Welcome to the marketplace

Your property is about to go to market. As an owner you may be subjected to pressures and challenges that can be stressful.  As your chosen real estate agency we’d like to make the sale of your property an enjoyable and rewarding experience by answering some of the most commonly asked questions we have encountered over the years in selling real estate.

What should I do if other agents approach me and say they have buyers for my property?

It is pleasing to know that ethical agents will not contact you once the signboard is displayed. However, less scrupulous agents may contact you with these comments via direct mail, leaflets and possibly phone calls once your signboard has been erected.  The purpose of this contact is to derail our relationship and create doubts in your mind as to whether you have chosen the best agent to sell your property.  

The best advice we can give is to ignore the letterbox/mail drop and refer their phone calls to us.  Nine times out of ten they do not have a real buyer and therefore do not contact us when you ask them to - these are the agents to avoid in the future because of their duplicity.

What should I do during home inspections?

During the course of an inspection, we like the buyer to get the feeling they are moving in.  They will spend more time at the property if the owners are not present.  If possible, go for a drive whilst we are showing the property.  If this is not possible, perhaps you could be in the yard whilst we are in the house and vice versa.  

Buyers feel uncomfortable invading your space and will not discuss the property if you are within hearing distance.  Our salespeople appreciate the finer features of your property and are well trained in how to present those features to the interested purchaser.  More importantly, they know when and where to bring those features up during the inspection.

Who’s this at the door?

Stranger danger!  Never allow anyone into your home unless you know who they are and why they are there!  In addition, don’t disclose the price you will accept or your reason for selling. Buyers should only view your property with one of our trained agents.

The surprise visit... People want to see my house!

Being on the market can be a testing time when it comes to home inspections.  It has the same effect on you as drop-in visitors.

We try and make it as easy for you as possible.  However, there are times when it is prudent to act quickly.  From time to time we have the perfect buyer turn up at our office unannounced.  We ask a series of questions and if they qualify as a sound prospect, we would like to bring them through your home as soon as possible, often whilst they are still with us.

We will always phone first and provide as much notice as possible to give you time to prepare for an inspection.  If we catch you off guard, we apologise. This is neither intentional nor poor communication; just a saleable opportunity.

To ease the pressure, may we suggest you keep your home 'inspection ready'.  First impressions through good presentation can make a huge difference when it comes to selling your home.  If you know we are coming, open all the curtains and blinds and make the home as light and airy as possible. We only get one chance to make that first impression.  We will leave our inspection feedback slip in a safe place for instant feedback. On wet days, it's a good idea to leave an old towel at the front and back doors.

How should I handle third party advice?... My neighbour says it’s too cheap!

We have covered and discussed a huge amount of information since we first met.  We know you are confident that our team will do what’s best for you.  Our marketing expertise has been continually evolving.  Nevertheless, you may hear some incredible comments from well-meaning relatives, friends and associates once they know your home is on the market.

Should you receive any well-meaning advice, ask yourself - how many properties has this person sold in this area and, in particular, within the last 12 months?  Thank them for their contribution and stick to our proven strategy.

Should I consider accepting an early offer below the asking price?

This is always a difficult decision for you and a real pressure point.  Should we hold out for a higher price? Should we wait for a better buyer?

From our experience the best offers usually occur within the first few weeks of your property coming on the market.  Since it is our aim to achieve the best outcome for you, we normally set the asking price (in line with your instructions) a little higher than we expect the market to bear.

When a property first enters the market, momentum is generated because qualified buyers (those in the price range) who have been looking around discover the property for the first time.

Competition peaks in the first few weeks and buyers are most likely to make offers because they fear losing out to someone else.  If this happens, many sellers say no to the offer as they believe it has happened all too quickly. This is where you can lose thousands of dollars if you don't have the right research or advice.

Many owners also get over-confident if they get an offer in the first week or two and reject that offer.  This can be financially painful!  History consistently provides us with numerous case studies of property owners selling for far less than they were offered in the initial stages.  

Before you dismiss any early offers, consider the following - we may have been working with that buyer for months.  They are keen to buy a home and have become frustrated and sick of looking.  They will often pay a premium for the right home. They may be your best buyer by a long shot.  They know the local market through months of research.  Once rejected however, they move towards other homes or leave the marketplace forever.  This means that offer no longer exists.

Review the research we provided you, showing current market comparisons.  We are skilled negotiators.  When we achieve the maximum from the buyer, it will be your decision whether to accept it or move on.  Whatever you decide, we will back you.

It’s not selling! Should I modify the price?

The greatest homes in the world can remain unsold due to price!  

As your agent, our job is to find for you the highest buyer available in the market.  The proven strategy to achieve this, is to modify the asking price regularly until the highest buyer is found.  One thing is certain, by following this strategy you will not undersell your property. 

If we are receiving low enquiry, not enough inspections and no offers, it’s time to review the asking price.

From our experience, 99% of buyers are price conscious and will be less likely to respond if similar properties are available for less.

Will I or won’t I accept the offer?

This is a testing time for you.  All offers - irrespective of price levels - must be submitted to you.  Every offer is a sure sign of interest and normally only a starting point in the negotiations.  To say no to an offer is better than no offer at all.

Offers are made by prospective purchasers based on their own impressions of the market.  We will never under-quote the agreed asking price!  If the asking price is too far above the perceived value, buyers won’t make offers.  Every person handles their real estate purchases differently. Some can make a decision in an hour, while others take weeks.  Don’t take offers below your expectation personally.  You have the right to say no, in which case you still own your property.

Is it good or bad news?

We need your permission to be completely open and honest with you and this means telling you exactly what is happening in the marketplace – the positive as well as the negative.  Please don’t penalise us for being truthful.

We will always give you direct and accurate feedback on all property inspections and all offers irrespective of of price must be submitted to you.  Remember that we are on your side and feedback is just the market place voicing an opinion. Negative feedback can in fact be positive as it helps us to move forward.  Ignorance may be bliss, but knowledge is power.

  At times you may encounter a lot of negativity about real estate and the real estate industry and this can lead to a build up of emotions, particularly when you are in the process of selling your own home.  Just remember, every property sells the moment we meet the market value.