Elle and Chris go way back. In this episode Elle gives away her tips and tricks that have helped her rapidly become known as one of the best estate agencies in London. This is a must watch for anyone who wants to get more listings.

She delves into 3 points:

1. Honesty and integrity - whether the vendor wants to hear it or not. DO NOT list at the wrong price as it is a waste of everyone's time

2. Pick up the phone and get out from behind your desk and meet people. Our business is all about making relationships.

3. Always ask clients to share reviews and give you feedback. 

Chris jumps into the points and highlights John Savage's podcast (Episode 7) where he talks about being able to tell the truth and get away with it. Elle highlights that 60% of her stock is second hand stock and that she simply doesn't value any property at any figure. Explaining it is layman's terms (especially if you are a business owner). If you put it on too high, you are most likely to lose that client. So don't focus on KPIs and the stock will come back to you at the right price. Whilst many listeners will find this hard in an employed environment, Elle highlights that reaching out to vendors in a different way. She will send leaflets that will show a "different level of agency".

When starting Elle would write handwritten notes (they could see it was physically hand written) and it would take her four hours a day, but it directly led to sales. When the client does contact you, but is under contract, or doesn't want to sign with you it is your job to be in contact with them more than their current agent. If you are starting out, 4 hours a day on market properties is a non negotiable. When you do miss out on a val, it is so important that you have world class touch points so that you are the second agent of choice. Picking up the phone might seem old school, but in a world of emerging tech and WhatsApp it is easier.

With offers it is very easy to send them across and wait for a response. People want to deal with people and often you need to educate the buyer and sellers. Infact when Elle sold, she was receiving 82 emails a day from estate agents. This will really help you world out who is serious and who isn't. 

Elle's third and final tip evolved into tips from Chris and Elle. The first one from Chris is to get social proof from vendors on social media when you send their listing live. Elle sponsors every single listing that she sends live. She will produce a social media campaign for every single listing. She will also join the Facebook and WhatsApp groups of the local areas and buildings. When they sell, Elle asks for referrals in the local Facebook and WhatsApp group, which directly leads to referrals. 93% if her business is referral business and this is one of the main reasons. In fact, do the same with buyers when you offer them world class service as it leads to the same result.