Over the last few months, we’ve conducted a series of insightful webinars with the help of industry-renowned expert, Tony Morris. In each of these webinars, Tony - alongside our very own Head of Training and Development, Joe Gaudoin - provided expert tips on how to become the Ultimate Agent, covering everything from applicant registration to conversion.
Missed this series of webinars? You can catch up and watch them on demand here.
Part 1: The Perfect Applicant Registration
Part 2: 3 Strategies to Increase Conversion from Valuation to Instruction
Part 3: 5 Strategies for Doubling Your Stock in Under 12 Weeks
In case you wanted to delve deeper into how Spectre can help with Tony’s techniques to becoming the best agent possible, we’ve devised a blog together detailing just that.
What was covered in webinar 1? The Perfect Applicant Registration
In the first webinar of the series, Tony took us through the process of registering an applicant with your agency, covering his 5 expert steps. To begin, Tony retold the tale of an agent in his training who turned a simple 5-10 minute phone call with a lettings applicant into a highly profitable situation.
From this, Tony refined an easy-to-follow 5-step call structure so that agents using it could maximise every single opportunity to win new business. And, with Joe's expertise, the talk turned towards the features of Street.co.uk to discover how they could be implemented to further refine the application process.
Joe highlighted the importance of meaningful conversations (opposed to direct questioning) when agents chat with potential clients. The power of Street.co.uk’s Buying Position, auto-detection for on-market properties, and PerfectMatch features were highlighted as gateways to customer satisfaction, helping agents deliver the perfect applicant registration and possibly a new instruction.
What was covered in webinar 2? 3 Strategies to Increase Your Conversion From Valuation to Instruction
In our second webinar, we looked further into Tony’s strategies for increasing conversion rates. Tony detailed a call structure to help increase the number of valuations for vendors and landlords.
Using role play to build an example, Tony gave advice on what to send prior to a valuation to give agents an edge above others - including white-labelled reports from Street Insights.
Joe also explained the significance of Street.co.uk in boosting conversion, namely through the 24/7 online booking system which helps agents remove the limitations of office hours, meaning valuations and viewings can be automatically booked at any time of day.
What was covered in webinar 3? 5 Strategies to Double Your Stock in Under 12 Weeks
In the final part of our webinar series, Tony explained the value of a strong database, highlighting his expert strategies for double stock. This particular episode focused on how Spectre can be used to help agents do just that.
The secret to prospecting and impressing new landlords.
In Tony’s words, “the more you know about a landlord, the more impressed they are”. Using Spectre’s Property Search page will ensure agents will do just that, always coming prepared to every call.
During the webinar, Joe mentioned the ways Spectre can help with this - thanks to the vast amounts of data and information stored on the platform which can equip agents ahead of calls. Within the Property Page, a range of details can be accessed on a landlord’s rental property including:
- What the previous tenant was paying PCM.
- When the tenancy started.
- The history of the rental property.
- Which agent they worked with.
Bringing stock to the market with your agency.
The second of Tony’s strategies was all about door knocking. “I know it’s not something every agent wants to do”, explains Tony, “but it can be extremely valuable”. Tony talks about his M.A.S.C strategy for when a property is on the market with a competitor, which covers four steps:
- Move: Introduce yourself and ask if you can help them with their onward move. It’s crucial not to pitch your agency at this stage.
- Assessment: Then turn the talk to their property. Ask how many offers they’ve already had on their property so far and explore the feedback they have received.
- Success story: Secure the conversation with a relevant testimonial or success story that is similar to the property you’re targeting.
- Close: Mention there were however many buyers that missed out on the above property. What’s the quickest date I can get them to see yours?
The Off-Market function of Spectre can help streamline this strategy as it allows letters or postcards to be sent to targeted locations. Agents can filter each of the off-market sends by property type, amount of bedrooms, years lived at the property, and more.
Once the list is targeted, agents can post their marketing collateral to help with property sourcing. Paired alongside Tony’s call strategy, the process becomes somewhat streamlined and can enable a greater amount of stock to be acquired.
Winning more stock with Spectre Anniversaries.
The final of Tony’s strategies was linked to previous buyers and ensuring your agency is always their point of call should they decide to sell their property.
Spectre’s Anniversaries is a fantastic way to continue the relationship - allowing agents to auto-send a bespoke letter and property report each year to their previous buyers, meaning they’re always at the forefront of the client’s mind.
“After four years, a buyer is likely to only remember who they bought through, not sold from”, explains Joe. Thanks to Spectre’s Anniversaries, agents can continuously reach out to past purchasers from any between 1 and 20 years after they purchased the new property.
And that concludes our webinar series! If you have any further questions on how Street.co.uk or Spectre could refine your strategy and enhance your agency, please don’t hesitate to reach out to us.
