“Mastering Success in Estate Agency: The Small Steps That Make a Big Difference”
The Path to Success in Estate Agency: Lessons from Training
For the past three days, I’ve been delivering introductory training to a group of new starters in my area. This is something I do whenever a fresh team joins us, as I believe that setting up good systems and processes early on is key to long-term success.
I still remember my own early days in the industry—exciting, fast-paced, and very much a sink-or-swim experience. Back then, training consisted of little more than a desk, a telephone, a stack of applicant cards, and the instruction to “Get on and sell!” Fortunately, I adapted quickly, and those formative years shaped the agent I am today.
Later in my career, I moved to another agency where I underwent a full seven-day retraining. Although many of the techniques and processes they introduced were things I had already been doing instinctively, the experience refined my approach. It reinforced the importance of structure while allowing me to develop my own charismatic flair, which ultimately helped me progress further in the industry.
The Continuous Journey of Learning
Even after 25 years in estate agency, I’m still learning something new every day. I make a habit of reading a new book each week, constantly picking up fresh ideas and strategies. Whether it’s about tonality, language, or processes, there is always something to refine and improve.
When I speak to new trainees, I’m not just teaching them—I’m also reminding myself why this is, quite simply, the best job in the world. Estate agency isn’t just about selling homes; it’s about helping people navigate life-changing decisions with integrity and expertise.
The Small Details That Set You Apart
During training, we explore the practices and procedures that can truly make a difference. In reality, standing out in this industry doesn’t require grand gestures—it’s often the smallest details that make the biggest impact.
In our area, we follow a seven-step process designed to establish us as the professionals of choice. When executed correctly, this framework doesn’t just bring more instructions to market—it also ensures we can provide the best possible advice to our customers. It allows us to price properties strategically, ensuring they attract maximum interest and achieve the best possible price.
This process reinforced something I’ve always believed: success in estate agency isn’t about luck—it’s about dedication, planning, and consistency.
Going the Extra Mile
The difference between those who thrive in this industry and those who struggle often comes down to one thing: going the extra mile.
Anyone can tell a homeowner what they want to hear, raise their expectations, and then fail to deliver. But acting with integrity, professionalism, and honesty is what truly sets the best agents apart. Surprisingly, these qualities—while fundamental—are not as common as you might think.
For those who master them, the rewards are clear:
✔ Helping clients achieve the best possible price
✔ Building a reputation for success
✔ Earning well from commissions as a natural consequence of great service
The Mark of a Great Estate Agent
After completing this latest training course, I’m more convinced than ever that we have some incredibly talented people working in our offices across East Kent. The glowing reviews, repeat business, and client referrals are a testament to their dedication. Ultimately, it’s our customers and clients who tell the real story of our success.
If you’re someone who’s interested in becoming a highly effective estate agent, or if you’re currently facing challenges in selling your home, we’d love to help. Get in touch with us today, and let’s see how we can assist you on your journey.