Steph starts on highlighting that you have to make the back end of the year a big success. Whilst this episode isn’t out till the start of September, the same applies to the back and of the year. 

We all need to sit down with a magic number of what you need to list and to bank and then work backwards. Take your average fee and then work backward to how many listings you need to sell in order to get this figure in place. Then you need to take this figure and work out how many listings you need live. Finally, work out the val to listings ratio and work out how many valuations you need to create.

Steph then goes on to highlight pick 50 properties in your farm, and hit them once a week for the next 12 weeks. This should allow you to generate the listings you need to hit you goal, especially when you add it to your other lead generation activities. 

Her second tip is to take the listing number you want to achieve. Each time you go and pitch add £100 on top of your fee. Do this every time you pitch. Chris jokes that incremental fee increases will allow self employed agents to increase their take-home. Both Chris and Steph believe that self employed agents should charge more and actually the vase they provide means that the client would be happy to pay this. Chris jumps in and highlights that doing reduced fees when you start your journey as a self employed agent. 

The third tip is to get off Canva and get on video. The end user doesn’t care about your pictures of sold properties. What they do care about is whether they trust you. Steph mentions 30 days of videos to record so you can bank them in advance. That is then 30 pieces of personal content. Chris highlights that he has just taken on a full time videographer at The Estate Agency. Content that anyone can watch, that isn’t hyperlocal is being pushed by the algorithms at the moment.

Chris ends this section by highlighting that the client needs to constantly need to see you to build trust. 

Chris then curveballs Steph and ask her what any self employed estate agent should do in their first 30 days. She starts with finding 50 local properties that you feel you can really add value to. Write comp slips and letters and try to speak to those homeowners in a. Week. 50 door knocks isn’t going to take too long. Once you have business, the easiest way to get more business is when you are interacting with those vendors. At The Estate Agency we call it ‘drive to 5’ and Steph refers to it as ‘the magic 10’. The above can easily be done on Rightmove and Hoopla free of charge. Both Chris and Steph highlight that it is all about consistently. But these next 6 months could be the hardest you ever have to do. 

The last tip is a long term play. Steph highlights that introducing yourself to the wider community and this should be done on a daily basis. 

Steph signs off saying each buyer should be saved as the property they bought. You can then work out where they move to and send them a moreaversay card in a year's time. 

Wow… what an episode. 

Full Fee Agent - Chris Voss and Steve Shull https://www.amazon.co.uk/Full-Fee-Agent-Estate-Professional-ebook/dp/B0BK2WDXN7

7-11-4 is the key formula to building meaningful connections.\Imagine spending 7 hours together (YouTube, podcasts, webinars, presentations, etc.), engaging in 11 interactions, and meeting in 4 locations (website, LinkedIn, Instagram, etc.) - a bond is inevitable.