Wherever I run training on listing skills, I always start by asking delegates what are the biggest challenges they face at present in their role as a lister or valuer. Inevitably coming top of the list is generating appointments and getting through more doors. The question we then discuss is “In your core areas, if you assess every property that comes on the market with all agents, out of every hundred how many have you been to see or had an opportunity to speak to the vendor?”