Chris Webb is an estate agency author, coach and all round nice guy. In this episode he shares some fundamentals which offer a great refresher for the experience agent, and a no nonsense approach for those newer to the industry.

Chris starts with lead generation, highlighting that if you are good at it, everything else falls into place. Both Chris’s are in agreement that everything else is downstream of lead generation. 

Chris B, highlights that you are a lead generator first, and an estate agent second. Chris W uses a tool of asking agents to rank themselves out of 10 as an agent, then ask the same question but for how well known they are in that area. There is often a difference and that is the chasm that the agent needs to cross. Chris W uses a tool with his clients of writing down all the ways that you can get leads into your business. Withdrawn letters, build emails, etc. Then write down what you are actually doing in the next month. Both set of questions show disparity on where agents want to be and where they are now. 

Again, Chris W hits on that 80-90% of agents time should be spent lead generating. If you’re self employed and you only have 4-5 properties on at then this is only 10 hours a week to service. The rest of the time needs to be spent lead generating.

“If it isn’t in your calendar is doesn’t exist” if a quote both Chris’s agree with when it comes to time block in the above. You can move appointments around as agents we need to be fluid. “If you erase you replace”. 

Chris W highlights that it isn’t a one size fits all and you have to work out what to use. 

Chris B curve balls Chris W by telling him then he firmly believe agents should not take a call of a buyer wishing to offer, if they agent is in a middle of a lead generation task.

Chris W moves the conversation to what can we do to get properties on the market. What do you do pre and post market appraisal to increase the changes of wining. If you don’t win the appraisal, then get someone else to ring for feedback, but will highlight areas for improvement, but is also a time to re-pitch and ask “if it doesn’t work with the current agent, would you be happy to use is as your second agent of choice”.

“Is it too greedy of you to want to be first and last”, from Chris W rounds off the conversation of his post val tips.  

Your property details are not there to sell the property, don’t give it all away. Show off the best 8-12 photos of the property. Don’t repeat what the portals already tell you such as bedrooms, etc in the first line. 

The conversation then moves to client feedback. Chris W is a a huge advocate of vendor care and that it needs to be weekly. This also allows you to work towards a price adjustment conversion. It is very agents for agents to shy away from this, but in essence you’re opening up your clients to competition who will be hearing from them, more than they hear from you. 

Chris B highlights as agent sending videos to clients, which most agents wouldn’t do, but Chris W highlights that you don’t get two way feedback. If in doubt pick up the phone. Chris B highlights the importance of when you update the vendor and allowing it to be on your time and not on theirs, especially if they’re on a long motorway journey and are ringing “for a quick check in or update”.

The real message in this podcast is that you have to be structured, create your own processes and protect your time and make sure that your number one activity is lead generation. 

Choosing Another Agent: Could you share what led you to that decision? Were there particular services or offers they provided that you found more appealing?
Future Consideration: If things don't work out with your current estate agent, would you consider using our services in the future? What could we do to be your first choice next time?