Self development and continual learning is something I think everyone realises is an important part of being a top estate agent. 

A book I read a few years ago and that I know a lot of people recommend is Oversubscribed by Daniel Priestley.

Through a combination of strategy, tactics, and mindset shifts, the book provides readers with the tools they need to create sustained interest from customers over time and get the most out of their customer base. The seven-step approach detailed in the book emphasizes the importance of understanding target demographics and their needs, building a brand and identity that resonates with the intended audience, and creating a variety of reliable channels to reach and engage with customers. Ultimately, the goal is to be “oversubscribed”, or in-demand, thereby allowing businesses and individuals to not just survive but to thrive over time. 

I know agents who have taken this theory to an extreme and who have managed to create a waiting list of new vendors, but on the whole I think most will find a more moderated approach to the concept will still help.  As an agent for years I felt I should win every valuation I attended and I was always proud if I sustained a conversion rate of over 50%, like most I probably fudged the numbers occasionally, leaving out properties that never went to the market to make my numbers look a bit better.  But after reading the book I started to realise that actually I neither wanted or needed every listing, in fact I was better off turning some down. 

I definitely recommend a read/listen to this book and trying it out yourself.