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
• 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
• Keep your circle small; don’t tell everyone what you’re hoping to get
• 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

• First Tuesday evening phone call; progress update from the weekend & early review of the campaign
• Second Saturday open inspection catch-up (either in-person or phone); a pivotal weekend if we’re not on track to make any necessary changes
• Auction strategy meeting on Thursday before the Auction

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, we know buyers use this against you later to bring your price down!

Open inspections

• If you live in the home; focus on having the home prepared & ready for our open inspections (lights on, windows open, heater/air con on)
• Avoiding private viewings: creating a funnel to build competition at open inspections
• Displaying open inspection times
• 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 enquiries for your property

Importance of feedback from open inspections & indicators of interest

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

How are we priced in comparison to the market sales?

• Is our “back end, search filter” price at the right level? Do we fall into the right search bracket to create competition?
• Do we need to adjust our “back end, search filter” price to attract the right attention now before launch?
• Importance of getting this correct at the start (Views & property saves vs enquiry and attendance)
• 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?

• Get in front of whatever the main pain point is with either a phone or face-to-face meeting
• After 14+ years in real estate, what’s one of the biggest mistakes vendors make?
• Make a proactive and considered change to whatever the paint point is to ensure the campaign remains on track
• Remember, the most engaged interest for your property is likely to occur in the first 7 days! This is our time to capture the interested buyer and get the best offer we can!

Offers for your property

• How do we handle offers in the first week of the campaign?
• 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

What is the market doing currently?

• Attendance levels are lower than they were this time last year
• Buyers are often judging a property based on the visible price (or filtered price function on websites), so early adjustments may be required
• Buyers are back to offering below asking prices, or below what vendors want, in most cases
• There are a lot of other properties on the market so choice is abundant for buyers
• Buyers are very discerning and are no longer offering well over the range, and negotiating

What can we expect week to week?

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

Houses

Units, Homettes & Townhouses