So just to let you know, there is no right or wrong way to do a valuation, but if you follow this process, it will help you win the business.

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Before the valuation

Attire – This one can be tricky. We’re self-employed agents, and unlike high street agents, we don’t have to wear suits or dresses. But first impressions matter. The seller is highly unlikely to be wearing a suit while showing you around, so turning up in formal attire can feel a little too “salesy.” Wear something smart-casual and comfortable. Avoid bright colours or anything distracting. Footwear should be easy to remove – slip-ons are best, so you can take your shoes off quickly at the door.

Charge your Laptop/iPad – There’s nothing more embarrassing than preparing to show a presentation at the end of a tour and discovering your device has no battery. Always arrive fully charged and ready.

Do your research! – Preparation is everything. Find out when the seller bought the property, how much they paid, what has sold nearby recently, and for how much. Also check what’s happening in the local area that could impact the value.

Have a price in mind before you go – Your research should give you a ballpark figure. For example, if an identical 3-bedroom semi two doors down sold for £300k, you know this property will be in a similar range. Of course, your figure may change during the valuation once you’ve seen the home in detail.

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The day of the valuation

Step 1 – BE ON TIME!!
First impressions are everything. If you turn up late, many sellers will write you off before you’ve even stepped inside. “If they can’t arrive on time for the valuation, what will they be like with viewings?”
If you are running late, call the seller to apologise and update them on your ETA – they will appreciate your professionalism.

Step 2 – Do not park on their drive
Park on the street or just up the road. It may sound trivial, but many people don’t like strangers parking on their drive.
If you park kerbside outside, make sure your car is clean and tidy – remember, first impressions count.

Step 3 – Pause and look at the property
Take a moment to look at the exterior before entering. The seller is likely watching from inside, and this shows you’re taking the whole property into account, not just the interior.

Step 4 – The knock at the door
Avoid banging too hard or standing too close. Instead:

• Knock 3 times

• Step back 3 paces

• Turn your shoulder 90 degrees

When the seller opens the door, you’ll naturally turn toward them with a smile without invading their space. Make eye contact, use their name, and shake their hand warmly.

Step 5 – Take your shoes off!
This is where slip-on footwear helps. Even if the seller says, “You can leave them on,” insist politely: “I treat every house I walk into as if it were my own.” (Of course, use judgement – if the carpets are filthy, maybe keep them on!)

Step 6 – Take control of the conversation
Sellers may immediately start showing you around. Politely suggest: “If it’s okay, can we sit down for a quick chat first?” This allows you to set up and ask key questions.

Step 7 – The conversation
This is your chance to understand their motivations. Use open-ended questions like:

• What’s prompting you to consider selling your property now?

• What are your main goals for this move?

• How soon are you ideally looking to move?

• Where do you see yourself moving next?

Property history & experience

• What first attracted you to this home?

• How long have you lived here, and what have you enjoyed most?

• What renovations or upgrades have you made?

• Are there any unique features that stand out?

Local area insights

• What do you love most about the neighbourhood?

• How would you describe the local community?

• Are there hidden gems or local amenities nearby that buyers may not know about?

Expectations & concerns

• What are your expectations of the selling process?

• Do you have a price range in mind?

• What’s most important to you in choosing an estate agent?

• Have you sold before? How was that experience?

• Are there any challenges you’d like to avoid this time?

Buyer perspective

• What kind of buyer do you think would be most interested in your home?

• If you were buying this property today, what would stand out most to you?

Pick around five of your favourite questions for the conversation – no need to ask them all.

Step 8 – The property tour
Ask: “Mr/Mrs Seller, would you mind giving me a quick tour of your property and pointing out any extensions, alterations, or upgrades you’ve made?”

Look around carefully in each room – not just admiring, but also checking for potential issues (cracks, damp, mould, etc.) that might impact viewings. You can advise the seller to address these before going to market to achieve the best value.

Along the way, connect with them personally – comment on photos, memorabilia, or décor (e.g., “Who’s the football fan?” or “That’s a great collection of medals!”). This builds rapport and trust.

End the tour in the garden – it gives you space for a relaxed chat before moving to your presentation.

Step 9 – The valuation
Thank the seller for the tour. Before giving your figure, recall if they mentioned a price expectation earlier.

• If their price is achievable: “I think your valuation from earlier is absolutely spot on!”

• If it’s too high: provide comparable evidence and explain gently why.

• If it’s too low: encourage them: “I think you’re being cautious. I believe your top figure is achievable, and we might even get more. I’d suggest marketing at your top price to attract as many buyers as possible. How does that sound?”

And with that, the valuation part is complete – then you can move into your presentation.