Every estate agent wants more valuation leads. They’re the golden ticket to winning instructions and growing market share. But what many agents overlook is that a large number of potential valuations are already sitting in their inbox – disguised as viewing enquiries.
This article explores how forward-thinking agents unlock the hidden value in everyday leads, especially viewing requests, and turn them into valuation opportunities that drive real business growth.
Most agencies instinctively split leads into two categories:
But this binary thinking is flawed. In many cases:
By assuming viewing leads are low-value, many agents fail to uncover these hidden opportunities.
The best way to uncover hidden value is to ask the right questions. This can be done through:
Key questions might include:
These questions don’t just help uncover sellers – they also allow negotiators to prepare more effectively for calls and viewings.
Top-performing agencies automate parts of the qualification process, especially at scale. For example:
This helps reduce workload for the team while improving the quality of leads they work on.
Many people start their property journey with viewings before requesting a valuation. In fact, it’s not uncommon for a would-be vendor to:
If you wait for the valuation form to be submitted, you may miss your chance.
Agents who qualify well during viewing requests often discover:
In each case, a well-handled conversation could turn a viewing into a market appraisal.
Another technique used by leading agents is lead scoring – assigning weight to leads based on behaviours, responses and source.
A simple scoring model might prioritise:
This helps teams focus on leads with the most potential, not just the ones that shout loudest or arrive first.
While automation plays a key role, it’s still crucial that your team knows how to:
Agents who take this approach are often surprised at how many opportunities are sitting in plain sight.
If you have the right system in place, you can track:
These insights allow you to refine both your lead handling and your marketing strategy over time.
Valuation leads aren’t just something you wait for – they’re often hidden in your everyday activity. Viewing requests are not second-tier leads. Handled properly, they’re a rich source of future instructions.
By qualifying better, automating wisely, and training your team to spot hidden value, you can:
All it takes is a shift in mindset – and the right tools to support your process.