Topic
Sales and Negotiation
Objection handling, fee conversations and the psychology of the deal. If a vendor has ever said your fee is too high or another agent quoted a bigger number, this is where the answers live.
7 episodes · 20 reels · 18 quotes
Reels
Why price reductions belong in the home
Clare Yates
You can't exceed an expectation you never set
Clare Yates
One of the few, not one of the many
Clare Yates
I negotiate for you, not with you
Simon Gates
Most agents charge too much
Simon Gates
Consistency is a form of marketing
Simon Gates
The gap between idea and execution
Simon Gates
Do you know where your nearest defibrillator is?
Stephen Brown
Episodes
EP 2 · Clare Yates
Service, Empathy and the Art of Listening
EP 3 · Simon Gates
Consistency, Execution and the Fee Question
EP 8 · Stephen Brown
Consistency, Accountability and Community
EP 9 · Matt Giggs
Work Harder On Yourself Than Your Business
EP 11 · Robin Rathore
A Gavel, Not a Wand
EP 12 · George Pickard
The In-House Special
EP 13 · Elaine Penhaul
The Psychology of Selling
Quotes
I don't believe the fixation on building houses is going to solve the housing crisis.
Robin Rathore · 43:04
Ross: A contrarian take worth sitting with. Empty homes are supply hiding in plain sight.
Staged properties sold at 103 percent of guide. The Rightmove average is 96.8 percent. A six percent uplift.
Elaine Penhaul · 10:56
Ross: Six percent is not staging. It is measurable worth, created before the first viewing.
If the reality is empty or tired, AI photos are catfishing.
Elaine Penhaul · 07:24
Ross: Presentation must keep its promises. The viewing always tells the truth.
I start every seller conversation with: what's behind your move?
Elaine Penhaul · 21:24
Ross: Ask the question behind the question. Property is emotion with an address.
Agents put we exceed expectations on their website, when they never set them in the first place.
Clare Yates · 07:33
Ross: You cannot exceed an expectation you never set. Say it out loud, then beat it.
We're not just dealing with clients. We're dealing with human beings whose homes you are selling.
Clare Yates · 08:22
Ross: Every instruction is somebody's next chapter. Sell the home, honour the human.
One extra market appraisal a day is 250 a year. Convert one in two, that's 125 instructions.
Stephen Brown · 11:33
Ross: Small daily disciplines look boring right up until they compound.
The consistency is there the whole time. People are consistently inconsistent.
Stephen Brown · 13:41
Ross: Most people do not lack ability. They lack a rhythm.
According to Zoopla, 86 percent of estate agents don't have a stay-in-touch policy.
Stephen Brown · 12:00
Ross: Your past clients are the cheapest pipeline you own. Stay in the room.
Company brand attracts, personal brand converts.
Matt Giggs · 14:33
Ross: The firm opens the door. The person gets the signature.
You've got to work harder on yourself than you do on your business.
Matt Giggs · 32:34
Ross: The ceiling on the business is usually the owner. Raise yours first.
You don't need the biggest market share. You need to do enough and do it well.
Matt Giggs · 42:13
Ross: Enough, done brilliantly, beats everything done adequately.
People will pay more to be one of the few rather than one of the many.
Clare Yates · 02:29
Ross: This is Worth Every Penny in a single sentence. Scarcity of attention is the product.
The highest performers might not have the best ideas, but the gap between idea and execution is minuscule.
Simon Gates · 09:42
Ross: Ideas are abundant. Execution is the scarce asset. Shrink the gap.
Consistency is a form of marketing.
Simon Gates · 22:12
Ross: Showing up on schedule is a promise kept in public. That builds trust faster than any advert.
It's a gavel, not a wand. You can't just expect a property to sell because it's in an auction.
Robin Rathore · 31:37
Ross: No method rescues a lazy strategy. Auction rewards preparation like everything else.
With auction you're pricing to find five buyers, not one. It's the only method where price goes up.
Robin Rathore · 37:07
Ross: Price to create competition and the market corrects you upward. That is worth in action.
Controversial opinion: most estate agents charge too much.
Simon Gates · 36:32
Ross: Simon and I are making the same point here. A fee is only too high when the worth beneath it has not been built or sold.
Common Questions
Frequently asked
What should an agent say when a vendor says the fee is too high?
Treat it as a worth question rather than a price question. This library holds fee conversation guidance from trainers and operators, including quotes you can use word for word.
How do you win a valuation without overvaluing?
Price as a strategy to create competition, present comparables honestly, and walk in for the instruction rather than the appointment. See winning the valuation and pricing strategy.