The Able Agent: Is there such a thing as a Time-Wasting Market Appraisal?

Guest blog by Charlotte Jeffrey-Campbell, Director, and Trainer at the Able Agent, a comprehensive online training solution for estate and lettings agents.

Charlotte Jeffrey-Campbell of The Able Agent shares her predictions for the year that lies ahead and the need to focus on ‘deal-building’.

Advice-Led Teams

Looking towards this time next year, Charlotte Jeffrey-Campbell founder and director of the online training provider The Able Agent, believes that agents will have shifted their focus entirely from being sales-focused to running advice-led teams. She comments:

“We have moved into a different type of market, and those agents who don’t take a proactive approach when it comes to pipeline building will be left behind in 2023 and beyond. Now more than ever they need to focus on developing solid relations with people who are thinking of moving. It will create an entire shift in mindset; from the reactive to proactive, allowing the pipeline building of prospective sales to assist them in meeting their targets.

“As the saying goes, ‘it’s good to talk’. I believe that this advice-led sell could present real opportunities for agents who are embracing the need to build relations. Agents will no longer be the route to the portals, instead, they will be the route to advice – helping people to make and build their home moving plans.

She continues: “Agents should be able to talk freely about myriad options to sellers and buyers, including the pros and cons of auction or whether putting a property on the market in a low-key fashion would be the best way. It will be all about building the trust of their wider network.

“And they will need to think about diversifying into new areas, for example assisting homeowners looking to downsize with furniture clearance.”

The Resurgence of the Mailing List

Jeffrey-Campbell predicts we’ll see a resurgence of the mailing list as we come almost full circle in the whole agency approach. However, she is quick to advise that “…as the team manager you must be confident in knowing your team has the skills to build a deal in this way.

“You have to work on understanding your customer better because you can’t sell by email. It’s about building relationships and having more conversations in a bid to focus on the longer-term plan.”

Focusing on your Team

As the cost of living begins to bite hard, many agents concerned about the cost of wages will be scrutinising the work of their team.

“Team leaders will need to have confidence that their teams are generating an income stream, and there will be greater focus around overall productivity and the all-important staff appraisal,” adds Jeffrey-Campbell.

She also predicts that we’ll see a huge boost in apprenticeships in the year ahead. “In spite of our changing industry, there is still a great deal of work to do, and I think there will be a whole host of opportunities for apprentices keen to learn and upskill.”

Guest blog by Charlotte Jeffrey-Campbell, Director, and Trainer at the Able Agent, a comprehensive online training solution for estate and lettings agents.

The Able Agent is partnering with Reapit to give users unique offers for Estate and Lettings training – the easy way. Follow the link below and complete the form to receive a 10% discount code.

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