EAM: Estate Agency Mastery with Chris Buckler

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EAM: Estate Agency Mastery with Chris Buckler

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. 17/12/2024

    Episode 29 - *Christmas Special* - Estate Agency Mastery with Simon Gates

    Welcome back to Estate Agency Mastery -CHRISTMAS EDITION! In this special live Christmas edition, we’re joined once again by the one and only Simon Gates, whose previous appearance was our most viewed episode. Simon shares three actionable tips to target withdrawn properties as we enter the start of 2025. Whether you’re in Birmingham, Belfast, or Bognor Regis, this episode is packed with strategies to help you connect with sellers and stand out from the competition. What You’ll Learn in This Episode: 1. Just Do It – Why agents need to act fast and stop over-planning when targeting withdrawn properties. - Key insight: 50-55% of properties don’t sell, and nearly half of those will return to the market within a year. - How to use these statistics to gain a competitive edge. 2. Direct Mail That Works – Tips for writing letters that get results. - Personalise your approach: Colored envelopes, handwritten addresses, and stamps make a huge difference. - What to include in your letter: Highlight success stories like “We sell properties other agents can’t.” 3. Leverage Your Own Withdrawn Data – Don’t forget properties that withdrew from your agency. - Why staying in touch matters: Sellers may still be motivated to move. - Scripts for re-engaging past clients, even if the relationship was tricky. *op Direct Mail Tip: - Use a **PS (Postscript)** and a QR Code at the bottom of your letter to include a strong call-to-action. - Example: PS: Scan the QR code to see how many buyers are registered in your area right now!”* Key Stats Shared: - 50-55% of properties nationally are not selling. - Of those, 45% will return to the market within 12 months. - In London, only 38.7% of properties sell, creating an even greater opportunity. Golden Quote: “Don’t archive relationships—a withdrawn property isn’t a stopped move; it’s a paused move. Stay in touch and be ready when sellers are ready to re-list.” – *Simon Gates* Thank You: Big thanks to Simon Gates for joining us again and sharing his expert advice. And thank you for tuning in to this special Christmas edition! Don’t Forget: If you enjoyed this episode, subscribe to the podcast and leave a 5-star review—it helps more agents master their craft.

    6 min

  2. 09/12/2024

    Episode 28 - Estate Agency Mastery with Mal McCallion

    Welcome back to Estate Agency Mastery! This episode is packed with insights and strategies for estate agents looking to stay ahead in 2024 and beyond. 1. Reassess Your Dependency on Portals - Mal shares why Rightmove might be more of a liability than an asset in the future. - Learn how to future-proof your agency by exploring alternative ways to generate leads and build your brand. - Tips to wean off portals: - Showcase properties outside of portals (e.g., exclusive Facebook group releases). - Utilise CRM reverse matches to engage your audience directly. 2. Craft a Unique Brand Story - Mal stresses the importance of focusing on your USP (Unique Selling Proposition) to stand out in a crowded marketplace. - Understand your target audience: their habits, needs, and preferences. - Practical steps to build your presence: - Attend local events like school fairs or markets. - Highlight unique community features in property descriptions to connect emotionally with vendors and buyers. 3. Leverage AI Virtual Assistants - Discover how an AI assistant can transform your agency’s efficiency and client experience: - Handles inquiries 24/7 with precise, personalized responses. - Offers natural language search to match buyers with specific property features like “skylight kitchens” or “sea views.” - Enhances local engagement by connecting buyers with the best nearby businesses. - Examples include integrating the assistant with WhatsApp for seamless communication. 4. Boost Your AI Literacy- Mal’s advice: Dive into AI tools to stay ahead of the curve. - Tools to try: ChatGPT, Claude, Google Gemini, and MidJourney. - Experiment and learn how AI can help with tasks like marketing, customer support, and market insights. Resources Mentioned in This Episode: - Free Webinars & Newsletters: Find practical AI tips for estate agents. - AI Assistants:** Links and recommendations for tools to get started. - Property Marketing Tips: Strategies to build a brand that outshines competitors. Stay tuned for future episodes where we’ll dive even deeper into practical strategies to help you thrive as an agent. Did this resonate with you? Share your thoughts and tag us on socials. Don’t forget to subscribe so you never miss an episode of Estate Agency Mastery!

    17 min

  3. 27/11/2024

    Episode 27 - Estate Agency Mastery with Simon Whale

    EAM: Estate Agency Mastery with Chris Buckler

    17 min

  4. 18/11/2024

    Episode 26 - Estate Agency Mastery with Oliver Howard

    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

    22 min

  5. 07/11/2024

    Episode 25 - Estate Agency Mastery with Krisyjan Byfield

    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!

    20 min

  6. 26/10/2024

    Episode 24 - Estate Agency Mastery with Mark Hinkins

    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!

    15 min

  7. 11/10/2024

    Episode 23 - Estate Agency Mastery with Kieran Slinger

    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 Memorable Kieran 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 Time Kieran 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 Data A 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.

    19 min

  8. 07/10/2024

    Episode 22 - Estate Agency Mastery with Megan Eighteen

    **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!

    14 min
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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.

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