Welcome to an episode packed with energy and actionable insights! This time, we’re thrilled to have Oliver Howard from OHRE joining us. Known for shaking up the Southwest London property scene with bold marketing and a fresh perspective, Oliver is here to share his journey and three transformative tips for estate agents—whether you're in Key Takeaways: 1. Dare to Be Different Break the Mold: Modern estate agency requires standing out. It’s not just about selling homes; it’s about selling yourself as a brand. Embrace Personality: Whether it’s through creative marketing or authenticity, find your unique niche and double down. Example: Oliver used dynamic video tours to differentiate himself, showcasing both properties and his vibrant personality. Social Media is a Necessity: It’s no longer optional—agents must leverage platforms like Instagram and TikTok to attract buyers and sellers. Tips for Growth: Start with paid ads for quick visibility. Use Instagram tools (trending audio, localized hashtags) to hack the algorithm. Post consistently and experiment to find what resonates. Pro Tip: Even a small budget, like £30 a week, can make a big difference in reaching your audience. Lead Generation is Critical: You can’t wait for clients to come to you. Be proactive and persistent every day. Time Management: Block time for lead generation, whether in the morning or evening. Stick to the system and avoid procrastination. Mindset: Success is earned by going above and beyond—focus on building relationships and creating opportunities. "Our industry is about people, not properties." – Oliver Howard "He or she who creates the lead wins the business." – Chris Buckler "Even the best agent in the world is powerless without attention." – Oliver Howard 2. Build a Social Media Presence 3. Be Hungry and Consistent Quotable Moments: Follow Oliver Howard on Instagram: @oliverhowardlondon   / oliverhowardlondon  

Estate Agency Mastery: Authenticity, Automation, and the Power of "No" with Kristjan Byfield Welcome to another episode of *Estate Agency Mastery*, where we unlock the secrets of success in the property industry. In this episode, we're joined by Kristjan Byfield, a seasoned expert with over 20 years of experience in the estate agency world. Kristjan shares insights from his journey as a long-time agent, a business owner, and a tech innovator in the lettings industry. In this fast-paced conversation, we discuss three powerful strategies that any estate agent—whether you're in Birmingham, Belfast, or Bognor Regis—can apply to their business immediately. Let’s dive into Kristjan’s key takeaways: 1. Authenticity: Be Yourself to Attract the Right Clients - The Cookie Cutter Trap: Too many agents fall into the trap of mimicking the corporate structures and personas of other businesses. Kristjan believes that your personal authenticity should be the core of your business identity. - Dress for Success: Forget stiff suits! Kristjan talks about how, even in high-end markets, being comfortable in your own skin—and dressing in a way that feels authentic to you—can attract the right clients. Clients value personality over polished facades. - Why Authenticity Works: Being genuine helps foster trust and build long-term relationships. When clients see the real you, they are more likely to connect with you on a personal level, which can lead to better business outcomes. 2. Automation: The Future of Estate Agency Success - Embrace Tech to Stay Competitive: Kristjan highlights how embracing automation and AI can streamline your business, saving time and reducing costs. If you’re not focusing on automation, you're putting your agency’s future at risk. - AI: The Industrial Revolution of Our Time: We’re on the cusp of a massive shift. Kristjan compares the impact of AI on estate agencies to the Industrial Revolution. He believes that agents who fail to adopt AI will be left behind. - Automate the Mundane, Deliver the Extraordinary. Using automation for routine tasks like data entry and document handling frees up your time to focus on what truly matters—building relationships, offering expert advice, and negotiating deals. 3. The Power of “No”: Don’t Be Afraid to Set Boundaries - Saying No with Confidence: Kristjan emphasises that one of the most powerful words in estate agency is "no." Whether it’s declining a lower fee, rejecting unreasonable client demands, or protecting your time, saying "no" sets boundaries and protects the value of your service. - Why Saying No Is Good for Business: Far from losing clients, saying "no" can often increase respect and trust. If you’re not confident in your own value, why should a client be? Saying “no” lets clients know you’re serious about delivering results. -*The Psychology Behind It: Saying “no” doesn’t just protect your time; it builds credibility. Kristjan shares an example of how confidently rejecting a request can often lead to a better result, forcing clients to respect your terms. Key Takeaways: - Authenticity is Key: Be genuine in your business and personal branding. It’s not about looking the part; it’s about being the part. - Automate for Efficiency: Embrace automation to save time, improve customer experience, and scale your business. - Use “No” to Your Advantage: Don’t fear rejection. Saying no can be the key to protecting your value and setting clear boundaries with clients. Listen to the full episode for more insights and practical tips that can help you transform your agency. About Estate Agency Mastery: The Estate Agency Mastery podcast is your go-to resource for practical strategies and expert advice from top industry leaders. Make sure to share this episode with fellow agents and tag us with your thoughts on social media. How have you been applying authenticity, automation, and saying no in your business? Let us know!

In this episode, Chris Buckler is joined by Mark from Rex, who brings a unique perspective from the tech side of estate agency operations. Together, they dive into actionable strategies agents can use to streamline and enhance prospecting, operational efficiency, and long-term growth. Whether you're an agent in Birmingham, Belfast, or Bognor Regis, Mark shares powerful techniques that you can start implementing immediately to improve your business. Takeaways: 1. Laddering Techniques for Effective Prospecting - What it is: A process where every action (like a property viewing or valuation) is paired with an additional prospecting step, such as door-knocking or flyer drops. - How it works: Every visit to a property can be an opportunity to reach more potential clients—knock on nearby doors or target the area with social media campaigns. - Why it matters: It minimises the time dedicated solely to prospecting by integrating these steps with other daily tasks, leading to a more efficient and effective workflow. 2. Defining and Chasing Big Goals in Business - Setting Big Goals: Whether you’re a solo agent or a multi-branch agency, having a clear goal (like increasing properties under management) is essential for growth. - Breaking Down Goals: Mark emphasises breaking down big goals (such as gaining 100 new properties under management) into smaller, actionable steps, like asking clients if they are landlords. - Motivation and Team Buy-In: Communicating these goals and their benefits to the team keeps everyone aligned, engaged, and focused on the long-term vision of the agency. 3. Following Up and Asking for Referrals** - Referrals: A well-timed follow-up call three months after a sale can be an easy way to check in with clients and ask if they know anyone who could benefit from your services. - Why it Works: This approach has yielded significant business—Mark shared how one agency generated £65,000 in revenue from referral calls alone. - Automate with CRM: Using a CRM like Rex can simplify this process by setting reminders to ensure no client interaction slips through the cracks. Featured Product: Rex CRM Mark highlights Rex as more than just a CRM; it’s a full-scale solution to keep every aspect of your agency aligned with your goals. It drives consistency in client interactions, integrates smoothly with team workflows, and provides a foundation to scale operations. Enjoyed the Episode? Don't forget to subscribe, rate, and review Estate Agent Mastery!

Episode Overview: In this episode of Estate Agency Mastery, we sit down with Kieran, the founder of Propalt, a tool designed to help estate agents scale their business. While Propalt is a great resource for agents, this episode is all about Kieran sharing his top three actionable tips for estate agents to stand out, generate more leads, and grow their business—whether you’re based in Birmingham, Belfast, or Bognor Regis. Key Takeaways: Be Different and MemorableKieran highlights that many estate agents fail to stand out in their market. With consumers only able to remember three agents at a time, it’s crucial to create a unique brand and marketing message. Tips for agents include: Conducting a competitor analysis to see how your messaging differs. Avoiding generic slogans like “free valuations”—instead, offer a more personalized, niche service such as off-market property searching. Automate to Free Up TimeKieran stresses the importance of automating repetitive tasks so agents can focus on high-value activities like lead generation. Agents should ask themselves: How much time is being spent on tasks that could be outsourced or automated? Could tech solutions streamline time-consuming activities like sending direct mail or managing CRM databases? Nurture Your Existing CRM DataA goldmine of potential business already exists in agents’ CRMs, but many fail to tap into it. Kieran shares: 84% of sellers don’t use the same agent who helped them buy. By nurturing past clients and staying in touch, agents can regain business from customers who might have otherwise gone to competitors. Tools like Propalt can help agents track when landlords or past buyers are likely to sell again, giving them a head start in maintaining relationships. Memorable Quotes: “The average person can only remember three agents, so make sure you're one of them by being different.” "If you’ve been in the business for eight years or more, the leads you need are already in your CRM." Resources Mentioned: Propalt’s market watch feature for tracking landlord portfolios and potential leads. Case study: An agent who spent £4,400 and generated £13,000 in return through off-market marketing campaigns. Actionable Advice: Start automating repetitive tasks today to free up more time for lead generation. Dive deep into your CRM and reconnect with past clients. The leads you need to succeed could already be within your reach. Links: Propalt Website Case Study Next Episode Preview:Join us in the next episode where we explore more tech tools for estate agents and how to stay ahead of market trends.

**Show Notes: The Estate Agency Podcast with Chris Buckler and Megan** **Introduction:** - Host: Chris Buckler from The Estate Agency. - Special Guest: Megan, a highly visible and proactive figure in the property industry. - Discussion focus: Key strategies for building relationships and growing your estate agency business, applicable whether you're in Birmingham, Belfast, or Bognor Regis. **Key Discussion Points:** 1. **Building Relationships is Key:** - Megan emphasizes the importance of relationship building in the property industry. - Rather than chasing new leads, focus on maintaining communication with your existing CRM contacts – there’s a wealth of opportunity already within. - Regular check-ins, not just for selling, but for keeping clients engaged and connected with the agency. 2. **Proactive Client Communication:** - For Lettings: Megan calls her entire portfolio every three months, even for tenants. Simple check-ins can uncover opportunities to expand or sell properties. - For Sales: Pay attention to key milestones, such as anniversaries of purchase or mortgage renewals. Early communication could reveal potential sales or upsell opportunities. - Tenants today are often buyers tomorrow, making them a valuable group to build relationships with early. 3. **Delivering Genuine Care:** - Chris and Megan share stories about going the extra mile for clients, like checking on properties and handling unexpected situations to create trust. - Going above and beyond leads to better client retention, stronger referrals, and a sense of long-term partnership. 4. **The Power of Thoughtful Gestures:** - Examples of thoughtful gestures, from checking on a tenant's iron to cleaning a property’s communal areas. - Such gestures create goodwill and lead to loyalty, even in tough situations like maintenance delays. 5. **The ‘One-Night Stand’ Analogy:** - Megan compares client relationships to long-term partnerships. Agents should avoid making clients feel like a “one-night stand” – be memorable, not forgettable. - Invest in your clients with regular, thoughtful contact, showing them you’re invested in their long-term success. 6. **Categorizing Landlords:** - Megan shares her strategy for categorizing landlords into groups like ‘Accidental Landlords,’ ‘Nervous Landlords,’ and ‘Investor Landlords.’ - This helps to manage and maintain your portfolio by identifying potential sellers and buyers within your client base. 7. **Opportunities for Seamless Transactions:** - Megan shares how orchestrating internal sales between landlords can keep properties in the portfolio, while generating sales fees and keeping tenants happy. - Adding extra services like mortgages, conveyancing, and furniture packs can provide even more value. 8. **Chris’ Takeaway:** - Structured communication is the key takeaway. Don’t cold call for the sake of it—make each interaction meaningful and full of value. - Structure your follow-ups around key milestones, and always look for opportunities to add ancillary services, which can boost revenue and client loyalty. **Closing:** - Megan's insights have provided a fresh approach to relationship building and maximizing value in the property business. - Chris expresses excitement about using Megan's tips at The Estate Agency and hints at having Megan back on the podcast soon. **Call to Action:** - Stay tuned for more episodes packed with actionable insights for estate agents looking to grow their business. - Don’t forget to subscribe to the podcast and follow us on social media for updates!

**Podcast Episode 21: Estate Agency Mastery with Chris Watkin** Welcome to episode 21 of *Estate Agency Mastery*! Today, we're thrilled to have property expert Chris Watkin on the show. Chris has helped letting and estate agents across the UK, including in Birmingham, Belfast, and Bognor Regis, gain more property valuations. In this episode, Chris shares actionable strategies to implement immediately to boost your business. ### Key Takeaways: 1. **Get More Valuations**: Chris emphasizes the need for estate agents to stand out in a crowded market. Posting listings on social media is essential but not enough. Instead, focus on creating valuable content that homeowners care about, particularly around property market trends. 2. **Join Local Facebook Groups**: Engage with your local community by joining and posting in town-specific groups, housing estate groups, and even school communities. Share valuable content like local property market updates, rather than just listings. 3. **Create Video Content**: Chris shares three quick ideas for video content any agent can create today: - **Market Trends**: Compare home prices in your town over the last few years using data from Rightmove or other platforms. - **Rental Analysis**: Calculate average rents in your town and provide updates on rent changes over time. - **Top 50 Streets Countdown**: People love knowing the most expensive streets in their area. Create countdown videos that engage local homeowners. 4. **Community Engagement**: Chris advocates interviewing local shop owners to build trust and rapport within the community. Being interested in your town and its people will ultimately make them interested in you. 5. **The Frozen Peas Method**: Chris explains a unique and highly effective door-knocking technique where you help potential clients with their onward property search while subtly building rapport and trust. 6. **Self-Employed Estate Agents**: For those going solo, Chris stresses the importance of hard work and patience. Self-employment isn’t easier—it’s about dedication and effort over time to achieve success. ### Resources Mentioned: - **Frozen Peas Method Video**: [Frozen Peas Method on YouTube](https://www.youtube.com) - **Chris Watkin’s Free Training**: Text “FREE STUFF” to 07951 147 572 to receive over 50 videos with 8+ hours of training content. - **Chris Watkin’s Content Writing Service**: For £350+VAT per month, Chris writes property market reports and content that make agents look like local property experts. ### Get in Touch: - **Chris Watkin Ghostwriting Service**: For exclusive content and marketing support, reach out to Chris directly. Stay tuned for more episodes, and don't forget to implement these strategies today! Let’s make your estate agency the go-to choice in your area.

Podcast Show Notes: Estate Agency Mastery with Alex Evans from Estate Apps In this episode, we are joined by Alex Evans from Estate Apps. While Alex is a supplier, he's here to deliver some amazing insights on estate agency mastery that are both practical and actionable. We dive deep into topics ranging from leveraging social proof, personal branding, and innovative ways to drive listings. Whether you’re an agent in Birmingham, Belfast, or Bognor Regis, Alex shares tips that you can start implementing in your business tomorrow. Key Takeaways: Importance of Reviews Ask for Google reviews early in the process, not just at the end. Aim for reviews with detailed narratives, not just star ratings. Don't be afraid of negative reviews—they add authenticity and allow you to demonstrate growth. Tip: You can request clients to update their reviews throughout the process, which increases engagement and helps tell a continuous story. Top Platforms for Reviews Google is the most critical review platform for estate agents, followed by Facebook. Ensure your Facebook reviews section is visible—hiding it can seem suspicious. Personal branding: Start building personal reviews for yourself as an agent, especially with the rise of self-employed brokers. Personal Branding and Visibility In Australia, personal agent branding is much more common and prominent on property boards. UK agents and agencies should put more focus on showcasing individual agents to build trust and connection with clients. Build your personal brand and leverage social media to stand out. Pre-Portal Listing Strategies Launch properties on your website and social media before sending them to portals like Rightmove. Increase exclusivity and generate interest with your own audience first, giving you an edge and creating higher value for your service. Agents can reduce portal costs and gain more control over their listings by relying less on third-party platforms. Innovative Agents Moving Away from Portals Some agents are reducing their reliance on property portals altogether, focusing on social media, Google Ads, and other digital marketing methods. While portals still offer significant ROI, agents should strive to increase their value proposition by building their brand and audience directly. Resources Mentioned: Estate Apps: [Website Link] Review Tool by Estate Apps: [Link if available] Google Reviews & Facebook Reviews Australian Real Estate Conference (AREC)

Episode Summary: Welcome back to Estate Agency Mastery! In this episode, we’re thrilled to be joined by Izabela, a seasoned estate agent with over 15 years of experience spanning lettings, sales, and high-stakes deals in Dubai. Izabela brings a unique approach to the property market, focusing on working with just one client at a time to provide an unparalleled level of service. We dive deep into her business model, how she sells houses in just one week, and why being selective with clients can be the key to success. Key Takeaways: Izabela’s Unique Business Model: Izabela focuses on working exclusively with one client at a time, dedicating all her resources to selling their home within a week. Her approach ensures a personalised, highly focused strategy that sets her apart from the competition. Manifestation and Strategy Design: During the lockdown, Izabela reimagined her business model to attract clients who value her expertise, allowing her to avoid traditional methods like door-knocking. She emphasises the importance of visualising success and designing a business model that aligns with personal values and goals. Three Tips for Estate Agents Everywhere: Preparation: Research is critical. Know the market, the buyers, and the specifics of each area. Izabela’s in-depth preparation ensures that every question from a potential buyer is answered, providing a seamless experience. Pricing Strategy: Set realistic prices that reflect the property’s value and market conditions. Isabella shares her method of giving clients two prices—the listing price and the achievable price—to set clear expectations. Execution: Deliver on promises. Izabela outlines her detailed plan for every listing, ensuring clients know what to expect at each stage. If the property doesn’t sell within her specified timeframe, she adjusts her strategy or hands the listing back, maintaining her integrity and commitment. Additional Insights: Izabela stresses the importance of understanding that real estate is a people business, not just about properties. Putting clients first and maintaining integrity are crucial. Collaboration over competition: Drawing from her experience in Dubai, Izabela advocates for more cooperative deals between agents, which can improve client outcomes and agent success alike. Bonus Tip: Isabella’s top piece of advice for agents: If you’re not genuinely interested in people, real estate isn’t the right field for you. This industry is about building relationships and putting clients first, which is key to long-term success. Links and Resources: Book Mentioned: Full Fee Agent – Discover strategies for securing high-value clients through referrals and recommendations. Guest Info: Connect with Isabella Radka on LinkedIn and follow her journey in transforming the estate agency landscape. Tune In Next Time: Join us next week as we explore the latest trends in the property market and bring you more insights from industry experts. Don’t forget to subscribe, rate, and leave a review on your favourite podcast platform!

Chris and Steph both run self employed estate agency brokerage models. Steph loves the model and estate agency as much as Chris. Steph starts on highlighting that you have to make the back end of the year a big success. Whilst this episode isn’t out till the start of September, the same applies to the back and of the year.  We all need to sit down with a magic number of what you need to list and to bank and then work backwards. Take your average fee and then work backward to how many listings you need to sell in order to get this figure in place. Then you need to take this figure and work out how many listings you need live. Finally, work out the val to listings ratio and work out how many valuations you need to create. Steph then goes on to highlight pick 50 properties in your farm, and hit them once a week for the next 12 weeks. This should allow you to generate the listings you need to hit you goal, especially when you add it to your other lead generation activities.  Her second tip is to take the listing number you want to achieve. Each time you go and pitch add £100 on top of your fee. Do this every time you pitch. Chris jokes that incremental fee increases will allow self employed agents to increase their take-home. Both Chris and Steph believe that self employed agents should charge more and actually the vase they provide means that the client would be happy to pay this. Chris jumps in and highlights that doing reduced fees when you start your journey as a self employed agent.  The third tip is to get off Canva and get on video. The end user doesn’t care about your pictures of sold properties. What they do care about is whether they trust you. Steph mentions 30 days of videos to record so you can bank them in advance. That is then 30 pieces of personal content. Chris highlights that he has just taken on a full time videographer at The Estate Agency. Content that anyone can watch, that isn’t hyperlocal is being pushed by the algorithms at the moment. Chris ends this section by highlighting that the client needs to constantly need to see you to build trust.  Chris then curveballs Steph and ask her what any self employed estate agent should do in their first 30 days. She starts with finding 50 local properties that you feel you can really add value to. Write comp slips and letters and try to speak to those homeowners in a. Week. 50 door knocks isn’t going to take too long. Once you have business, the easiest way to get more business is when you are interacting with those vendors. At The Estate Agency we call it ‘drive to 5’ and Steph refers to it as ‘the magic 10’. The above can easily be done on Rightmove and Hoopla free of charge. Both Chris and Steph highlight that it is all about consistently. But these next 6 months could be the hardest you ever have to do.  The last tip is a long term play. Steph highlights that introducing yourself to the wider community and this should be done on a daily basis.  Steph signs off saying each buyer should be saved as the property they bought. You can then work out where they move to and send them a moreaversay card in a year's time.  Wow… what an episode.  Full Fee Agent - Chris Voss and Steve Shull https://www.amazon.co.uk/Full-Fee-Agent-Estate-Professional-ebook/dp/B0BK2WDXN7 7-11-4 is the key formula to building meaningful connections.\Imagine spending 7 hours together (YouTube, podcasts, webinars, presentations, etc.), engaging in 11 interactions, and meeting in 4 locations (website, LinkedIn, Instagram, etc.) - a bond is inevitable.

Angi runs a very successful business in Staffordshire, West Midlands. She is an ESTA winner, straight talking and pulls no punches. She starts off with these is no secrets to success other than consistency and highlights that agents have to be acceptational communicators. You have to know your stuff and be the expert in your field. If you don’t have this in your armoury then it is lights out. Agents need to remember, “don’t tell me you’re funny, make me laugh”.  Starting with Angi’s first tip, exceptional communication, she highlights that she feels “we have failed if we email”. Angi is a huge advocate of picking up the phone and feels modern agents hide behind emails / WhatsApps. Chris adds that you have to enable the agent with tech, but the human touch has to be replicated, especially in a world with AI. The phone should be your number one tool.  Using AI such as chatGPT is gold, but then you have to make it personal.  Angi also confirms that she also gets a lot more loyalty from clients, and Angi rarely lose a client, due to being on a phone and making sure she runs though every vendor every day in price order to check what is happening with he vendors. Every week, without fail, the vendor gets a phone call.  Angi’s next tip is market knowledge and ups killing. Don’t blag it. Continuously learn and find your tribe. Make sure you pick up hints and tip and constantly learn and evolve to be the best agent you can. You have to constantly learn and evolve as an agent. Chris and Angi both agree that scripts allow agents to actively listen and get to the end result much more quickly. You have to be able to objection handle and move the conversation on. The final tip from Angi is regarding negotiation. You have to focus and being a world class negotiator. You have to train yourself but also you have to have experience and people around you that can show you the way. Chris highlights that the first offer has to be rejected and that going the extra mile for the client and get the extra few thousand for the client. How you go about this will increase customer satisfaction and lead to referrals. 

Clare Yates is an estate agency trainer who genuinely wants to better our industry. Her well thought out tips are top drawer. Clare opens by highlighting that you have 45 minutes in a valuation and you aren’t selling houses, you are selling trust (and confidence in you and your business). Chris adds to this that you should be able to build trust and win the val before you get there. Clare highlights work she has done and it is simple. Do what you say you are going to do, when you are going to do it. If you turn up late, the trust is broken.  One thing Clare advocates is that if you didn’t book in the val, speak to the person who did and try and get a read on the situation. Teamwork makes the dreamwork. They can even call ahead to highlight you’re on your way and are very excited to see you. The second tip can easily be issued, but really is one that shouldn’t be. Ask clients how they will choose their agent and you can then present based on what they are looking for, not what you think they may want to hear. Most agents turn up with a presentation that agents don’t adapt to the individual. Pitching is not one size fits all. Have a conversation about what matters to them, not what you want to tell them. If you ask great questions, then fee will rarely come into play. It makes people feel special.  Chris closes the point by sharing that sending a pre val video, so that the client knows who you are is a non negotiable, it allows you to build trust, then allows you to focus on the client.  We move onto not overpromising and providing stories (real stories) that are similar to the people looking to move, and highlight what you did for them. Stories that show how you go above and beyond. This again will build trust. Chris shares his "why" for getting into estate agency, and making sure you can connect with the client through stories.  Clare ends with highlighting the “Nan Test”. Is their service good enough for Nan? If it isn’t, then don’t do it.  Chris ends the podcast, but highlights that whilst the tips Clare has shared are simple, but if agents really listen and adapt them into their business, their valuation conversation will increase. For the ending curveball question, Clare suggested you should always ask the client why they bought their property. Chris adds that you can put this into the property description on the listing if appropriate. 

Carly has been an agent since the age of 17 and was a record breaker in some of the agencies she worked with. She now works for Dataloft and starts off by pushing that you have to know your market data. Chris highlights his old business partner, Dominic Murphy who constantly updates the local community and is consistent in his approach. Carly pushes that meaningful data is key, especially on social media and that agents have to be omni-present when sharing the data. Video is key for this and whilst local content is great, local data adds authority. It combines the personal touch, with meaningful local stats. They finish the point off by pushing that consistency is key here and you need to repeat the same actions on outbound marketing to take the guesswork away. Chris ends by highlighting her sees agents miss activity and then give up. Never give up! Carly’s second tip is taken from Sales 101 - you must create urgency. She highlights the importance of the open house strategy in order to do this. This is a very underutilised tactic in the UK. Printing extra particulars, and giving the appearance the property is a sort after commodity. Especially in a tough market. Chris adds to this, that one off viewings are very inefficient and agents after work to the applicants timescale and not their own. We have to be efficient.  The third tip from Carly is around Community engagement. Agents in the UK really can learn from our US and Australian cousins that become pillars of their community. Chris highlights that you don’t often earn money if you are sitting behind your desk. At The Estate Agency the big push is the “drive to five listings” and everything becomes easier after this. Hiring out a cinema, to Halloween support for parents, just being a really nice person will help you grow your business. Chris points to Episode 8 with Dom Marcel where he goes into detail on this. Helping the community in which you serve goes so far.  Chris ends on a curve ball, as he often does, he asks Carly for one tip. She just straight in on door knocking. Pick your number for each and every day and go for it. They are the easiest instructions you will get. Remember, in the UK it is one of the only places where you can legally knock on a board that is on with another agent. Chris finishes the podcast by highlighting that if you offer value, and are consistent over 8 weeks, you WILL get a response. 

CEO of Yopa, Verona comes at things a little differently, which is very timely as we enter a new quarter and the back 6 months of the year on the day the episode is released. She has been in the industry for 20 years and before that has been a leader in a number of different industries.  Why does your organisation exist? What are your aspirations and what do you want to achieve? Do you want to have big market share, earnings for your family, and be the best marketer in your area? So when you work out what you want to be famous for then you have to turn this into a strategy. Chris talks about starting with "why" and the agents that simply set KPIs. Verona hits back with how sad it is that she sees agents live from month to month and suggests agents watch this following. https://www.youtube.com/watch?v=Wz7WsozDcZMHowever simply having a strategy isn't enough. You have to work out where you are going to play. So the geography, the locations, communities, customer segment, price brackets. Once you know this then you can offer your products. Chris highlights you can't set this plan up, and then swerve away from it. Follow "true north" and don't get distracted. Once you document your plan, you have to document this and once you say no, you have to focus on exactly where you are going.  Then you move onto how you are going to win. What is my competitive advantage? What makes me stand out? What makes me different? Once you know this you have to articulate that, demonstrate that, and then you'll be that. It needs to be so clear and you HAVE to be able to back this up with data? How can you demonstrate it? Data is super important. Once you put these all on a page, communicate it with your people and then utilise it on a weekly, daily and monthly basis to make decisions. This will really help with the learning to say no.  Chris ends up with highlighting that you're 42.1% more likely to hit a goal if you write it down and 80% more likely to achieve it if you have an accountability partner. Finally once you have a plan, you need to make your plan in your diary. So you make sure you are showing up day to day, you are showing up to your goal. The podcast ends with a tip from Chris where he suggests that it is a "drop kick to the jaw". An emotive 1-2 liner that from the customer experience is world class" followed by a "does that sound like an agent you would like to work with". 

Perry is one of THE most forward thinkers in our industry! After ten years of running his own business he starts off by saying he is obsessed with both marketing and negotiation. His first tip is that negotiation is everything and that you need to master it. From fee, to negotiating the best price the market will allow. Perry offers a negotiation diploma and makes sure everyone in his business. Perry affirms that 80% of estate agents haven't had negotiation training. Chris Voss has a MasterClass on negotiation and Perry also offers a course on this once a year. The key takeaway here is that by being obsessed you can be the very best agent for your client. Perry NEVER accepts the first offer and advocates that you need to create your own style and process.  His second tip is based on the American model in that buyers should have representation as well as sellers. One of his agents charges 2% to help negotiate and manage the onward purchase. As estate agents, we aren't just the selling agents. Chris probes Perry on the public not accepting "would you like to do what I do to get houses for sale, but directly for you"? The key thing here is that if you are remarkable, it isn't actually that hard. Chris points out buyers remorse often occurs and it would be far less likely with buyer representation. Perry automates a text asking "if I found you a property would you pay me 2%". Text is key here rather than email and Perry highlights that he gets a 6x return rate. The overall point here is that if you don't ask, you don't get.Circling back is that all the public are employing is your ability to negotiate.  Perry's third and final point is that all debts should offer auction, rather than just private treaty. Often agents don't pose the best solution for the client. He goes further and pushes that all agents should be able to offer all parts of agents (including lettings, auction) to the client. This allows real fiduciary advice to be given.  Chris ends on asking Perry where he gets his info to be a better estate agent from, and which he promptly replies with YouTube where you can find this podcast (https://youtu.be/PwjIsjM0G5Y)

Elle and Chris go way back. In this episode Elle gives away her tips and tricks that have helped her rapidly become known as one of the best estate agencies in London. This is a must watch for anyone who wants to get more listings. She delves into 3 points: 1. Honesty and integrity - whether the vendor wants to hear it or not. DO NOT list at the wrong price as it is a waste of everyone's time 2. Pick up the phone and get out from behind your desk and meet people. Our business is all about making relationships. 3. Always ask clients to share reviews and give you feedback.  Chris jumps into the points and highlights John Savage's podcast (Episode 7) where he talks about being able to tell the truth and get away with it. Elle highlights that 60% of her stock is second hand stock and that she simply doesn't value any property at any figure. Explaining it is layman's terms (especially if you are a business owner). If you put it on too high, you are most likely to lose that client. So don't focus on KPIs and the stock will come back to you at the right price. Whilst many listeners will find this hard in an employed environment, Elle highlights that reaching out to vendors in a different way. She will send leaflets that will show a "different level of agency". When starting Elle would write handwritten notes (they could see it was physically hand written) and it would take her four hours a day, but it directly led to sales. When the client does contact you, but is under contract, or doesn't want to sign with you it is your job to be in contact with them more than their current agent. If you are starting out, 4 hours a day on market properties is a non negotiable. When you do miss out on a val, it is so important that you have world class touch points so that you are the second agent of choice. Picking up the phone might seem old school, but in a world of emerging tech and WhatsApp it is easier. With offers it is very easy to send them across and wait for a response. People want to deal with people and often you need to educate the buyer and sellers. Infact when Elle sold, she was receiving 82 emails a day from estate agents. This will really help you world out who is serious and who isn't.  Elle's third and final tip evolved into tips from Chris and Elle. The first one from Chris is to get social proof from vendors on social media when you send their listing live. Elle sponsors every single listing that she sends live. She will produce a social media campaign for every single listing. She will also join the Facebook and WhatsApp groups of the local areas and buildings. When they sell, Elle asks for referrals in the local Facebook and WhatsApp group, which directly leads to referrals. 93% if her business is referral business and this is one of the main reasons. In fact, do the same with buyers when you offer them world class service as it leads to the same result. 

Katy Poore is a very experience agent who has just taken the leap into the self employed world. She starts with treating everyone like they have a £1,000,000 listing. Katy gives analogies of window cleaners, carpet fitters and postmen and treating them so well bu doing small things such as making them cups of tea By doing this you create an army “raving fans”. A group of people that know, like and trust you. They will use you when the time is right and as Chris affirms from his experience this works. These are the people that find out first if people are thinking of moving.  Katy hits Chris hard with the next tip, which is that Chris and Katy have known each other a while, but she wasn’t 100% sure what he did. Therefore she didn’t join The Estate Agency as she has already made inroads with another model. Katy then goes onto highlight the simple act of texting WhatsApp grouped and really launching yourself and making sure everyone knows what you doing. Chris really dumbs home that you can’t be James Bond… a Secret Agent. From day one every single person in your world, and those who you haven’t met do. The conversation quickly turns to social media and how in the UK agents often don’t like mixing business and personal. Often, like clockwork, American agents will do two personal to one business posts which works well. Katy offers the best bit of advice given so far one all the podcast - HAVE FUN. Our business is hard, and by being real, authentic and avenge fun it allows Katy to have fun whilst people see that see is being real. She highlights she isn’t corporate and that she treats social media the same as walking into a pub. Don’t yell out “who wants to sell their house”, but by engaging with people  and being honest, jokey and fun then you build trust. Chris ends the episode by curve balling Katy with a question on mental health. He asks Katy how she ensures she gets to the end fo the day and when she witches off she is having fun. Katy highlights she still sees her friends for coffee, plays netball once a week and affirms that being an agent, especially as elf employed agent is very lonely. So surround yourself with a schedule that supports you, as well as people that support you. Katy really opens up about things that have impacting her mental health, but Chris probes her into how she got passed it. The conversation goes to putting things into perspective and releasing you can’t’t let one person or moment impact your reason why you’re doing this job. 

Simon Leadbetter is a marketing geek, there is no other way to put it. He’s held envious positions from CMO to Knight Frank to CEO at Fine and Country. In this episode Simon cover 4 things that you HAVE to master in your marketing to drive responses to your business. Maximising Email Database Social Media Direct Mail Personal Brand Built via PR Simon quips that’s the end of the show as all his years and data has pointed to the fact that if you nail these four, then you will succeed in driving leads to your business. Chris jumps in and asks how does and agent without a huge budget or brand do this. Simon fires back with  simply by focusing on locality or demography. He highlights that if you’ve been given their email, then you have been given the right to email them. News in the market, Halifax, nationwide and Land Reg House Price index and piece together and update for your local market.  If someone is thinking of selling in the next 12 months, email is the number one in terms of driving an action (by far). Chris teases out a title that an agent could use such as “What impact will the General Election have on Solihull Property prices”. Be specific and remember, there is no better time to sell than now and you must always promote that.  Simon also highlights that you can turn a send and forget, to an open conversation where you ask he audience “What have you always wanted to know to know from an Estate Agent”. You can answer these, slip in the answers you want to give. Do this every quarter and I will answer them.  Social Media - Simon starts by highlighting that Facebook is a non negotiable. But you have to be on at least three. Data backs Simon’s comment of people selling in the next 12 months are Facebook, Instagram, Youtube, X, LinkedIn (in that order). Pick four of them and work out a marketing strategy. If you haven’t got started in 2024, then you need to . The average person scrolls 3 times the height of the the Eiffel Tower on social media a day. Direct Mail - Chris highlights that he has had mixed success, but immediately mentions he is inconsistent. Legitimate Interest means that you can send  95% of direct mail is engaged with. The average receives 1.4 pieces of direct mail a day. Be 1 of the 1.4. But don’t got with the mass franked stuff. Be consistent, budget for it, use coloured envelopes that are handwritten. You don’t have to get it all right, but if you can set and forget then do it, but be aware you won’t get the best success.  Personal Brand and PR - reach out to all your local media companies and mention you’re happy to give comment and property and the local market. Make sure you’re always accessable. Chris mentions he did this in his early estate agency career and ended up on BBC Breakfast. Papers, parish magazine, radio, TV, etc. Put the time in your diary to do it.  Chris curve balls Simon for an extra golden nugget, and Simon responds with a hard data backed response. Your brand matters. The correlation between your brand and long term instructions is key. Whether a self-employed agent, or multibranch agency, you have to focus on the brand and make it strong. 

Jason has a successfully exited a large estate agency business. He opens with the fact he chooses who he works with and that agents should be in the same position. Don’t be the needy sales person during the market appraisal, but treat the valuation as a choice conversation… in favour of you, the agent The quality of your questions will have a direct impact on your future”. Chris jumps in and highlights that during script practice at The Estate Agency, the agent can only respond with a question. This allows the vendor to self discover the right decisions. Practice breads confidence. Jason highlights that if he calls you as an agent and asks you tough objections, are you in a position to acknowledge, isolate and overcome the objection?  Whatever you do, don’t practice is on the public. If you want to sign up for some great scripts subscribe to www.chrisbuckler.co.uk Jason mentions NLP, hypnosis and how he fully believes that if you want to be in the top 1%, then you need to be in the top 1% of communicators. Jason highlights that you need to go onto YouTube, follow Chris Watkin, etc as all the information is out there, but it is up to the agent to be learning based and go and find it. This is exactly the same  advice Dom Marcel gives us in Episode 8, when referring to marketing and positioning clients as your marketing department Podcasts (such as this) and other learning resources have never been more available than now. Agents Together offer you mentors for nothing, and brokerages will help you work from your goals through to the skillset you need to obtain in order to achieve those goals.  Chris asks the direct question, “Do you have relationship with your goals”. And do your daily activities move you towards these goals, or at times are you often a busy fool? You HAVE to refer back to your goals on a daily basis. Jason highlights a technique for solidifying your goals is to put a red doc on every mirror in your home. This will then trigger thoughts of what his goals are everyday.  Jason then kicks in with his 5 Killer Coaching Questions: What projects have the highest impact on the future (3 years) Your long game. How can I meet more people in my community? Knowing more people creates more opportunity. What needs to be removed (not added to speed up) What doesn’t work or what is not contributing. Is XYZ best use of my time! How can I improve my service levels. Over and above. This will equal more referrals and recommendations. What is my north star? What is most important. Money or lifestyle. What and who are you doing this for? Remind yourself and tell the world. Chris jumps in and highlights whether self employed agent or not, that you need to building your own google ranking but rather than just the 5 star review, it is all about the copy in the comments. This is what people pay attention to.  Chris also then goes off piste and highlights before the val, get agents together with a picture of the property you’re about the value on screen, and text the client with a picture of a the marketing mastermind. “Hey, we are just masterminding a marketing strategy with my fellow agents in order to over expose your property to get the best price the market will allow”. WhatsApp the photo to the client. This is great point of differentiation. Chris then carries on highlighting that you HAVE to put yourself in the mindset that you are going to take the listing, not to give a valuation.  Chris drops in that before it get’s to fee, always ask the questions? Fee aside, am I your agent of choice?  That’s great - do you mind me asking why? Which then leads on to the close, especially if you can demonstrate your ability to negotiate (actually by not negotiating) on your fee.  Jason jumps in with, ”if I can show you that the buyer is going to pay my fee, do you care what I charge”. Knowing your numbers as per the John Savage episode is key here. Jason ends with, looking after a clients money, looks after your money. 

Dom is a very accomplished self employed agent who has gone on to become one of the most success self employed agents in the country. He now runs a team of self employed agents.  His first hard hitting tip is that you aren’t in sales, but you are in marketing. This is twofold… you have to market yourself to people. You need to spark emotion as emotion inspires action. Marketing practices is a fundamental for any estate agency. Therefore you have to learn social media, advertising, etc if you want to succeed in our industry until 2030. Dom shares that he sounds like a human, and not an estate agent whenever speaking to clients and within his marketing mix. Dom’s marketing isn’t corporate, for example when doing an open house, reach out to other neighbours and let them know there may be some extra traffic. By doing this you are showing that you are human. It will often then create intrigue and is a great firm moment of contact with the street. Dom highlights that this indirect approach means neighbours will go online to be nosy and then see you great marketing.  He adds other touch points such as, “we are out of your hair thanks for baring with us” which again indirectly highlights we’ve done our job, which in turn is non ‘estate agenty’ and also promotes more intrigue.  His second tip is that you just “treat your clients like your marketing department”. So rather than spend on marketing, treat your clients on the standard of service  you provide to them, so that your clients indirectly become the marketing department and refer you business. Do not take for granted the importance a £500 increase with work on the final sale amount and the little things you can do throughout the sales process - they go a long way. Whilst Chris doesn’t discuss this, the fulls right in line with the teachings from the great book, “Full Fee Agent” by Chris Voss and Steve Shull. By driving a powerful enough emotion to blow someone away, they will actively drive people towards you. Dom mentions a TV show called “The Bear” on Disney Plus (Season 2, Episode 6) in order to understand the levels of customers experience and how you can translate that to your estate agency business. If you can provide such outrageous service, you clients will refer you for life. Go and spend your entire marketing budget on ensuring the experience is so world class. Note it is actually Episode 7 as Chris found out, but WELL worth a watch. Customer Experience trumps Customer Service and if you offer what Dom suggests and combine it with excellent database management, this should lead to 85% of business being referral business. In the theme of this Dom shows us how to use yearly events to promote your business to the community. He highlights linking this to local Facebook group and how quickly it can help grow your reputation in the community. Events are massively underrated, and there are no such things as past clients. Chris shares all the events (and the events calendar) that he utilises and drives Associates to at The Estate Agency. The hard thing is that you don’t want to treat giving back like running a business (even though that is what you are doing). Be human and focus on the relationships and not transitions. Chris closes the podcast by asking Dom what the best piece of coaching advice he has been given. Dom highlights that as you grow you HAVE to document your processes. You will get very busy, very quickly. You need to be able to leave the business tomorrow, and by documenting processes from the off, this will be possible. Learn from Dom’s mistake, who had to take 4 weeks out in order to document his processes. Dom leaves by highlighting that it isn’t fair for clients to receive different experiences  because there is someone else in the business looking out for them. 

With an ex Military background and self proclaimed no BS approach John starts with agents being able to “tell the truth and get away with it’. Especially when other agents may often lie in order to win the business. So how do you act with integrity and turn yourself into a trusted advisor? John jumps straight into the “anchoring effect”. When it comes to selling a property, the highest figure the vendor is given, then will ankle every decision based on that figure. So if agents are artificially inflating prices in your town, how do you get around it? Firstly, google the anchoring effect. Secondly remember this Tom Panos quote, “property is not in isolation, it is in competition”. So your goal is to help the vendor self discover what the right price is.  Agent: “Mr or Mrs. Seller, would you agree with me that property is not in isolation” Vendor: “Yes” Agent “So would you agree your property is in isolation” Vendor “Yes” Agent “Well at the moment, there are X properties for sale similar to yours on the market, what are you going to do to make all the very best buyers  way from what they are currently looking at, to come and see your property instead?” This will allow vendors to move away from the anchor and as an elite agent that understands consumer psychology. Chris, jumps in and highlights the importance of asking great questions is key for agents.  John moves onto data, and the data play. Who is the most competent is the one that wins the conversation. When it comes to objection handling, most agents don’t know how to handle being town they aren’t great. John goes onto share data that you need to prepare in order to ensure you aren’t caught short on the valuation. He believes you HAVE to know the answer to the 20 questions below, before you go into battle? The first 10 of the 20 questions below are from John’s agents course called ‘Highest Net Profit Formula…’ 1. What is the pounds per square foot for the good, the bad and the ugly? 2. What percentage of asking price do you or your agency achieve on average for your sellers? 3. How many days are your current clients property’s on the market before they go under offer? 4. What has been your viewing to offer ratio been in the last 12 months 5. How many properties have you been instructed to sell and how many of these have you completed on (last 12 months) 6. How many properties have you sold at the asking price or above in the last 12 months? 7. Can you explain in detail what other properties similar to the property your valuing have sold and when? 8. How will local, national and international economies affect the sale of property in your area? 9. What questions will you ask buyers to be absolutely confident they will make your client an offer before they go to your clients home? 10. What are your sole agency fee’s? If below 1% why? If 2%, why?  Chris highlights when he sold his last property that agents he invited in offered a 26% price variance, which is shocking. If you have a world class pre valuation call, this should never happen.  Do not be afraid of other agents in your area. It is OK to share what other agents sell for / their stats and John believe this is a superpower. By being confident John wins the conversation. Turn your vendor into a critical thinker and allow other agents stats to do your talking. Chris ad to this, that you should never bad mouth another agent.  What is great about John is he turns the table on the vendor that he is interviewing them. Final thoughts, property is not in isolation it is in completion. Remember that takeaway and  John SavageTikTok · John Savage55.7K+ followers

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?

Alex is a world class agent who has recently stepped into the self employed word. He kicks off by saying "don't be afraid to do the things that everyone's afraid to do". You have to get comfortable being uncomfortable. Chris resorts by asing how you get into that mindset. Alex highlights there are people that have to knock on doors and offer world shattering news to people. He touches on door knocking but highlights that they have had some nice conversations. Alex leads with leading with value whether door knocking or with a video. Chris asks "do you think every agent in the UK should door knock?". Alex suggests you need to do what works well for you, but that every agent should try it. Alex tells Chris in order to get into the mindset, you have to remind yourself what you are doing and that it becomes far more real when you become a self-employed agent. He highlighted there was a house he didn't knock on, and now they have changed agent. Alex highlights that the "lost listing" could have led to a lot more business, but you have to move on and learn from it. Fail forward, fail fast, fail often. Chris closes the conversation that every agent should door knock with value. The UK is one of the only counties where you can knock on someone's door with a for sale sign. In other countries you can lose your license.Alex highlights that don't copy what other agents do. Do your own thing and work out what you can do better than the other agent, such as Sunday openings. Work out what it is, and create this as you USP and become the digital mayor of your town. Alex then goes on to mention that if someone wants to choose another agent, you have stats and data that highlight why you will perform better than the other agent. This is key. Chris then highlights if you work this with scripts (and ask great questions) then you should be onto a winner. The conversation is rounded off with charging what you are worth. Chris pushes Alex on whether agents should drop their fee. But actually, the client isn't as fussed on fees as the agent. Alex calls fee promotions "a loose around your neck", and that is what you become known for - a discount agent. The reason I am £5k more Mr Vendor... If you ask most people what 1.25% of £575,000 is, most people can't do maths. So often it works putting things into figures allows clients to make decisions. He also mentions that he casually drops his fee, and then mentions that he will come back to that later. Chris loves this and highlights that fee only becomes an issue when value comes into play. Chris goes on to share some scripts when charging a higher fee, "do you think I will outperform, outnegotiate or both the other agents?". Getting the client to tell you this, reaffirms what you should charge a high fee and "If I can't negotiate on my own money, how do you expect me to negotiate on yours?". Alex discussed turning business away. You have to get yourself into a position where you can choose to walk away. To sum up, Alex highlights "input = output". Always try to be 1% better every day.

Ali Harper is long time friend and one of the top agents at Exp UK (other models are available such as The Estate Agency). On this quick fire post cast Ali talks about the importance of growing you team with individuals that aren't the same as yourself. You need to recognise your own weaknesses and employ people to fill those gaps. Ali pushes the importance of taking the leap into self-employed estate agency as wish he would have done this sooner. "I've never felt freer or happier... life is on my terms now". The discussion then goes onto fees... Asking for the business and going high on fees is a message Ali pushes charging 9x that of his local competition. He goes out with the mindset of knowing he is going to win the instruction. If you want to run your own business, then you need to back yourself. If you don't then don't go self employed. But when you do, ask for the business. Chris highlights using a "10% over" fee strategy on what Ali terms "your already high fee" work very well, as they often do in Scotland. "If the client invites you out, it is yours to lose". Chris reemphasises that the lead generation should form the start of every day, especially if you're not great at admin. Ali goes onto agree that in order you grow the business, then this is a non negotiable. Being raw, Ali goes into different aspects of his business and highlights that he focuses on the thing that is going to make the most money. He highlights @https://www.instagram.com/daniel_daggers/?hl=en being the best agent in the world to follow. Ali can be found at https://www.facebook.com/harpersprop/

Matt Giggs - top agent and coach. Matt starts off by hitting the audience with why agents should NEVER negotiate on fees. Remember we are the one of the only industries in the world where you only get paid at the end of the transaction! Matt argues you should focus on the things that you can control, and not waste time on things you can't. He highlights that you should spend a proportion of each day listening to podcasts, or anything that lifts you up and puts you in a great headspace including Les Brown - https://www.youtube.com/watch?v=tOv8E4ifVWY Matt also advocates disconnecting from tech early and ensuring your morning routine is in place. He highlights, again, that listening to podcasts, comedy, anything to lift you energy and DON"T read your emails and texts first thing. Tech - Matt highlights putting in place tech that allows agents to do their job and take away the mundane and this will be poignant when choosing your CRM. Matt also highlights the importance of trusting yourself and trust your gut. Your intuition should always drive you. Don't always try and do things for other people. Your inner voice is your core values and your beliefs. Matt's productivity hack is to set one goal a day that will move your closer to your goal. His book of choice is Atomic Habbits, by James Clear (the same as Simon Gates) regarding agents linking rabbits to get to their end goal. Socials - Matt picks Trevor Kearney https://www.instagram.com/superprimesurrey/ Matt finishes with the Secret to success is your core values. You have to work with them and ensure they play a part in your day to day journey. Matt can be found at https://www.linkedin.com/in/mattgiggs