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…


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?


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?


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.


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?”


“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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Its not all about selling houses

When did you last step back and take a look at your life?

Do you sometimes feel like you are on auto-pilot and sub consciously perform the same routines and activities; feel the need to please others before yourself and rarely stop to ask, “What is all this about?”

I have just had one of those moments, but, as with this one, these moments are usually brought on by experiencing a major life event.

For me, it is the recent death of my dad, Allan.

Twenty months ago, after the death of my mother, Margaret, I thought I had taken stock of where I was going, what I was doing.

But nothing changed. The auto-pilot was still on, whilst going hell-for-leather trying to please everyone.

Laying dad to rest just a week or so ago has stopped me in my tracks. Made me think.

My deepest inner voice is telling me to take stock, re-evaluate, work out what my purpose really is.

Looking at my dad, just minutes after he taken his last breath in his hospital bed, one thought hit me like a tonne of bricks:

We all come into this world with nothing and go out the same way.

What happens in between is important. We all want to lead the best lives we can but how many of us find our true purpose?

Many of us tend to sacrifice our own time and dreams to help fulfil the lives of others. That is noble and caring, but what about ourselves?

I have a philosophy that unless you look after yourself, you cannot not give your best to others.

This is not a selfish notion. Selflessness is an admirable trait. Yet to continually push yourself to please others or pursue a career, wealth, fame or notoriety without first being good to yourself is a path to pain and even self-destruction.

Now before you think this is a pre-cursor to me saying, “Sayonara”, and heading off into the sunset, I might disappoint some of you – it isn’t.

However, what will change for me is:

  • Immediate rejection of time thieves;
  • Working smarter not harder;
  • An immediate stop to giving out free advice – allowing people to learn from their own mistakes;
  • Be more self-aware and don’t let head and heart over-rule gut.
  • Ramping up my passion for learning, reading and writing; and…
  • Spending more time with people who want to spend time with me.
  • My love for helping others to sell their own home hasn’t and won’t wane.

It’s now in my blood and will always get my heart pumping.

I have found inspiration in my dad’s passing to be the best I can be – now more than ever on my terms.

The pursuit of pleasing everyone is a dead-end game.

Helping those who genuinely want my help is my focus from here on in. This is a big part of my re-aligned purpose.

Even though dad crammed a lot into his 95 years, we can’t get past the fact that life is short and should not be wasted on people, pursuits or activities that don’t nourish you and give you joy.

My true purpose is becoming very clear, and those who want to benefit from it are most welcome share my time and expertise.

Also, my family will benefit even more as I clear the decks and give them the time and guidance they deserve from me.

I hope that dad’s strength of character, integrity, stoicism and good humour live on in me, and my sons, and drive us to lead purposeful and meaningful lives.

I already miss him, but he would have wanted me to press on; and that is what I am doing – albeit with a few ‘wake up and smell the roses’ changes along the way.

See you dad – you were one of a kind and kind to one and all.

Allan Heppell: 30/6/22 – 29/11/17

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I Want to Sell My House But the Legal Stuff Frightens Me

This is the statement I am presented with the most by those enlightened souls who are thinking about heading down the sell your own home path.

And my response never changes…

“The legal side of it is a piece of cake. That is why your creator invented lawyers and conveyancers.”

Even if you hire an agent, carriage of the contract will be (should be) handled by a trained property lawyer or conveyancer.

If you choose to sell your house without an agent, not much changes.

The legal side of it is a piece of cake. That is why your creator invented lawyers and conveyancers.

The key is a little bit of preparation.

Simply follow these steps and you will be wondering what you were worried about in the first place.

  1. Before listing your home or property for sale, engage the services of a property lawyer, conveyancer or settlement agent.
  2. Ask them to prepare draft contracts and any lawfully required disclosures or documents that a buyer has a right to be aware of and see during the sale process. (Contract formats and required documents vary from State to State)
  3. If you are selling a unit/apartment/townhouse that come under a Body Corporate Scheme you must get the Body Corporate Manager to supply you with the relevant disclosures pertaining to contributions and outgoings, as well as any other matter affecting the BC.
  4. Once you strike a deal with the lucky buyer, take down all the buyers’ details and the deal you have agreed upon (Agent in a Box supplies a guide to record offer details) and forward them to your legal representative so they can create and execute the contract.
  5. Your legal rep should have, or at least access to, a trust account to hold deposit monies on behalf of you and the buyer.
  6. In conjunction with your legal rep, keep track of important dates for any conditions to be met by the buyers and work cooperatively toward the settlement date.

Taking on the sale of your own home might be a brave step for some, but it becomes easier as you see pieces fall into place.

(I say to everyone – “Just follow our bouncing ball and you can’t go wrong!”)

However, some braver souls believe they can handle the legal side of the sale on their own.

To this I have one word to say, “DON’T.”

Marketing, negotiating and selling your home is the easy part.

Always leave the ‘legals’ to the experts.

A trusted legal rep with great communication skills is worth their weight in gold to ensure your sale goes through with a minimum of fuss.

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9 Positive Buying Signals to Look Out for When You Sell Your Own Home

In my last post I shared the 8 signs that can tell you that a ‘buyer’ ain’t buying.

We all have high hopes for every prospective buyer that walks through the door.

“Is this the one?”

“Will they like it?”

“Will they like it enough to make an offer?”

What are the tell-tale signs that a buyer is seriously warming to your place?

For you to be able to pick up serious interest/buying signals you have to SWITCH-ON.

By switch on, I mean ramp up the voltage on your eyes and ears, and basically shut down your mouth.

You are going to watch for body language and listen to what they have to say, not just to you, but also who-ever is with them. Most buyers have a habit of thinking out loud. They can’t help it.

Here are the 9 signs that indicate the buyer(s) inspecting your property are taking more than a fleeting interest.

  1. They start placing their furniture in different rooms. “Oh, the dining table would fit nicely there, and we can look onto the bush while we eat.”
  2. They ask, “What are the neighbours like?” Nobody wants to live next door to the local Bandido Bikie Chapter or someone with seven screaming kids. This can be case of ‘the house suits, butwhat about the street?’
  3. They produce the tape measure to see if the fridge will fit. This IS one of the biggest deals to a buyer. If their fridge fits, you are getting closer to ‘game on’.
  4. They find an objection. For example, the third bedroom is a little small, yet they answer and solve their own objection quickly, “It’s ok, we can put Timmy in there, he has a single bed.”
  5. Does the (ride on mower, pool table, outdoor setting, bird bath…) come with it? Be open to saying, “Sure!”, as sometimes it the littlest of things that can tip a buyer into having a go.
  6. They ask, “Have you had any offers?” Always answer honestly. If not, “No, I haven’t.” If yes, “Yep, but we still haven’t got a deal together. The home is definitely for sale.”
  7. They go to a spot in the house or in the yard and ‘huddle’ for an extended chat. They aren’t talking about what is for dinner tonight.
  8. “What would you take for it?” This buyer is hot! This is why you need to be on your game. You ALWAYS answer with, “Make me an offer and let’s find out.”
  9. “Can I bring my (mother, father, uncle, brother, friend, cat…) to have a look with me. The old ‘second inspection’. When you agree to and arrange this, ensure you allow the buyer to sell it to their ‘advisor/trusted third party’, but be aware of and on the look-out for that third party’s objections. They have been put in a place of power by the buyer who is asking for their opinion. Still a good buying sign though.

And I’ll say it again, switch on and shut up. Let them look, watch their body language, listen to what they say and make your answers to their questions brief, friendly and informative.

This will help you determine whether or not the people looking at your home are your buyers or somebody else’s.

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