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

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.

“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

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.

Links

Connect with Lydia Robins
Connect with Charlie Brothers
Connect with Avi Khan
Connect with Rumaanah Razak
NeoVal.io

Detailed Episode Guide

The ever-evolving world of real estate, staying ahead requires more than just market knowledge. It involves nurturing relationships, understanding client needs, and employing innovative strategies to secure leads and turn them into successful sales. In a recent episode of the Elevate podcast, industry experts shared their insights and techniques for securing appraisals and building a strong client pipeline.

Understanding the Importance of Appraisals
Appraisals are often seen as the lifeblood of real estate transactions. They provide an opportunity to connect with potential clients and showcase expertise. Bianca Denham of Ray White describes an appraisal as a critical “relationship progression tool” that lays the groundwork for future sales success.

Strategies for Securing Appraisals
During the Ray White Group’s recent Real Estate of Origin event, agents booked an impressive 10,141 appraisals. Lydia Robbins, one of the top agents in this initiative, emphasises the importance of preparation and persistence. “It’s all about the numbers,” she explains. “The more people you contact, the more appraisals you book.”

Robbins and her team use recent sales as conversation starters, providing clients with updates on property values. This approach not only piques interest but also allows agents to collect valuable contact information for future follow-ups.

Creating Strong Client Connections
Charlie Brothers from Ray White Manukau underscores the importance of genuine connections. “Find a reason to call,” he suggests, whether it’s a local event or a shift in market conditions. By being proactive and offering value, agents position themselves as trusted advisers to their clients.

Brothers also highlights the value of a well-managed database, including past clients, potential buyers, and even other agents. “Your data today is the seed for your future database,” he explains, illustrating how a well-maintained contact list can lead to significant opportunities over time.

Leveraging Technology and Geographic Data
By using tools like NeoVal and geographic data, agents can tailor their approach to specific areas and demographics. Arbi Khan and his team at Ray White Marsden use this data to assign specific regions to each agent, ensuring efficient and personalised communication.

Romana Razak, also part of the Marsden team, emphasises the importance of knowing your area and using statistics to support conversations. This expertise not only enhances credibility but also aids in converting appraisals to listings.

Consistency and Dedication: Keys to Long-term Success
The common thread among these successful agents is consistency. Whether it’s the daily task of making calls or the strategic use of technology and data, dedication is crucial. As Khan notes, “The fundamentals of real estate haven’t changed. It’s about consistently getting in front of people.”

The Power of Preparation and Connection
The insights shared by these professionals highlight that success in securing appraisals and building a pipeline lies in preparation, authentic connections, and strategic data use. By adopting these practices, agents can not only secure appraisals but also set the foundation for long-term success.

For those aiming to excel in real estate, the message is clear: invest time in building relationships, use technology wisely, and maintain a consistent, client-focused approach. As emphasised by all the professionals in the podcast, this isn’t just about surviving in real estate—it’s about thriving.

FAQ for Securing Appraisals and Building a Robust Client Pipeline

1. Why are appraisals so important in real estate?
Appraisals are often considered the foundation of real estate transactions, as they provide an opportunity to connect with potential clients and demonstrate expertise. They serve as a “relationship progression tool” that can lay the groundwork for future sales, according to industry expert Bianca Denham.

2. What strategies can help agents secure more appraisals?
One successful approach is consistent contact with potential clients. Lydia Robbins from Ray White Group emphasises that “it’s all about the numbers”—the more people agents reach out to, the more appraisals they’re likely to book. Using recent sales as a conversation starter can also be effective, as it provides value and piques client interest.

3. How can agents build strong connections with clients?
Charlie Brothers from Ray White Manukau recommends finding genuine reasons to reach out, whether related to local events or market changes. By proactively offering relevant information, agents position themselves as trusted advisors and strengthen their relationships with clients.

4. Why is a well-maintained database crucial for real estate agents?
A comprehensive, up-to-date database allows agents to build and manage their client network over time. Brothers highlights that a database can include past clients, potential buyers, and even other agents, serving as “the seed for future opportunities.” Consistently updating contact lists makes follow-up easier and ensures no potential lead is overlooked.

5. How can technology and data support an agent’s efforts?
Tools like NeoVal and geographic data allow agents to target specific areas and tailor their approach. Arbi Khan and his team at Ray White Marsden use these tools to divide regions among agents, ensuring efficient and personalised client interactions. This data-driven approach enhances relevance and credibility during client interactions.

6. What role does local market knowledge play in securing appraisals?
Understanding the local market allows agents to use statistics and specific insights to add value during conversations with clients. Romana Razak from Ray White Marsden notes that demonstrating expertise in a particular area helps build credibility and improves the likelihood of converting appraisals into listings.

7. How important is consistency for success in real estate?
Consistency is key to long-term success. Whether making regular calls, leveraging technology, or updating client data, agents who maintain a steady routine build stronger relationships and better reputations. Arbi Khan advises that even with changing trends, the “fundamentals of real estate remain the same”—getting in front of people consistently is essential.

8. What is the biggest takeaway from this podcast episode for agents?
The main message is the importance of preparation, authentic client connections, and strategic use of data. By focusing on these aspects, agents can secure more appraisals, build a reliable pipeline, and lay the foundation for long-term success in real estate.

9. How can agents stay ahead in the competitive real estate market?
Agents are encouraged to invest time in relationship-building, leverage technology thoughtfully, and approach client needs with consistency and dedication. This client-focused approach, as echoed by the experts in the episode, is key to thriving—not just surviving—in real estate.