Estate Agents and breaking habits to deliver different results

It’s a big ask to expect anyone to suddenly change what they have always done, particularly if their results have proven to be of great benefit to the business. The trouble is the market is changing. Within the working environment that vendors are going to enter, they will experience stress and delays, that, in the main, can be avoided.

Support systems and services have been developed across the sector and upfront data has become a bit of a buzzword, so ignore it at your peril. It hasn’t been discussed simply to create noise, it has been evidenced as a genuine solution to a real-life problem.

Some agents have adhered to the status quo and continued to scream at conveyancers to “do better”, “work harder”, without taking a step back to see what ‘they’ could have done to prevent, or at least ease the situation ahead of it becoming a problem. Others, that I have had the good fortune to have met with over the past few months, have realised that the direction of travel for their business and the future ease of movement for their clients is very much in their control and have been asking for support.

It is important that if you want your clients to experience ‘better’, you must drive change and deliver something different to the agent next door. The only way that can be achieved is by presenting different solutions to the problem of moving. I don’t mean slick floor plans or virtual tours or the use of quadcopters for aerial shots, I mean a clear focus on the end game. Getting to the point at which you are handing over the keys to the buyer, who, let’s not forget, will be your future vendor if everyone has had a positive experience.

The answer is knowledge and understanding of the processes of moving home. A little understanding of the conveyancing process, what administrative tasks delay a file getting up and running quickly and how to get a contract out as soon as the buyer's conveyancer has confirmed instructions to act.

Upfront data. What does that actually mean?

Well, it means getting all of the information to a conveyancer acting for a vendor so as to enable them to have all that they need to get a contract out.

How can that happen during marketing?

Provide your clients with direct access to things that they might not otherwise get hold of until they have instructed a conveyancer. They will need a Property Information Form and a Fixtures and Content form in the first instance. These forms can take someone days to complete because they require a vendor to source complementary paperwork to support their completion. Putting their hands on FENSA Certificates, completion certifications, insurances, details of electrical installations, planning, building regs data and so on. These are the things that can take time and yet are invariably left to the point at which a sale has been agreed. Which is far too late.