M A R K E T M AT T E R S
AGENT MORE IMPORTANT THAN ADVERTISING IN THIS MARKET Ongoing confirmation that buyers are standing back as house prices ease across the country, highlights the critical importance of getting the right real estate agent from the outset, says Tim Kearins, Owner of Century 21 New Zealand. “With prices softening and buyers
role but in a softening market, the
property. Accurately pricing a house
taking their time and throwing out
agent is all-important. They need
from the start is key, as is then
cheeky offers, vendors need an
to be hungry but not desperate,
defending that property’s price.
agent who can push back on their
fully prepared, and have the skill to
behalf yet still close a deal. In this
target the most likely buyers and
market, charm or good luck will
keep them interested,” he says.
not ensure a successful real estate negotiation and sale. Vendors need to engage a proven and proactive professional,” says Mr Kearins.
with new buyers entering the market every month.
engage ends up not to be the one who fronts the open homes or
choosing an agent ask for some
disappointment is agents talking
recent references, seek out how
up the property’s value to get the
they’ll achieve the best possible
listing, then drowning the vendor
price, who will manage the open
with negative buyer feedback to
homes, how they’ll work with their
lower their expectations.
attract the right prospective buyers.
“You want your chosen agent to front every weekend. You also want your agent to stand by an
“The quality of marketing does
agreed realistic sale price until
vary, but not as much as the quality
all the options are exhausted. If a
of an agent or agency. People,
buyer can sense an agent doesn’t
not advertising, sell properties
believe a property is worth what the
in quieter or challenging times.
vendor’s expecting, they’ll smell
Ideally, you want an 80:20 agent
blood and start low-balling their
– reflecting the fact that 20% of
offers,” he says.
agents sell 80% of homes.
a quieter market demand remains,
disappointed that the agent they
potential buyers. Another common
what methods will they apply to
vendors to remember that even in
Mr Kearins says many vendors get
The Century 21 leader says when
colleagues to widen the net, and
Mr Kearins says it’s important for
A good agent will work with a
“On a rising market when demand is
vendor to settle on an acceptable
strong, the agent may play a lesser
agreed price prior to marketing a C21 MARKET PULSE
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CENTURY 21
“Ideally your agent will have comparable listings in your wider neighbourhood, so they can bounce buyers around from property to property. You want buyers referred to your property if they’ve missed out down the road,” he says. Also, ask your agent to physically take you through their planned walkthrough. Mr Kearins says knowing how agents will show a house will help vendors better present it. He says a good agent will also be aware of government-assistant schemes first-home buyers may be eligible for, as well as any avenues and opportunities out there if buyers require extra credit. “Many buyers presume it all begins and ends with the big
