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Why are some great Listers so bad at Business Generation?

ESTATE AGENTS – IN THE 26 YEARS I HAVE BEEN IN ESTATE AGENCY – one thing I have noticed is an awful lot of Valuers/Listers are really poor at generating business for themselves (ie door knocking estate agents, leaflet dropping, chasing old free vals).. they can use time as an excuse not to door knock.

Why is that?

It is the fact that what makes them ace valuer’s / listers (they are people people) is their biggest weakness. Good listers are motivated by the praise, approval, popularity or acceptance by others.

They enjoy freedom from too many rules or regulations. They are at their best when they can be the face, the talker, the presenter, the one who builds rapport with the punter but requires another person to handle the micro details.

Why then are they rubbish at follow up and self-business gen?

Since acceptance and approval by others is the main desire of Valuer/Lister personality type, rejection is their biggest fear. Let me prove it to you – think of the deep gut-wrenching hurt valuers feel on losing the listing compared to getting a listing.

If they go door knocking and business generating .. the chances of getting lots of NO’s is quite high – hence they dont go down that road.

Q – Do awesome listers make awesome business generation machines?  Your thoughts please

Christopher Watkin

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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