selling tips

Selling your home is an important decision, selecting the right agent can avoid the frustration and disappointment that so often happens.  Your aim is to get the highest possible price in the shortest time and to be a satisfying and rewarding experience.

We hope this guide helps & saves you thousands of dollars in selling too cheaply or in needless expenses.


selecting the right agent

Do not list your home with several agents; you may think this will increase your chance of finding a buyer.  It actually is the least successful way to sell & results in a lower sales price as agents are competing against each other to sell at any price.  Buyers shop around & the property is psychologically devalued when offered by several agents as buyers suspect there could be something wrong with it.  Choose one agent you like & trust & exclusively list for 60 days.  Also take the time to ask your family, friends & associates for referrals.  Tales of first hand experiences with particular agents can prove extremely valuable when deciding which agent to appoint.


what you want from your agent

A person you can trust, who doesn’t put pressure & stress on you, who keeps you informed, gives 100% effort & sells your property for the best price in the shortest time.


buyers want the lowest price

This is where the best agent will save you thousands of dollars if they are committed to you, their client.  The person you select as your agent must be a skilled negotiator, research shows most buyers would have paid more if they had to.


selling price

Be careful not too choose an agent who tells you the biggest lie about the sale price of your property.  This is called buying your business; also you may get agents trying to convince you of incredible prices achieved at auction.  This is a common trick.  If you suspect an agent is attempting to buy your business with a high price estimate, insist that they put the price range in writing & that if it does not sell within that range that they charge you nothing for selling.


a cheap agent

Cheap agents get cheap prices.  Be careful selecting an agent purely on fees.  If agents give their own money away what do you think they will do with your money!  A good negotiator is able to get you a better price & they will be worth a fair fee.


trusting the agent

If you don’t trust the agent, don’t hire the agent!  A major ingredient in any successful relationship is trust.  Before you choose your agent, ask many questions, check references, speak to previous sellers, demand a guarantee, test their negotiating skills.  Ask yourself this question; do I feel comfortable with this person handling the sale of my home?


why you are selling

Your reason for selling is confidential, no one other than the agent you trust should know your reason for selling.  If your reason for selling is revealed it can severely hurt your chance of getting the highest price.  This is especially true if you need to sell by a certain date.  If buyers know the reason you are selling it can weaken your negotiating position.  If your agent is asked why you are selling, he should simply reply; that you are re-locating.


guaranteed service

Avoid agents who do not offer a guarantee.  Do not be locked in to a poor agent, the best agents will gladly guarantee their services.  You wouldn’t buy a washing machine without a guarantee, don’t hire an agent without a guarantee!


advertising costs

Often owners believe the Agent should absorb these costs in their selling fees.  Whilst this would be good for the sellers, the reality is that the Agent only gets paid for a successful result & few businesses can survive by paying to go to work.  Advertising your property professionally should be considered as an investment in getting a better sales price.  The more buyers that know about your property, the more likely you are to sell. 


for sale sign

No sign can mean no sale.  A sign is your 24 hour salesperson; buyers who specifically want your location will be attracted to your property if they know it is for sale.  For Sale signs also attract other agents, those who are too lazy to find their own homes for sale & those who lack ethics.  If other agents contact you, send them packing no matter how many times they tell you they have the perfect buyer for your home.  These agents are the worst in the industry.  If they will steal other agent’s clients they will almost certainly deceive you.


presentation

Sparkling homes get sparkling prices.  Make your home sparkle & your price will shine, pay attention to the things that create a good first impression. Stand back & look at what buyers will see when they arrive.  Cleanliness is vital & one of the most important is smell.  Pleasant scents & sounds create pleasant moods. 


private treaty or auction?

private treaty

A private treaty offers plenty of flexibility - you can advertise with or without a price & you have no limitations regarding time.  However, this same flexibility can sometimes create a lack of urgency with buyers.  This can be a very effective method of marketing for the appropriate property, under the right circumstances.  The mistake frequently made with private treaty is thinking that this allows you to “save” money on advertising & marketing.  This can at times have the opposite effect of costing you both time & money.  It’s hard to sell a secret & a poor marketing investment can result in a sluggish buyer response to your property.  This can cause a timeframe “blow out” & a “what’s wrong with it?” buyer view, if your property is promoted for too long without success. 


auction

Sale by public auction is the most common & effective method of sale used on the upper north shore.  It creates a competitive atmosphere & encourages buyers to openly bid in full view of all in attendance.  The competitiveness amongst buyers ensures that the highest price is achieved at the fall of the hammer.  Distinct advantages of auctions are:

  • creates a sense of urgency stopping buyers from procrastinating
  • a comprehensive marketing campaign is implemented to maximise exposure to all buyers in the market place
  • sale by auction is final, there is no cooling off period
  • an auction indicates your genuine intention to sell
  • qualified buyers compete against each other instead of you
  • bidding raises the price rather than negotiating it down


mcconnellbourn estate agents recommend ‘on site’ auctions due to the following distinct advantages:

  • The focus is on your property.  The auctioneer & sales team are working together & are there to achieve one result – the best possible price for your property.
  • The potential buyer is already physically & mentally inside their home.
  • There are no time constraints.  The sales team & auctioneer plan & conduct the auction within a flexible timeframe that best suits you.
  • In the event that the property does not reach the reserve price, the highest bidder is then taken into the home to negotiate.  Again, this can be advantageous due to the emotional attachment the buyer has to the property.