected while giving you room to scale your stock without compromising quality.
Trust the Auction Process
If you’re running auction-based campaigns, remember that some properties will sell before auction. That naturally frees up space in your calendar for new listings and inspections.
The key is to remain proactive, stay close to your calendar, and keep the communication strong across your team.
Maintain Standards Without Burnout
Growth doesn’t mean chaos.
To scale effectively, you must:
- Maintain a high standard of client communication
- Ensure there’s no leakage in your business (missed enquiries, poor follow-up, or forgotten feedback)
- Protect yourself and your team from burnout by using systems and clear delegation
The better your triage system, the more confident you’ll feel, and the more confidence you’ll radiate to your clients.
The agents who grow the fastest are the ones who stop fearing volume and start preparing for it.
Don’t let the idea of more stock hold you back. Put a plan in place, back yourself, and let the process carry the load.
Because in a high-performance business, it’s not about how much stock you can hold. It’s about how well you manage it.
By Adrian Bo, CEO of Adrian Bo Real Estate Training & Auctions