SOLD IN 2 DAYS
WITH 5 OFFERS FOR $105,000 OVER ASKING PRICE 1 5 R A N K I N R O A D , S H E N T O N PA R K
“We have now sold 3 properties through The Property Exchange with the latest sale being the best yet despite the fact that we were a little nervous leading up to the first home open because we were going to be away overseas and we were selling into a subdued market. We needn’t have worried. Niki held our hand in the lead-up by providing practical advice on painting, landscaping and styling. The home came up an absolute treat and was sold within 2 days. First home open saw over 50 parties come through, 5 written offers received and a cash offer for more than $100k above the asking price being accepted. What more can I say? An outstanding result which meant we could enjoy the rest of our holiday free of any anxiety. Thank you Niki, Annie, Chelsea’s for your dedication and hard work which made things very easy for us.” P. and L. Gomm, 15 Rankin Road, Shenton Park// Oct 2015
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THE POWER OF GREAT ADVICE THE PROPERTY EXCHANGE
// Sales and Property Management // 9388 3988 // thepropertyexchange.com.au
NOW - MORE THAN EVER BEFORE… Yes indeed. Now, more than ever before it is vitally important to choose the right Real Estate Agent. Why now? Because right now confidence is down – confidence in Real Estate, confidence in the share market, confidence in job security - I could go on and on. It’s a shame really, because most, if not all of this lack of confidence is unfounded and unnecessary. I mean what is the worst that can happen? Pretty much nothing unless you have an apoplectic fit and do something reactive and irrational. If house prices go down and you’re a Buyer – well, lucky you! If you’re a Seller, well then don’t sell, or do sell and buy something else that’s also down in value! If your stocks go down, well hold on and wait till they go up again – they nearly always do. If you lose your job, well get another one or even better make one up – there’s around 37,000 ways of making money (according to guru Pat Mesiti) so surely one of them could work for you. Anyway, enough of that – back to Real Estate.
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2. NEGOTIATION – It takes guts to be a strong negotiator – it’s challenging, its confronting and quite frankly, many Agents lack in this area. They let the Buyer dictate the terms and can often sabotage what could have been a great result for both parties by not guiding them to a conclusion. It takes patience, diplomacy, empathy and a lot of trust on both sides. The best negotiation is one that is swift, fair and where everyone is happy. If one or the other party is being unreasonable, your Agent needs to be strong enough to keep things on an even keel – otherwise they could lose the deal for both parties and that is clearly irresponsible. A good Agent cannot always expect to be popular throughout the process – they can be accused of all sorts of things – e.g. ‘working for the Buyer’ or ‘wanting a quick sale’ or even bullying the Seller into accepting an offer’. An Agent who is unable to stand up to these accusations is likely to wilt and loose the offer altogether, and it might be a while until the next one comes along – if at all.
The best negotiation is one that is swift, fair and where everyone is happy.
Now there are Agents out there who are worth their salt and others that definitely are not. Many Agents are just happy to list your house, put it on the internet, cross their fingers and hope that the Buyer will see it and come buy. These Agents I call “Order Takers”. Then if they get an offer they take it to the Seller and hope they accept it. All good, and everyone’s happy. Or not. You see you will never know what you could have got unless you do the following things. This is where the true value of your Real Estate Agent lies. 1. PRESENTATION – A good Agent will know exactly how they want the property they are selling to look like when it goes to the market. Not good enough to call in the local interior designer – they have to know and fully understand what the prospective Buyers will be thinking when they walk in the door. What they will like, what they won’t like, how to overcome objections, how to bring more light in, how to minimize problem areas, how to create atmosphere and how to please the senses. These are instinctive qualities and cannot always be taught. Make sure your Agent has these qualities and if they offer no advice whatsoever and tell you that “Buyers can see past that” then show them the door and don’t let them back in.
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3. PRICING – it’s not up to an Agent to ‘price’ the property as its going to be worth different amounts to different people. However it is up to the Agent to market it in a manner that is going to create the greatest amount of interest and attract higher offers as well as to manage expectations of the Buyer so that they are not disappointed when they view the property. I saw several properties in the Western Suburbs last Saturday and was appalled at how they were priced and presented. In conclusion, there’s nothing wrong with this market – the Buyers are still buying, the Sellers are still selling, the interest rates are low, so don’t let your Agent blame the market if they are not getting a result – the problem is probably a lot closer to home.
NIKI PEINKE
REAL ESTATE LOCAL E PERT Have a question? Call us directly on
0411 428 117
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