EAM: Estate Agency Mastery with Chris Buckler

chrisbuckler123
  • 5.0 (1)
  • ENTREPRENEURSHIP
  • UPDATED WEEKLY
EAM: Estate Agency Mastery with Chris Buckler Podcast

This short form, digestible podcast is for estate agents / letting agents that want to improve who they are and what they do. Chris Buckler interviews some of the top agents in the country to find out and share the systems, models, tips and tricks that have led them to their unfair share. Chris's goal is that any agent listening can immediately implement these into their business. Estate Agency Mastery will give you the knowledge, tools and motivation to achieve more, earn more and ultimately, become a more profitable agent whilst raising the service offering of agents here in the UK.

  1. 3 DAYS AGO

    Episode 19 - Estate Agency Mastery with Izabela Rapacka

    Podcast Show Notes: Estate Agency Mastery with Isabella Radka Episode Title: Mastering the Art of Sole Agency with Isabella Radka Episode Summary: Welcome back to Estate Agency Mastery! In this episode, we’re thrilled to be joined by Isabella Radka, a seasoned estate agent with over 15 years of experience spanning lettings, sales, and high-stakes deals in Dubai. Isabella 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: Isabella’s Unique Business Model: Isabella 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 personalized, highly focused strategy that sets her apart from the competition. Manifestation and Strategy Design: During the lockdown, Isabella reimagined her business model to attract clients who value her expertise, allowing her to avoid traditional methods like door-knocking. She emphasizes the importance of visualizing 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. Isabella’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. Isabella 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: Isabella 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, Isabella 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 favorite podcast platform!

    22 min

  2. 8 SEPT

    Episode 18 - Estate Agency Mastery with Steph Vass (née Walker)

    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.

    22 min

  3. 21 AUG

    Episode 17 - Estate Agency Mastery with Angi Cooney

    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.

    23 min

  4. 21 JUL

    Episode 16 - Estate Agency Mastery with Clare Yates

    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.

    17 min

  5. 10 JUL

    Episode 15 - Estate Agency Mastery with Carly Martin (née Holt)

    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.

    16 min

  6. 1 JUL

    Episode 14 - Estate Agency Mastery with Verona Frankish

    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".

    17 min

  7. 23 JUN

    Episode 13 - Estate Agency Mastery with Perry Power

    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)

    18 min

  8. 16 JUN

    Episode 12 - Estate Agency Mastery with Elle Osborne

    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.

    19 min
See All (19)

Ratings & Reviews

About

This short form, digestible podcast is for estate agents / letting agents that want to improve who they are and what they do. Chris Buckler interviews some of the top agents in the country to find out and share the systems, models, tips and tricks that have led them to their unfair share. Chris's goal is that any agent listening can immediately implement these into their business. Estate Agency Mastery will give you the knowledge, tools and motivation to achieve more, earn more and ultimately, become a more profitable agent whilst raising the service offering of agents here in the UK.

Information

You Might Also Like

To listen to explicit episodes, sign in.

Stay up to date with this show

Sign in or sign up to follow shows, save episodes and get the latest updates.
Select a country or region

Africa, Middle East, and India

Asia Pacific

Europe

Latin America and the Caribbean

The United States and Canada