Setting Your Property Up For Success When Selling

Here are a few things to chat about before the first open inspection of your home

• Confirmation of why you’re selling your property
• Creation of a WhatsApp Group so we can keep in touch as a group more easily
• Frequency of communication & who I’m calling to give updates
• Complete transparency with all buyer feedback; good, bad or indifferent
• The importance of price feedback from buyers
• Refer all enquiries to me; this means buyers who may approach you privately. You hired me to negotiate for you!
• Full set of keys and access to the property

Booking important meetings now

• Our first weekend’s open inspection catch-up to discuss how the open home went
• Second Saturday open inspection catch-up; a pivotal weekend
• Auction strategy meeting on the Thursday before the Auction at our office

Showtime – Presentation is important!

• Exceptional presentation, smell, look, sound, de-personalisation, lawns mowed, gardens neat and property temperature smart
• First impressions are lasting! It’s imperative that you assist me by getting the home ready to sell
• If your home is not presented at its best, buyers will use this against you later to bring your price down!

Open inspections

• Displaying of open inspection times
• Avoiding private viewings; focus on competitive public open inspections
• Midweek open inspections and how we structure those
• What a buyer must provide to enter the property
• Post-open inspection text message aka “Shaking The Tree”
• Our call back system and how we handle enquiry for your property

Importance of feedback from open inspections & indicators of interest

• Open inspection feedback reports
• Understanding possible feedback buyer feedback; what will they like & dislike?
• What do we think possible negative feedback may be about your property
• How will we know when someone is interested in your property?

What is the market doing currently?

• Buyers are submitting offers lower than vendor expectations 9 times out of 10
• Certain properties and price ranges are performing well, with others requiring early price adjustments
• Buyers are very discerning and are no longer offering well over the range and negotiating

How are we priced in comparison to the market sales?

• Is the price guide at the right level to create competitive tension?
• Do we think we may need to adjust our price to attract the right attention?
• If your property is priced above the market comparables, buyers will not attend open inspections & will use it to bring your price down!

What do we do if we’re not attracting the right attention?

• Organise a face-to-face meeting at the end of the first week to review how the campaign has performed so far
• Make a proactive and considered change to the price to ensure the campaign remains on track
• Remember; the most engaged interest for your property is likely to occur in the first 7-14 days! This is our time to capture the interested buyer and get the best offer we can!

Offers for your property

• Offers in the first week of the campaign, and what do we do with those?
• Is it important to accept a great offer after the first weekend vs waiting and what can happen to the interest?
• Offers at the close of the campaign
• Offers later in the campaign and how to handle those

The numbers don’t lie

• How do we know if your property sale is on track by the numbers?
• What should we expect week by week with the numbers?