Clare Yates is an estate agency trainer who genuinely wants to better our industry. Her well thought out tips are top drawer. Clare opens by highlighting that you have 45 minutes in a valuation and you aren’t selling houses, you are selling trust (and confidence in you and your business). Chris adds to this that you should be able to build trust and win the val before you get there. Clare highlights work she has done and it is simple. Do what you say you are going to do, when you are going to do it. If you turn up late, the trust is broken. 

One thing Clare advocates is that if you didn’t book in the val, speak to the person who did and try and get a read on the situation. Teamwork makes the dreamwork. They can even call ahead to highlight you’re on your way and are very excited to see you.

The second tip can easily be issued, but really is one that shouldn’t be. Ask clients how they will choose their agent and you can then present based on what they are looking for, not what you think they may want to hear. Most agents turn up with a presentation that agents don’t adapt to the individual. Pitching is not one size fits all. Have a conversation about what matters to them, not what you want to tell them. If you ask great questions, then fee will rarely come into play. It makes people feel special. 

Chris closes the point by sharing that sending a pre val video, so that the client knows who you are is a non negotiable, it allows you to build trust, then allows you to focus on the client. 

We move onto not overpromising and providing stories (real stories) that are similar to the people looking to move, and highlight what you did for them. Stories that show how you go above and beyond. This again will build trust. Chris shares his "why" for getting into estate agency, and making sure you can connect with the client through stories. 

Clare ends with highlighting the “Nan Test”. Is their service good enough for Nan? If it isn’t, then don’t do it. 

Chris ends the podcast, but highlights that whilst the tips Clare has shared are simple, but if agents really listen and adapt them into their business, their valuation conversation will increase.

For the ending curveball question, Clare suggested you should always ask the client why they bought their property. Chris adds that you can put this into the property description on the listing if appropriate.