KPI’s in Estate Agency

ESTATE AGENCY KPI’s and TARGETS.

Anyone who is in estate agency (and lettings come to think of it) will have Key Performance Indicators (KPI’s) … viewings, Facebook likes, FV’s, listings, click thru rates on Rightmove, exchanges, mortgage sign ups .. the list goes on.

All of these measures and metrics are designed to monitor our agency’s forward progress and calculate our success All are very important and I am not advocating we do away with them .. but here is an idea… What if we measured the success of our agency by the results we delivered for our landlords and house sellers?

Not what the website viewers clicked, not what buyers or vendors did with their mortgage or listing or what fee they paid i.e. what they did for our agency, but measure and calculate what we did to help them ?

But how to you measure that on an Excel spreadsheet? How do the bosses know you are on target?

Exactly, you can’t ..but that’s exactly the point It’s the soft stuff, the emotional stuff, the going the extra mile, helping that couple get the home of their dreams, staying behind until 7pm so the people from the other side of the Country can pick the key up so they can move in that night

How would that change the way we operated as an agent and the stories we all lived and told?

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 [email protected]

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