If I asked you to jump out of a plane mid-air without a parachute and just ‘wing it’, you’d think I was crazy. Why? Because your chances of negotiating a successful landing would be very slight. Yet day after day, agents go to appraisals completely unprepared and somehow think they can muddle through.

Of course they don’t die if they fail to list a property or list it badly (unless their Sales Manager kills them), but they are injuring themselves because a golden opportunity has been wasted.

They simply do not value getting a listing highly enough to make the proper effort.

I understand that agents get very busy and caught on the hop. Sometimes it just seems easier to go along and have a quick look. No harm done. You can always get back to the vendor later with all the figures…right? WRONG. As the old saying goes, “you only have one chance to make a first impression”. And you’ve just blown yours by appearing ill-prepared.

So what can you do? Firstly, always have your appraisal and listing kit with you. Secondly, keep an up-to-date list of all sales in your area (categorised however best suits you) in the kit. RP Data gives you quick and easy access to all the sales data you need – just print it out each week, and don’t be lazy or make excuses. Otherwise it’s your potential sale that will coming crashing down.