Have you ever been on a free val, sitting on the settee in the Lounge, the husband and wife smiling and nodding at everything you say, but when it comes to the business end of the free valuation, when you ask for the business, they pull on the parachute and bailout.
Has this ever happened to you?
That is because there is an enormous difference between understanding something rationally and making a commitment to it emotionally. 95% of buying decisions are made with emotion .. not rationally or logic (some Harvard Professor proved that decades ago). The question is .. how do you get
The question is .. how do you get emotional commitment in that one hour free val so they do say yes?
Here is the answer .. IMPORTANT – make sure you look at all the comments as some people asked me questions and I expanded on the article in those points https://www.linkedin.com/feed/update/urn:li:activity:6384457854736302080
Author: 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.
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