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Appraisal playbook: 10 lessons in securing leads, making connections and building your pipeline

The official podcast of Elite Agent for real estate leaders, property managers and sales agents. Each week we interview top performers for their game changing tactics.

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Elite Agent Editor
July 27, 2024

Elevate - Appriasal playbook

It's not connections by emails. You emailing somebody doesn't mean you're connected with that person. So I will throw an email, I'll throw a text and my number one aim is to actually physically speak to (the client) because that's where the connection comes. If you can get that, then you become the most valuable.”

CHARLIE BROTHERS

Appraisals are the lifeblood of every real estate agent.

And no one knows that more than Ray White Deception Bay’s Lydia Robins, Ray White Manukau’s Charlie Brothers and Ray White AKG’s Avi Khan and Rumaanah Razak.

At the Ray White Group’s recent Real Estate of Origin these agents helped secure more than 10,000 appraisals across Australia and New Zealand, ready to supercharge their teams’ upcoming spring market push.

In today’s episode of the Elevate podcast, hosted by Kylie Dulhunty, Lydia, Charlie, Avi and Rumaanah share the secrets behind securing so many appraisals and how they plan to convert them to listings and sales.

Lydia takes a deep dive into how to use recent sales as icebreakers, what to do when prospective clients tell you ‘no’ and how to coach new agents through their fear of picking up the phone.

Charlie reveals how acquiring local knowledge can be the key to connecting with sellers, why you need to build a strong database and know who to call when, and how to make every potential client feel important.

Avi Khan and Rumaanah Razak highlight the importance of preparation, using geographical data to avoid overlapping calls and why focusing on making quick, effective calls, and leveraging relationships with past clients, really works.

10 things you'll learn in this episode:

  1. How to use recent sales as an effective conversation starter.
    Timestamp: 4-minutes.

  2. The importance of offering desktop appraisals to reluctant prospects.
    Timestamp: 5-minutes.

  3. Why preparing your contact list in advance is crucial for success.
    Timestamp: 6-minutes.

  4. The power of "pre-warming" potential clients before making appraisal calls.
    Timestamp: 10-minutes.

  5. Why you need to find a ‘reason’ to call prospects and how to select your icebreaker.
    Timestamp: 20-minutes.

  6. Why saving contact information for everyone you meet can pay off in the long run.
    Timestamp: 23-minutes.

  7. The value of joining a team when starting out as a new agent.
    Timestamp: 31-minutes.

  8. How to use geographical data to avoid overlapping calls within your office.
    Timestamp: 36-minutes.

  9. The strategy of calling past clients during appraisal events.
    Timestamp: 38-minutes.

  10. Why practicing your phone skills in the mirror can boost confidence.
    Timestamp: 44-minutes.