top of page

a rawlings product

Product 2 of 6

Client Persuasion Videos

Ever wish you could tell the client what they really need to hear?

​

Well here's a powerful suite of short, sharp, challenging videos from multi award-winning estate agency trainer Richard Rawlings.

Let Richard pitch/present for you.

Quick Overview

Client Persuasion Overview

Client Persuasion Overview

Play Video

Sample

The right approach

Professionally recorded expert advice that’s just what you need for those difficult client conversations before, during and after your listing pitch.

​

  • Ever need to persuade a seller on price, timing or fees?

  • Or an overdue price reduction?

  • Or why they should use your agency over a competitor?

 

This suite of persuasive 2-5 minute consumer education videos, selected specifically for your agency, does the job for you. And always with a call to action – in your favour!

​

If your conversion ratio of saleable stock is less than 85% then this is for you!  

​

Branded or Unbranded available

Do you need to teach your sellers?

Price

Why they should quote your suggested asking price from the outset?

Competitors

Which competitors' claims they should question?

Timing

The science behind the importance of selling quickly?

Prep

How they can prepare for a faster sale - both visually and legally?

USPs

Why some of your USPs are especially important to them?

Reduce

Why they should consider repositioning their property in the market? 

What videos do you get?

You won't need all of these - just those which relate to your estate agency - we'll work with you to record/select the most appropriate following your purchase:

  • Who Decides on Value

  • Asking Price Influences

  • How to Position your Price

  • Fresh is Best

  • Sell Fast, Sell High 

  • Using the Buyer Enquiry Range

  • Price Repositioning

  • Why Pricing for an Low Offer Doesn't Work

  • The Value of Improvements

  • Five Traps to Avoid When Selling

  • The Instant Sale - why it's not undervalued!

  • Ask These Questions when Selecting an Estate Agent

  • Why you Need ALL/SELECTED Portals

  • The Importance of Accompanied Viewings

  • Getting Ready to Sell Your Property

  • Not Sold Yet?

  • Should I sell in November/December?

  • Should I withdraw my property for the summer holidays?

  • Why Sole Agency is best

  • Why Internet-only agency doesn't stack up

  • How to Avoid your sale Falling Through

  • Why sole agency (long and short agency periods supported)

  • Why you should use an Independent estate agency

  • When to Accept/Decline an offer

  • Why low-cost agency usually a false economy

  • A Better Agent uses Better Photos

  • Chicken or Egg - Buy first or Sell?

Branded or Unbranded available

Two versions of each are available:

Unbranded, or we can design bespoke branded videos that feature your colour scheme and logo for added impact and “ownership” (see sample video extract above). 

 

The videos are fully downloadable/embeddable/streamable and can be used on your website, blogs and social media, or emailed to that client who needs to hear some straight-talking good advice - before it's too late!

a rawlings product

Order your Client Persuasion Videos now

Buy
  • Do the articles come with IMAGES?
    Every article comes with a suggested image, in 1:1 Instagrammable ratio with the subject header embedded in it for added clickbait appeal.
  • Is the material you supply EXCLUSIVE to my agency?
    Yes, on a location by location basis. Your compilation of articles is exclusive to you - nobody else anywhere has the same pack as you. This is because the packs are compiled taking into account the specific attributes, style and key messages of your agency. During your licensed period, no other agency in your area will be licensed to use any of the material supplied to you.
  • Can I take the CREDIT as the writer myself?
    Absolutely! I am effectively your ghost writer, helping you to communicate your existing expertise. And as they are exclusive to you locally, you can put your name to them - and ideally your photo too. But do also take the opportunity to give some credit to your colleagues too - especially your listers. Let them build a name as the expert themselves as this really impresses prospective vendors on a listing...."Here's a blog I wrote about that very subject, Mrs Seller!"
  • How LONG does my scheduled programme last?
    During your selected licence period (eg 6/12/24m), we grant you the exclusive right to publish any material supplied. This can be on your website, digital newsletters, social media, etc as well as within the general area of your stated location, hard copy flyers, mailers, newsletters, newspapers, magazines, window display cards etc. Our copyright is assigned to you for the duration of your selected licence period only and is automatically revoked at the end of this time, plus six weeks. You will also be given first right of refusal to renew thereafter, when you will receive a batch of fresh material. If you choose to renew (as most of our clients do) then you may continue to use your original material during the renewed term as well if you wish.
  • Will I have right of FIRST REFUSAL for renewal?
    Absolutely! We look after our clients, most of whom go on to renew year after year. We'll remind you in the weeks leading up to the end of your scheduled programme and you'll need to renew promptly in order to maintain the momentum and for continued exclusivity for your area.
  • Won't some of my articles be OUT OF DATE if they are supplied 12 or 24m in advance?
    Good question - but you can sleep easy on this point. Many articles are not time-sensitive, such as "How to Tell your Children You're Moving". Others, such as a budget comment or SDLT advice need to be right up to the minute. Your articles are sent to you via a series of links within your distribution planner. Each of these links to the master document which I am able to update before your publication date.I know which articles are time-sensitive and these are continually reviewed, so you know you always have the most up-to-the-minute topics available.
  • Do you provide LETTINGS articles targeting landlords?
    Absolutely. There are hundreds of LETTINGS articles available with a specific focus on educating and influencing landlords. This is especially important due to the amount of legislative changes of which your landlord prospects should be aware. The price of a Lettings pack is the same as the sales pack - please specify which you'd prefer at time of ordering. If you'd like to purchase a lettings pack as well as a sales pack, then the second pack costs just one third of your first pack price, when purchased at the same time.
  • Can I expect additional material in response to TOPICAL events?
    Absolutely! From time to time current affairs such as a budget, legislation change, major sporting event, extreme weather, etc come along that are newsworthy from an agent's perspective. I always send my clients ad hoc material, often on the day it happens, so you can always expect to be seen as the current expert - whatever the news. And usually with a positive spin too!
  • What HAPPENS when I place my order?
    As soon as you have placed your order, we’ll confirm that your requested location is available exclusively for you and invite you to complete THIS FORM, which requests the precise components and style of your agency that you’d like to promote, so we can supply you with the most relevant content for your business. On receipt of this Richard will call you to discuss any specific content requirements. If your area is no longer available for exclusive licence then your payment will not be processed we won't be able to help you on this occasion.
  • How do I know WHEN to publish/post the material?
    About ten days after we receive your order, Richard will send you an email with his recommended distribution schedule. This will clearly show which article/blog should be posted during calendar week 1,2,3 etc. Although you are free to post whicever article you wish at any time, some of the articles are seasonally adjusted so best to stick to the planner if you can. It would be embarassing to post "Should I withdraw my house for the summer holidays" scheduled for week 26 (June) in October!
  • How EDITABLE are the articles?
    All material supplied is completely editable. It is selected and written to reflect your own unique agency style and approach, eg aggressive or relaxed, traditional or contemporary, country or city, equestrian or seaside, etc. However, you must check each one before publication a) to ensure the topic is 100% right for you at that time (it shoudl be), and b) to ensure that any variables are completed, as some articles have spaces to encourage you to add a personal or local element. They are supplied as word documents, accessed via a link in a dedicated shared folder, from which they should be downloaded before editing.
  • Will my pack include monthly MARKET reports?
    Monthly market comments, in hard copy, script and video format are now offered as part of our MARKET COMMENT VIDEO service, which many of our clients purchase as an optional but engaging addition, which brings hot-off-the-press topical commentary to their website and social media posts. There is up to 100% discount when purchased at the same time as a Marketing Content Pack. You can find further details and see some examples HERE.
  • Is the material suitable for agents in SCOTLAND, or elsewhere?"
    The articles Richard supplies are fully in line with the nuances and legal/procedural differences in Scotland, and your material will be written accordingly. We also supply marketing content for estate agencies in Spain, Portugal, Ireland, France, the Channel Isles, Isle of Man and South Africa.
  • Are the videos ever reviewed/updated?
    As the market, and consumer attitudes, change, so the material provided will need to be adapted accordingly. So we regularly review each video and provide you with updated versions where relevant. We'll also let you have any new topics as they are produced, without further charge.
  • What happens once I've ordered?
    Shortly after your purchase we'll be in touch and ask you for a few details about your estate agency so we can compile the most appropriate videos for you, which will then be with you within 24 hours. If you are buying the Branded Pack we'll also request your logo and colour references. We'll then provide you with a design mock-up for your approval and once approved/amended, we'll then apply this to all your videos. New videos are added from time to time and if there is a specific topic you’d like to see then just let us know and Richard will happily record this without further charge.
  • Why can't I add these videos to our agency website?
    Each video offers expert, often priviledged, advice, for use in relation to a specific situation (eg a seller who is reluctant to agree to a much-needed price reduction). Each is aimed at a seller in a particular position, or where you might need help convincing them (eg to go sole rather than multi-agency). Some videos may even contradict each other and its up to you to send the right one, to the right person, in the right circumstances. Importantly, as these videos include a great deal of advanced training material, you don't want your competitors stealing your great techniques and possibly even using them against you, nor would we want this material to be publicly available for obvious commercial reasons. So please note that your licence to use these videos does NOT extend to posting them on your website. You will receive private access to your video collection, from where you can copy links to be sent to your clients as need be.
  • How many branches does the licence cover?
    You may only use the videos in relation to one estate agency brand, covering up to three branches. A separate licence is required for any additional branches at one third of the annual charge per additional branch.
  • What if I don't use one or more of the services mentioned?
    If you are buying the Unbranded Pack then we'll let you have all the videos (eg pro-Rightmove, pro-Zoopla, pro-OTM, pro-Guild etc) irrespective of your services and affiliations. Just use the ones that specifically relate to your agency. If you are buying the Branded Pack, we'll ask you which videos you don't need and we'll then send you the rest, fully branded to make you look good!
  • Why is this an annual subscription, not a one off purchase?"
    Although this is not a location-exclusive service, we (and you) would prefer that the market does not become flooded with the same material from several (possibly competing) agents, over time. Annual subscription helps prevent this. It also enables us to provide updates and new material for our subscribers, along with market-specific topics that address the issues of the day, without further charge. However, following your first year, you will receive a 33% renewal discount.
  • Who owns the videos?
    We retain all rights to the videos, including copy, imagery and graphics (except any graphics you have supplied if you are buying the Branded Pack). Your annual subscription gives you full copryright useage during that time.
  • Is this an article, a script or a video?"
    All three! Each Monthly Market Comment is written by Richard and supplied in Word format so you can simply post the comment as an article in your blog, newsletter, sociual media etc. It is also supplied as a script, with suble clloquial changes that make it better suited to the spoken word. This is ideal if you are planning to record your own videos. This is the script that Richard uses himself when he presents each Market Comment video. You are free to use these videos, using Richard as your own "in-house" presenter as you see fit.
  • Is the pricing on a "per branch" basis?"
    Each subscription covers estate agencies up to three branches/locations in size. If you have more than three branches, please purchase additional licences accordingly. Eg A four-branch or six-branch firm would require two licences. a 14-branch firm would require five.
  • Are the Market Comments and videos editable?
    The wording for your, blog, newsletter, social media etc is completely editable and you are welcome to use each Market Comment as a base to which you can add your own comments, especially using references to your local area. If you choose to use Richard's recorded video version then this is not editable. However Richard can record a bespoke/branded version if you wish, for an additional charge.
  • Can we embed and share the videos
    Absolutely. You'll be provided with an embed code as well as regular links and you are welcome to share them with anyone as you see fit.
  • How long should we keep the videos/written Market Comments live on our website?
    As long as you wish, but be careful not to look dated by having material that is too old (ie 3m+) UNLESS there is more recent material at the front end.
  • How do I know these letters will suit my estate agency?
    Each letter is written by Richard Rawlings, who, as an estate agency trainer, has an excellent handle on the concepts and key messages that he recommends you should be using. Some letters are gently persuasive; others are more assertive. All are professional, personable and fully editable. So if something is not perfectly alligned with your own "way" then use the material as a solid foundation for your own distinctive version - fully reflective of your agency's unique personality.
  • Can I add these documents to my CRM?
    Absolutely! Each piece is provided as a Word document. You should check each one, make it your own and add to any CRM system, as you no doubt have in the past, and certainly to update your existing material. The PROSPECTING series is especially well-suited for users of automated prospecting systems such as Spectre.
  • How is the learning plan scheduled?
    The roll-out of the material is optimised for your preferred use, in two ways: Firstly, we drip feed our recommended schedule of modules at a rate of two per week. Ideally each delegate will keep to this schedule and be finished with in six months. Secondly, the entire programme is also available from the outset. So you can easily pull forward any modules of particular interest. However - the feedback from agents has been that the most unexpected modules have often delivered the greatest benefits!
  • Do delegates receive a certificate on completion?
    Yes - each delegate who completes the course should be very proud and will certainly receive a Certificate of Excellence on completion.
  • I've heard about your 200% money-back guarantee. Does this apply here?
    When these seminars have been presented in person, we have promoted a 200% money back guarantee, whereby if you genuinely feel on the day that the material presented is in any way substandard or irrelevant we'd give you double your money back. Of the thousands of agents who have attended these seminars, nobody has ever asked requested this! (Phew!) Due to the nature of an online video seminar series, we are unable to offer this guarantee in the same way. However, if you feel any aspect is not covered as you had hoped, you are most welcome to contact us and we'll arrange for Richard to provide you with a free consultation service until you are satisfied.
  • How many of my agents can partake in each seminar
    Each seminar is valid for up to 5 delegates. On receipt of your order we'll ask you for the email address of your nominated delegates, each of whom will then receive a unique log-in code. (We can send them all to one email address if you prefer). You'll need to purchase additional seminars if you require more than 5 log-ins. If you don't need all 5 at the outset, or you want to train new starters a few months down the line, then you can apply for additional free log-in codes (up to your maximum quota of 5) for up to 12 months from time of purchase.
  • Does access to this course ever expire?
    If your delegates stick to the plan, they should have completed the course within six months, although access to each course is valid for one year, and can be watched multiple times by your nominated delegates during that time.
  • Can I as a business owner or Manager track my agents learning progress?
    We will shortly be able to give managers access to an Admin Dashboard where they can monitor their agents' progress through the course, and nudge them accordingly.
  • How long is each module?
    The idea is that this type of learning is short, sharp and effective. So, depending on the subject you'll find that sessions last from as little as 10 minutes to over 30 minutes. Some of the larger topics, such as raising fee dialogues (over 80 of them), are broken into several modules.
  • Do delegates receive CPD points?
    Yes. Each Certificate of Completion is worth 27 hours CPD.
  • Is this training also suitable for LETTING agents?
    Although the training has primarily been designed with estate agency managers, listers and negotiators in mind, many estate agency business owners have gone on to offer the same training to their lettings colleagues, having realised that over 70% of the material presented is of equal value to the lettings business as much as to estate agency.
  • I've heard about your 200% money-back guarantee. Does this apply here?
    When these seminars have been presented in person, we have promoted a 200% money back guarantee, whereby if you genuinely feel on the day that the material presented is in any way substandard or irrelevant we'd give you double your money back. Of the thousands of agents who have attended these seminars, nobody has ever asked requested this! (Phew!) Due to the nature of an online video seminar, we are unable to offer this guarantee in the same way. However, if you feel any aspect is not covered as you had hoped, you are most welcome to contact us and we'll arrange for Richard to provide you with a free consultation service until you are satisfied.
  • How many of my agents can partake in each seminar?
    Each seminar is valid for up to 15 delegates. On receipt of your order we'll ask you for the email address of your nominated delegates, each of whom will then receive a unique log-in code. (We can send them all to one email address if you prefer). You'll need to purchase additional seminars if you require more than 15 log-ins. If you don't need all 15 at the outset, or you want to train new starters a few months down the line, then you can apply for additional free log-in codes (up to your maximum quota of 15) for up to 12 months from time of purchase.
  • Is this training also suitable for LETTING agents?
    Although the training has primarily been designed with estate agency managers, listers and negotiators in mind, many estate agency business owners have gone on to offer the same training to their lettings colleagues, having realised that over 70% of the material presented is of equal value to the lettings business as much as to estate agency.
  • Do delegates receive a certificate on completion?
    Yes - each delegate who watches a seminar from start to finish (even with breaks) receives a Certificate of Completion. This also helps managers track progress.
  • Do delegates receive CPD points?
    Yes. Each Certificate of Completion is worth at least 3 hours CPD.
  • Do the seminar log-ins ever expire?
    Each seminar is valid for one year of purchase, and can be watched multiple times by your nominated delegates.
  • How can I expect to raise my fees when my competitors are charging peanuts?
    Great question, and one that most agents attending this course ask themselves! It's a serious issue but by no means one that cannot be overcome, when you use the techniques presented on this course. You'll leave the training walking tall and wondering why you were ever worried by cheaper agents. Trust me on this! R.
  • Can we arrange for you to present this to our team in person?
    Certainly - I'd be happy to do this as a half-day seminar when combined with another topic (eg Persuasive Pitching) for the other half-day, persented on the same day. £1,999 plus VAT and max expenses of £150 a day. Please email hello@rawlingsproducts.co.uk to book a date and we'll send you an Agency Analsis Worksheet to complete in advance.
  • We are a small agency and I don't need all 15 log-ins. Do I get a small agency discount?
    What would you think of me if I reduced my fees when I'm claiming to help you protect yours? I guarantee that if even one listing agent attends and then puts this material into practice, you'll see a return on your investment of many times its cost in a very short time - possibly hours! If you don't believe me then check out the dozens of testimonials from the link higher up this page. R. (PS: I'd turn a blind eye if you wanted to double up with another agency as long as the total number of log-ins does not exceed 15!)
  • We operate in an area where higher fees have proven to be almost impossible to achieve. Why should we take your word for it?
    I have heard that a thousand times and on every occasion those who have attended this seminar go out and prove themselves wrong. You'll find so much of this is a mindset thing and you are basing your current beliefs on what you have been told in the past. I'll prove to you that what you were told is simply WRONG, and I'll show you how to correct this. R.
  • Doesn't persuasive pitching simply mean quoting the highest asking price and the lowest fee?
    Ha! That is what untrained agents do - and it can cost both their agency and the client a lot of time and money. Your job is to open the seller's eyes to these cheap tricks, ensuring that you get a saleable instruction at the right fee along the way. Trust me in this - you can do it! R.
  • Does "Persuasive" mean "Salesy"?"
    In this context "persuasive" does mean enhancing your sales skills , but always with professionalism, but never overly "salesy". The skills you'll learn on this seminar will enable you to persuade without being pushy or inappropriate. These include elements of psychology and challenge, as well as intelligent ways of presenting your suggested asking price to an undecided seller. The aim is to get the seller on your side every step of the way.
  • I know someone who went on this course and they use some really clever visuals. Are these included in this online version?
    Absolutely. Part of the art of persuading a client on eg the correct suggested asking price, is based on how you present certain facts and figures. These full visuals are provided as part of your support notes. However, it is often your ability to demonstrate your expertise by being able to illustrate your point "on the back of an envelope" that makes the greatest difference in securing the instruction. It's your call!
  • Will there be any other costs involved in setting up this service within my agency?
    Amazingly - not a penny, other than the direct costs involved in progressing a transaction as usual. No advertising, no recruiting, no portal or social media costs. In fact, during this seminar we'll show you why you might prefer to keep this profitable service under the radar!
  • Isn't buyer representation usually only for top-end relocation buyers?
    Traditionally yes, but not with the system you'll learn, which opens up the whole market, other than those buyers with very high LTV mortgage needs.
  • Does representing buyers using your system involve a whole new raft of paperwork?
    This seminar provides you with all the documentation you could possibly require in order to offer this service professionally. Most of it will have similarities with documentation you already use for with sellers, plus a few more that are quite straightforward once you have been shown how to use them.
  • We are already at capacity - won't I need to recruit someone to manage this service?
    Ask yourself this question...if the market was so good that you were easily able to double your current sales tomorrow, could you cope? Most agents could, during these times of relatively low stock levels. But if your answer is no, you'd probably WANT to recruit someone to handle the additional business. I'd expect you to be in this position following the seminar, which I promise will turn your existing thinking on its head! R.
  • I have heard that this seminar will show me how I can legitimately access my competiors' stock! How is this possible?
    Absolutely you can access your competitor's' stock. This seminar shows you how you can not only access their stock, but also make money from some of their sales too.
  • Doesn't representing buyers creates a conflict of interest with the seller?
    A lot of agents initially think this, and rightly so. You can represent the buyer OR the seller in respect of a property transaction, but never both. The system of buyer representation you'll learn on this course NEVER results in a conflict of interest and you can legitimately charge commission to both sellers and buyers in respect of different transactions.
  • Can I add these documents to my agency's Spectre account/CRM system?
    Absolutely! Each piece is supplied as a Word document. You should check each one, make it your own and add to any CRM system, as you no doubt have in the past, and certainly to update your existing material. The PROSPECTING series is especially well-suited for Spectre users, who also enjoy a 25% discount on the published price.
  • How do I know these templates will suit my estate agency?
    Each letter is written by Richard Rawlings, who, as an estate agency trainer, has an excellent handle on the concepts and key messages that he recommends you should be using. Some letters are gently persuasive, others are more assertive. All are professional, personable and fully editable. So if something is not perfectly alligned with your own "way" then use the material as a solid foundation for your own distinctive version - fully reflective of your agency's personality.
Anchor 1

Terms.

  1. This purchase represents a one-year licence to use the Customer Persuasion Video service, in Unbranded or Branded format.
     

  2. Access is provided to your personalised collection of videos, from which you can copy links that can be sent to clients where there is the need to reinforce a particular point (eg "Why You Should Avoid Overpricing").
     

  3. You may not post these videos on your website. (See FAQs as to why)  
     

  4. The copyright of all material featured in the videos belongs to Rawlings Products Ltd, and is shared with you for the duration of your licence. Unless extended, after the expiry of one year following purchase, the licence to use the material in any way is automatically revoked and copyright vests solely with Rawlings Products Ltd 
     

  5. Although we may send you a renewal reminder towards the end of your subscribing year, it remains your responsibility to renew your subscription annually if you so wish. 
     

  6. Should you not remove the videos within 7 days of cancellation or non-renewal then you accept that you remain liable for a monthly charge calculated as one twelfth of the then-current annual charge for every month during which the videos remain in use by you, plus interest at 8%pa over the BofE base rate and any reasonable collection charges if this is not paid within 14 days of written request.
     

  7. By purchasing a video pack you agree to these terms.

Anything else, agent?

Marketing Content Packs

a rawlings product

View product

Client Persuasion Videos

a rawlings product

You're here

Market Comment Articles, Scripts and  Video

a rawlings product

View product

Agency Template Letters

a rawlings product

View product

Estate Agency Training 

a rawlings product

View product

Instant Seminars

a rawlings product

View product

a rawlings product

33 years to design just 6 products every progressive estate agent should be using right now.


Privacy Policies 
 

Awards logo inc Rightmove
Christian fish
Address

© 2022 Rawlings Products Ltd

bottom of page