Seven Steps to the right impression when trying to get new instructions. Valuation, instruction, real estate, estate agent, management, william stewart, billy stewart, 7 steps, seven steps, property strategy

1. 7 STEPS TO THE RIGHT IMPRESSION
BY WILLIAM STEWART

2. Valuations and Instructions are key to any successful
estate agency. Making the time to approach each
individual appointment the right way can mean the
difference between getting the instruction and not
getting it.

3. 7 Steps To The Right Impression
1. The appointment
2. Introducing the valuer
3. Hand deliver the appointment letter
4. Pre-call the appointment
5. Carry out the valuation
6. Hand deliver the valuation letter
7. Follow up call/visit to discuss the valuation.

4. The Appointment
Once you have ascertained that the client is looking to sell and
would like a valuation, don’t rush into booking the appointment:
 Discuss why they are moving, what they liked and didn’t like about there house, what's
important to them, timescales, get them to describe there home, basically anything that
allows detail, shows interest and builds your relationship with the client(s).
 Show excitement at the property, mention actual buyers that would/could be interested
by name, other comparable successful sales you have had recently and throw in a a few
beniffits of your service that helped that sale. Don’t forget to mention how market
conditions could be favourable, and have some market chat.
 Book the appointment. If you are not the valuer make sure that you introduce them to
the person conducting the valuation before they leave. State his full name and position.
This can be done face-to-face or transfer the call.

5. Introducing the valuer
 If face-to-face The introduction should be exciting. “John! this is Mr & Mrs
X, you wont believe it but they have one of those great properties by..near…at… I
really want this one on with us… I have great buyers for it so make sure you look
after them….”
 The Valuer should mirror the excitement and attempt to make casual
conversation, and build a basic rapport. Why are you moving? That place is
great.. That is great for schools my kids went there… etc… casually show local
knowledge and re-touch on local success and experience.
 Finally let them know as the valuer what you are going to stop by and hand
drop the appointment letter along with any additional info.

6. Hand deliver the appointment letter
 As simple as it sounds, go knock on the door and hand deliver
the appointment letter and any additional info.
 It gives you another chance to show you are providing a better
service then you competitors and you can then build a little more
of a relationship.
 Again show excitement at the property and let them know you
are looking forward to the valuation.
 DO NOT DO THE VALUATION THERE AND THEN!
(if they ask, let them know you have another appointment to get to, and you really want to give them the time
they deserve.)

7. Pre-call the appointment
On the day of the appointment, pre-call the client in
the morning or a few hours before hand to insure it is
still convenient to go round.
 You have now talked with the client three times
before even doing the valuation, and its likely your
competitor has only spoken to them once.

8. Carry out the valuation
 Do your Valuation as normal.
 In your pitch mention at least three times that “I really
want your business”.
 If there is opportunity to close on the instruction then
do so.

9. Hand deliver the valuation letter
If you didn’t get the instruction then this is another
opportunity to close. Pre-call to make sure they will be in
and as before hand deliver your valuation letter and
knock on the door.
 Ask how the other valuations went (if any).
 Mention again “I really want to sell your home for
you”, and “what are you thinking are we your first
choice?”
 Gage the situation and see if there is opportunity to
close.

10. Follow up call/visit to discuss the valuation.
 Follow up after dropping the valuation letter and see if
you can go round and discuss the valuation and how “we”
would like to proceed.
 Push for the instruction and if you cant get a
commitment, get them to commit to meet you again
based on their timescale, next week, next month etc..

11. Obvious difference in service
MY COMPETITORS MY BUSINESS
1.The appointment 1.The appointment
2.Introducing the valuer 2.Introducing the valuer
3.Hand deliver the appointment letter 3.Hand deliver the appointment letter
4.Pre-call the appointment 4.Pre-call the appointment
5. Carry out the valuation 5. Carry out the valuation
6.Hand deliver the valuation letter 6.Hand deliver the valuation letter
7.Follow up call/visit to discuss the valuation. 7.Follow up call/visit to discuss the valuation.
The difference in service is now obvious, I have had contact with my soon to
be vendor 7 times. 4 times even before the valuation has taken place. My
competitor is likely to have only had contact just 3 times.
WHO WOULD BE YOUR CHOICE?

12. THANK YOU
Please feel free to get in touch, comment on my work or
just to have a chat.
You can find all my social network sites here:
http://Xeeme.com/williamstewart
delay
By William Stewart