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!