It’s All Location, Location, Location For Private House Sales – Is It?

IN the language of Real Estate, we hear it all the time – buying is all about location, location, location.

It is true, but location does not necessarily make up for 100% of any buying decision.

If you look at the habits of property buyers, the first thing they key into any on-line platform when searching for their next property is, you guessed it, the location (suburb or town) that best suits their need for proximity to employment, schooling, medical facilities, access to public transport (particularly rail), required uses for the land, peace and quiet…the list of locational requirements is as long as it is wide.

Then they key in the type of property (house, acreage, apartment, land), number of bedrooms, bathrooms, car spaces – then maybe the size of land and other filters – depending on their very specific requirements.

And then the all important PRICE range.

However, it is the BIG ROCKS they take in first – Location, Price, Type of Property, Beds-Bath-Cars.

This is how the vast majority of buyers determine their VALUE ESTIMATE before they even pick up a phone, send an email or attend an open home.

This four to seven second determination is a subject unto itself when it comes down to REALLY understanding how buyers think and act.

That is an another subject in itself for discussion at a later date.

Let’s stick to location.

IN a recent study of 1,000 prospective home buyers;

54% were open to broadening their search criteria to take in suburbs outside their locational wish list to find the perfect home

26% were determined not to budge and would only consider finding their dream home in their dream suburb.

From my experience it confirms what I have seen for the last 16 years.

Whether you are trying to sell your own home or using an agent, your competition (other similar homes for sale) is not confined to your immediate suburb or town.  A solid proportion of buyers will spread their search in order to find the best value and best fit.

That figure of 54% of buyers who are willing to compromise and look further afield sounds about right, and in my experience could even be a little higher.

I have dealt with buyers who search a particular area, see every home or property within their price range – then buy 20km away in another suburb.

The one-in-four buyers who won’t compromise on location are usually unyielding because of a certain school zone, proximity to loved ones, workplace or status (sometimes called ‘postcode prejudice’).

Whilst location remains THE key factor in any buying decision, be aware that buyers WILL compromise to obtain the best value and the property that meets their particular set of needs.

 

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The Key to Success When You Sell Your Own Home – Ask.

Telling is not selling.

Hands up if you have ever heard that one before?

The power of selling anything – private house sales, your car online, a lounge on a local community site – is all about asking, listening and answering.

Now some of you may not like what I am about to say, but it has to be said…

We are, in general, selfish creatures who sometimes don’t know when to shut up.

How do I know?

Fourteen years as an undercover, surveillance and investigative Detective and another twenty-two years as a business builder and owner has provided me with the equivalent of a Masters in Human Behaviour.

When the time comes for one person to influence or persuade another, the default is to almost talk someone into doing or buying that thing that may advantage the seller (influencer) or relieve them of a problem.

That is a sure fire method for failure.

Recently I visited the property of a dog carer, as I was in between selling and buying my own home and I needed somewhere for my pooches to stay.

When I arrived, the lady dog carer introduced herself and asked the names of my two fur babies.  The nano-second after I told her, off she went.

She did not draw breath for the next 15-20 minutes, telling me everything from who her neighbours were, to who is about to subdivide their land, how busy she is, where she came from…on and on.

And this was after she had to postpone our meeting by an hour.

Basically, her interest in me, why my dogs needed boarding, what their needs were – was almost non-existent.

It was all about her.

Did she make me feel comfortable? No.

Did she make me feel comfortable about leaving my dogs? No.

Did she make me feel comfortable about parting with my hard earned? No.

Don’t get me wrong, I didn’t want her to gush over me and my dogs, however a little bit of engagement would have gone a long way.

Ask, listen, answer.

“So, you have just sold, is that right?”

“I’m sure your dogs are very important to you.  Is there anything I need to know or that you need from us to make them comfortable?”

Suffice to say, we made alternative arrangements for our fur babies and Mrs Have-a-chat missed out on about $1,000 in cold hard!

What is it that your buyer (client) really needs?

They are only interested in what you can do for them – solve their problem or satisfy their need.

This is THE foundation of influencing or persuading anyone.

Asking relevant questions

Listening with intent and interest

Answering questions truthfully without bloody waffling!

When you engage a potential buyer when you sell your own home, don’t just start telling them the ins and outs of a duck’s arse.

Build a little rapport and ask a relevant question.

“Hi, this is Craig, you enquired about my house at 10 Smith Street.  What would you like to know about it?”

Listen – Respond to any questions.

“So, you have already sold, or…?”

Get the buyer to talk about their situation.

People love to talk about one subject more than anything else – themselves or their situation.

And by allowing them to do that, you learn far more about their intentions than if you just start telling.

My pseudo Masters in Human Behaviour came from one skill – asking, shutting up and listening; then providing the answer(s) to help my clients to make an informed decision.

Great influencers know how to listen and provide answers.

It is NOT about having the gift of the gab.

Questions are the most powerful tool in the ‘influence’ armoury.

You won’t believe what people are willing to tell you when you ask the right questions.

 

 

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There’s So Much Doom and Gloom – Should I Sell My House (or not)?

If you been following main stream TV, radio, print or on-line news, there appears to be a common theme at the moment –

“It’s all about to come crashing down.”

Most analysts who get some airtime through any of these aforementioned media outlets are leaning toward ‘Economic Shitsville’, in the not too distant future.

Now when I say analysts, these are people who spend their days poring over mounds of data, graphs, numbers, and hanging on the words of no-more-smarter-than-you-and-me politicians and hand-in-the-cookie-jar bureaucrats.

I liken them to Horse Race Form ‘experts’, the type I used to listen to in my days of punting on 500kg hay burners, with corruptible midgets sitting in the middle of their backs running around a track at 80kmh hoping to be first past the post.

My form guide of choice was ‘Best Bets’ and, I would study it from Thursday to Saturday, to find hidden gems (horses) that might win at healthy odds. (Much like investors in other markets)

These ‘Form Experts’, had basically the same information at hand as me, but they had the opportunity to talk to industry ‘insiders’ which may have given them an edge…yet very few bragged about or even mentioned their ‘strike-rate’ of winning tips.

Ultimately, I did my own research and made my own decisions.  And like nearly every ‘mug punter’, I lost a bit more than I won.

Thankfully I saw that it was a dead-end game and put my energies and resources into honing my craft and passion – marketing and selling property.

Market analysts (and investors) are no different to the Form Experts and punters who follow them.

They study form guides and data for whatever market they are most interested in: Property, Stocks, Commodities – then they make ‘predictions’ based on their interpretation of that data and pass it onto us (the punters), who lap it up and make decisions based on the ‘expert’ analysis.

But there is one thing that very few, if anyone, can predict, and how it affects any market – the human emotion factor.

All markets live and die based on two things: Fear and Greed.

Recent corrections on the stock market show that some investors are a bit fearful and are selling certain stocks based on announcements from politicians and the like.

The best and most recent example is ‘The Donald’s’ swipe at Amazon.

He believes Amazon is avoiding tax, underpaying the US postal service and killing off traditional retailers.

Investors became worried (fearful) and sold off a chunk of Amazon stock, and it lost $60 Billion of its value – which was actually a very small percentage of its overall value.

Yet that affects the value of the stock market as whole, as that sell off ripples through to other investors who think the end is nigh and sell off their stock, not just in Amazon, but in other industries as well.

Fear can have a quick and sometimes nasty snowball effect.

It is no different in the property market.

Yes, the property boom driven by Sydney and Melbourne is softening.

Greed is being replaced by, not so much fear, but a cooling of buyer confidence, which for about 3 or 4 years has been red-hot.

Buyers are no longer willing to chase prices and have basically drawn a line in the sand.

“We won’t be paying ‘overs’ for your home.”

This means we are moving to an even market – enough active buyers to purchase the stock that is available at reasonable prices.

However, if you read, listen to or watch the headlines, you would think that the arse is about to fall out of everything.

The analysts promoting Armageddon are getting plenty of air time and it is making many of us jittery.

Not me.

Why?

I base my observations and decisions on the actions and behaviours of the market (buyers), and currently the volume of buyer enquiry and willingness to deal shows me that confidence is still the underlying emotion driving the property market.

If you want to sell your own home, or hire an agent, I would ignore the ‘doom and gloomers’ and do three things to ensure a reasonably quick and rewarding sale:

  1. Present it to impress buyers

  2. Promote it to where buyers are searching for property

  3. Price it to attract those buyers.

As you can see, simplicity is the most effective form of action.

Don’t let over-educated ‘experts’ over-complicate your decision-making process.

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What do Mercury and Selling Real Estate have in common?

Everything – apparently.

Note that today is the 23nd of March, 2018.

And for the next couple of weeks we could be in for a fun ride.

“I just want to sell my house.  What does another planet have to do with it?”

Let me explain…

Walking through the door of my home a few nights ago, my wife greeted me with the always loving and romantic question, “Do you want dinner?”

After a long lingering pause for thought, I replied, “Not hungry, what a shit of a day!”

“What happened?” asked the (potential) cook.

“Mobile site decided to wig out, scanner on the printer went on strike, our chat system wouldn’t reply to clients…and I’ve been hounding the techs all day to get it all sorted.”

She just stared at me with that, “Well don’t you know, stupid?” kind of look.

“Mercury is about to go into retrograde,” she said with what I could have sworn was an almost Fatty Vautin-like head wobble. “My phone wouldn’t answer calls, and about half a dozen emails just disappeared.”

The boss/cook/knower of all things (who needs Google) had mentioned something like this a few years back, but I just nodded and continued watching the replay.

“So, Mercury is f***ing stuff up?”

“And this one is apparently going to be a doozy, and it doesn’t really start until the 22nd!”

I try to be as open minded as I can, and I believe we are probably a mixture of space dust and alien DNA, but one planet having a direct effect on another?

We are part of a massive intergalactic web with energy and vibrations from all over the cosmos affecting our moods, actions and behaviours; but our technology?!

Maybe it was just a co-incidence?

As of this morning, I am almost convinced it is not!

One website I needed to do some business on simply froze and didn’t want to play ball.

I tried to log on to do some online banking and the bank’s site told me it was simply unavailable, then my wife told me that she had gone to the local branch and their systems were down.

My office manager’s computer hard drive heated up and sounded like it was about to explode and to top it off…

The remote for my car decided it didn’t want me to drive this morning.

Our little real estate empire was being provided with challenges all at once.

But we have taken a deep breath, filled the swear jar and pressed on.

Darn you Mercury – do your worst!

What about you?

Any blips, switch offs or delays in your world?

PS: And don’t worry if you are trying to sell your own home, buyers will still be out and about, albeit with just a little Mercury influencing their actions and behaviours – so embrace the moment and go with the flow.

 

 

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I am Selling My House – Well, Maybe Not if I Listen to The Media!

WARNING: The prophets of doom have had a sniff and they are ready to scare the pants off everyone!

Since the recent stock market ‘correction’ the media and the usual suspects have put the bit between their teeth and galloped headlong into the ‘End is Nigh’ fray.

As I have been right in the thick of the property market for the last 15 years, I like to see what other people (see self-appointed gurus) are thinking to try and get a few different perspectives a see what they think about the ‘mood of the market’.

The ‘Mood’?

Yep, the Mood!

EVERY market is driven by fear and greed.

And it is SO easy to feed either of them.

Right as we speak, fear is being fed lashings of fast, fatty food through mainstream media and some alt-media types.

As I mentioned, I subscribe to a couple of newsletters from market watchers and financial types and their ‘doom’ narrative has amped up since the corrections in early February.

Emails with these headlines have populated my inbox over the last 7-10 days;

Get Ready, Here it Comes…

Crash Alert!

How to Avoid the Worst of The Coming Crash

 …and so on.

Sure, I read the content, but ultimately, it’s written to get me (and you) to download or join up for the author’s foolproof book or course in surviving the economic Armageddon that is almost upon us.

Offering to alleviate a person’s pain or fear is one of the quickest ways to make a dollar – that is marketing 101 – but if you put enough people in fear, the whole thing becomes a self-created certainty.

And now the mainstream media are jumping in on the act with scary headlines on widely read online news platforms.

They are probably sprouting the same line on the TV bulletins but thankfully I stopped watching or listening to any sort of mainstream news about 13 years ago…try it and watch how your outlook on life changes – for the better.

Here is what flashed onto my screen this morning as I was looking for the latest sports updates…

PLUNGING?!

These are the sort of headlines that feed the fear and send people scurrying under rocks and worrying about their immediate future and plans.

Yes, price growth in the biggest property market in Australia, Sydney, has slowed.  I’ll repeat that, PRICE GROWTH HAS SLOWED IN SYDNEY.

Where in any of the most recent property market stats does it say prices are plunging?

My last post only a week ago, clearly shows a property market that is in general good health.  Buyers still want to buy in just about every city and regional area.

Just because Sydney buyers are catching their breath and have basically said, “We aren’t chasing silly prices for a little while,” doesn’t mean the whole market has turned to sh%t – have a look at the growth in Hobart and Melbourne alone!

This might help explain it a little better…

Hey, I was born and bred in Southern Sydney but realised there were loads of opportunities outside of the Harbour City.  It just may not be the centre of the universe after all!

Ladies and gentlemen of the jury, I would like to close by saying that despite the best efforts of the media, it is quite safe to stay in the game of buying and selling property.

To stay ahead of the curve, it’s not about wondering ‘if’ the wheels are going to fall, it’s about knowing ‘when’ the wheels are about to fall off.

And that ‘when’ is definitely not ‘here and now’.

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THE MARKET! Is it the right time to sell my home?

Ah!  The $64,000 question that I am asked every day- more than once; is it the right time to sell my home?

The best time to sell your home or property is when you need to, have to or want to.

Great answer Craig, you Wally!  Isn’t there a foolproof method of determining when the best time is to sell?

Not really.

The majority of Australian property owners live in their biggest asset their own home, however about 1 in 5 Australians own an investment property, with around 72% of that number owning JUST ONE investment property and the remainder TWO OR MORE.

Basically, you could say that Australians have a voracious appetite for buying and selling property, with anywhere between 400,000 and 500,000 properties turning over each year.

Depending on who you listen to, the current ‘good times’ might be coming to an end; OR ARE THEY?!

What are the good times?

  • Historically low interest rates
  • Banks willing to lend money
  • Strong employment
  • Low Inflation
  • Strengthening stock markets
  • General consumer confidence

If you listen to the incessant chatter of story hungry news cycles, you might believe some of those ‘good times’ indicators are looking a bit shaky.

The main items being thrown out there to scare the life out of everyone is the threat of increased interest rates, stock market jitters and Sydney home prices waning.

To be quite honest I say “Pfft” to any talk of crashes, corrections or bursting bubbles at this time.

Why would cashed up International Financing Groups buy into Australian Lending Companies in the last few months if things were about to go pear-shaped?

China and America are about to unleash TRILLIONS of dollars into massive infrastructure projects.

Tax cuts in America are seeing major companies hire more people and pay the people who already work for them more money in wages and bonuses.

This sort of confidence spreads and ensures banks keep lending, companies hiring and, hopefully, central banks sitting on the sidelines with their fingers well away from the interest rate ‘trigger’.

So, is it a good time to sell?

As we are about half way through the current 14 year ‘upcycle’, and buyer confidence still pretty strong, it’s more than likely a good time to sell if you need to, have to or want to.

Also, historically, more properties change hands in March – strange, but true.

To give you an idea of what the market is up to, here is the most recent Capital City Data we could get our hands on, and some of the numbers are quite surprising.

In a nutshell:

Sydney prices have stabilised.

Melbourne continues to bubble along

Brisbane is pretty much Even-Stevens and still great value

Adelaide is steady

Perth is showing signs of having bottomed out and pushing ahead with increasing buyer activity

Canberra is rolling along nicely

Darwin – a mixed bag, but struggling somewhat

And…little old Hobart is killing it – seeing the best price growth of all the capital cities.

The following Table and Graph is from the Domain ‘State of the Market Report’ End of Dec Quarter 2017

time to sell - house prices december 2017 - domain.com.au

 

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What’s The Four Letter Word I Must Avoid When I Sell My House?

My wife is adamant that I taught her to swear.

Ok. Guilty your Honour.

Fourteen years as a front-line cop honed my skills in that regard down to a fine art.

The cook and I met on a blind date and we truly fell in love at first sight.

Yeah, f***ing romantic isn’t it?!  Oops, see!

Now as a professional Real Estate Agent, I am very careful.

Meeting with and speaking to clients, in person and over the phone, I have to switch off ‘knock about, don’t s**t me’ Craig, and switch on ‘butter wouldn’t melt in my mouth’ Craig.

I believe swearing is a vital timing and relevance component of any language; used sparingly and with the right emphasis, it can enhance any story, explanation or response.

As the legendary Billy Connolly said, “A lot of people say that it’s a lack of vocabulary that makes you swear. Rubbish. I know thousands of words but I still prefer ‘f—.'”

But there is one word in the world of real estate that draws huge guffaws, WTF’s; has caused women to faint, men to reach for the nearest weapon and others to run straight for the medicine cabinet.

Any guesses what it is?

DROP!

This filthy four-letter word usually comes from the mouth of an agent after he has given the seller(s) the price in the first place and, as a result, enquiry from buyers has been a little light on.

“Um, Bill and Mary, it’s a bit quiet around your place, so we might have to DROP the price.”

“Bill,” Mary shrieks “put down the knife.”

I can swear with the best of them. Actually, I think I would be gold medal status, but the one word that never enters my real estate vocabulary is DROP.

For clients who have taken the sell my own home path, there can come that time when they realise they might have ‘overshot the runway’ on price – buyers are staying away in droves.

I usually get asked, “Should we DROP the price.”

My response is always,  “Please don’t swear at me.  No need to use the ‘D’ word.  You may look to consider your value beliefs to those of the market, and then meet the market, with a price adjustment.”

Much nicer don’t you think?!

Much to my wife’s displeasure, the only time you will hear me use the word DROP is when I yell, “How could you DROP that you silly f***ing d***head!” when watching my beloved Sharks play.

So let’s keep it clean from now on and drop the “D” word form our real estate vocab.

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Overquoting: Should I worry about Overpricing when I sell my own home?

Abso-bloody-lutely!

My last post discussed the pitfalls of underquoting and that the practice, especially by agents (and knowing vendors) is considered a huge ‘no-no’.

Misleading buyers with a lower price guide only to expect and sell at a higher price is now being outlawed in the two biggest property markets – NSW and Victoria.

What about Overpricing?

But what about ‘overquoting’, which is better known as ‘Over-Pricing’?

To me, during fifteen years of property marketing and sales, this practice is a bigger blight on the real estate space that underquoting!

Here is a fact:  Almost every seller (vendor) thinks their home or property is worth more than what someone is actually going to pay for it, AND there are agent’s willing to fuel that desire/belief and appraise a property above what it is really worth to obtain the listing.

This can lead to a host of issues and problems – the worst of them being rejection from the market (buyers) based on value.

And that leads to lack of enquiry and inspections, and most likely NO OFFERS.

Then a conversation like this takes place (if the vendor has hired an agent):

Agent:  “Well, its been two weeks now, and we’ve had very little enquiry and those who have seen it aren’t making offers.  We may have to look at reducing the price.”

Knowing the response that’s about to come, the agent will usually take two steps back or hold the phone away from his ear.

“YOU TOLD US WE COULD GET $X, AND NOW YOU WANT US TO DROP THE PRICE???!!!”

Although the vendor may have been complicit at the time of pricing the home, the news that there is no good news, based around price, is rarely greeted with applause and slaps on the back.

Vital time is lost.  Potential buyers have been scared off to buy other more competitively priced properties.  It ain’t pretty.

This one of the main factors for the vendor/agent love/hate relationship.

What about when you decide to sell your own home?

First and foremost – DON’T OVERPRICE IT!

Rejection by buyers is a very hard pill to swallow, and there is no-one around to yell at and be pissed off at (no agent).

Here are three steps to pricing your home to attract buyers:

  1. Get in a Certified Practicing Property Valuer. Contrary to popular belief, their valuation MUST be as accurate as possible by law.
  2. Subscribe to a reputable property information portal such as Price Finder or Core Logic and get a report of recent sales and activity. The recent sale of similar properties is a great barometer to help you price your own property.
  3. Get the opinions of a 2 – 3 local agents and tell them straight – “Be realistic. You aren’t here to buy my listing.”

Underquoting pisses off buyers.  Overquoting (over pricing) pisses off vendors.

Either way, both practices can put seriously big potholes in the road when it comes to selling your home.

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Should I worry about Underquoting when I sell my own home?

That’s an easy one – yes, you should. But first, a little bit of background on underquoting.

Melbourne and Sydney have been the two hottest property markets for the last six to eight years – but up the inside rail comes Hobart and blows them away in 2017: Go Tassie!

As the Melbourne and Sydney markets charged ahead and property prices kept increasing around 10% per year on average, many buyers missed out on the home or properties that they had set their hearts on – usually out-bid at an auction for a sale price that exceeded their budget.

“But the agent selling the home quoted around $1 million and it sold for $1.25m. We didn’t get it, who can we blame, we feel deceived!”

Well, the NSW and Victorian Governments did what any good Government would do – they got in and meddled – setting up and enacting legislation that made ‘underquoting’ taboo, with heavy fines for any agent who could be proved to have underquoted.

Any agent who deliberately underquotes a property to engender false competition, knowing that the property is likely to sell for more than the guide price, should be held to account.

Why would an agent ‘underquote’ a property?

Basically, to create frenzied competition among buyers who think they should able to secure a home or property for $X, but the competition that ensues sees the property sell for $X + 10%, or more.

Lots of disgruntled buyers.

“Hello, is that the Government? I think we just got dudded at an auction.”

Here and now I want to state, that any agent who deliberately underquotes a property to engender false competition, knowing that the property is likely to sell for more than the guide price, should be held to account.
However, the speed at which the demand for property was increasing in Australia’s two biggest markets caught many buyers flatfooted.

In some places, the market forces were such that prices were increasing weekly, and the guides being quoted by agents and their vendors, were almost obsolete, and nobody could see this until bidding started and the guide prices were smashed very early on.

Buyers were willing to pay almost anything to grab their slice of the great Australian dream, and the guide prices meant nothing to them.

Sure, the legislation was put in place to protect consumers (buyers) but buyers can’t be protected from the ups and downs of a market.

So, if you are going to sell your own home, DO NOT underquote your guide price to buyers.

Either display the price you expect/hope to get, or maybe use a price range with a spread of no greater than 10%, with 5% being a fairer indicator.

For example: say you believe your home represents value at $850,000. You could display a range of $840,000 – $870,000 to attract buyers to enquire and engage with you.

Deliberate underquoting is a big no-no!

If someone wants to pay you more for your home after you have presented an honest, researched guide price, well that is the market speaking.

I’ll talk about Overquoting in my next post.

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It doesn’t work – I can’t sell my house

Lets’ face it. Not EVERY house or property sells in a heartbeat. And some can take considerably longer than others.

Real Estate sales can be tricky and for those who have not been exposed on a regular basis to the marketing, buyer attraction and engagement, and negotiation process that goes into selling a property, it can be a daunting process.

To sell your own home might not be an undertaking that every owner/seller has the confidence and motivation to embark upon.

However, that increasing number of home and property owners who do, almost to a man (and woman), say it is the best thing they have ever done.

The empowerment and skills they quickly grasp not only helps them secure a great deal on their sale, but the shared knowledge provided can be used in all walks of life.

If you had a serious medical condition that required immediate attention and the specialist/surgeon you were referred to had something like 1,000 similar successful procedures under their belt over a decade or more, how confident would you feel placing your faith in them to get the job done and make you well again?

The private house sales space is no different.

Take Agent in a Box for example.

It is a property marketing, sales and support system based on the following skill set and experience over the last 15 years:

  • More than 1,200 marketing campaigns created and conducted
  • Over 25,000 buyer enquiries, engagements and interactions
  • Over 7,000 Open homes and personal inspections conducted
  • Well over 1,000 negotiations conducted
  • Over 1,000 completed traditional sales PLUS almost 1200 assisted sales through the AIAB system

Does that sound like we might know what we are doing?

How confident would you feel selling your own home with sort of experience and knowledge served up on a platter to you for less than the cost of a new mobile phone?

No – I am not plugging the business (well really, I am).

I am reminding all our members, current and future, that we REALLY know how Real Estate Sales work, yet for a few, sadly, they do not take advantage of this wealth of knowledge and support.

Case in question:

A male member listed a lovely cottage in an area growing in popularity, with sales activity in the area showing signs of being solid to very brisk.

The enquiries came in thick and fast for this property over a six-eight week period, and when you see this type of activity, you know it’s only a matter of time before we hear from the excited member saying, “I’ve got a contract” or “I’ve had an offer”.

In this case we received an email from the member asking for the property to be removed from the market.

OK, he must have sold it. I gave him a call.

“Hi (name), I see you are taking your property off the market. There has been loads of enquiry, have you sold?”

“No. I can’t sell my house. It doesn’t work!”

As I picked my jaw up from the desk, I asked, “Really? Over thirty direct enquiries on your place in a very active market. How many inspections did you have?”

“About 6 or 7”.

“Ok, what did the buyers say?”

“Not much, some who made appointments didn’t even turn up”.

I have to say here that buyer no-shows are not uncommon and simply part of the buyer ‘sifting’ process.

“Did you get any offers?”

“No, it just doesn’t work in this area.”

Straight away I knew buyers were not in agreeance with the seller’s price expectations – hence no offers – and he hadn’t asked the $64,000 question.

“Did you read our tutorial on how to get helpful buyer feedback?”

“No.”

“Ok, you know you could have called us at anytime to get some guidance or advice- right?”

“Yeah, but, ummmm…I’m moving. I’m giving it to an agent.”

“I am sorry to hear that, one phone call to us could have made all the difference. All the best.”

This client took the path to pay an agent thousands of dollars for what he should have done himself by digesting the wealth of information and support we provide for a few hundred dollars.

Basically flushing his money down the crapper!

Help! I can't sell my house!

So, remember this: If you are not sure – ask.

“Help!! I can’t sell my house!”

There are no silly questions, just the silliness that goes with the result of a question going unasked.

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