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I can’t convert my FREE VALS to LISTINGS… I am rubbish!

December 12, 2014

There will be difficult landlords and vendors, aloof to your best sugary pitch on the free valuation or market appraisal. Listen to me ..try not to take it personally. You are in property game, selling your services to landlords and vendors and like all salespeople, you have to develop a little bit of a thick skin to handle some rejection.

You need to develop your own coping strategy, but you will need a strategy. Keep your eye on the prize (as I tell Joey – our Rescue Dog), keep your eye on the end goal, and try not to be unduly dissuaded by a setback. For every no you get, its one nearer another yes . Don’t fear it (a no ain’t going to kill you .. is it?) … The only thing you have to fear .. is fear itself ….so don’t be disheartened.

You see, what you want is on the other side of fear.

If you have a bad run on your free vals, vastly changing your technique or giving up because you have had a bad run guarantees failure; you can always learn something from being unsuccessful. Do not spend all your time and energy on challenging individuals or being a prat to the Neg’s in your office for booking rubbish appointments; take responsibility and learn … sort your s**t out and think, then …

Go for the lowest hanging fruit first— ring a few lost vals froma dfew months ago, those already interested. What you are trying to obtain is a tipping point where enough landlords and vendors know you, respect you, and want your services, so that those challenging landlords and vendors will hear of your expertise and seek you out when they learn of your value.

…. and if that dont work, do what my old Area Manager told me to do … Get your mojo back and list on for 0.5% .. (but remember, once the mojo is returned, you will need to claw back that cheap fee .. but that wont matter as you will have your mojo back!)

Christopher Watkin

I teach, guide, support, mentor, consult, counsel, partner many hundreds of UK Estate and Letting Agents in their quest to grow their estate and lettings agencies business. Old school techniques of touting, landlords wanted leaflets, ring us for a free valuation, we have sold this in your street leaflets don't work anymore. There are too many competitor agents .. meaning cheap fees are epidemic, overvaluing is almost a norm to get the stock and don’t even mention about the online/hybrid threat. So a few years ago, I set about looking around the UK and spotted that certain agents (not many mind you) in certain towns were still seen as the ‘go to person on property’, the person the newspaper editor rang up every week for a comment and I looked at what they did and they were doing some thing quite remarkable…. Only one thing but they were doing it so well .. and reaping the reward in terms of decent listings and decent fees, happy staff, decent sales pipeline and exchange income, managed lettings portfolios in the many hundreds .. but more importantly, they really enjoyed the job… they enjoyed getting up in the morning and people looked up to them Over 400 agents around the UK are on a mission to change the way our Estate and Lettings agency profession is perceived and looked upon, doing it town by town, city by city. I guide these 400 agents, teach them, mentor them and support them to be seen in a different light, to be seen as the ‘go to person for property’, actually be the ‘local property expert’ and prove it. Christopher Watkin 07950 147 572 christopher@christopherwatkin.co.uk

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