Negotiation the key to success in a softer market
In light of softening conditions in many property markets, the chairman and owner of Century 21 Australasia has provided his three top tips to help agents succeed in 2018.
Charles Tarbey’s first tip concerns the growing use of broadcasts and electronic mail by agents: “While it’s great to see agents adopt new technologies, too many agents seem content with simply sending out a broadcast and expecting business.
“I strongly believe that many agents will get more out of a conversation with a few people than a generic broadcast to a hundred people.
“I think savvy agents will be sending out broadcasts in 2018 but will be equally as committed to personally following up with people and investing into human-tohuman communication,” said Charles Tarbey.
Mr Tarbey also believes that 2018 will see increased negotiation between buyers and sellers, and this should shape the way agents approach the next 12 months.
“Agents would do well to invest in improving or enhancing their negotiation skills. This may be critical to achieving successful results in markets where sellers need to revise down their price expectations, and buyers and sellers need an agent’s help to meet in the middle,” said Charles Tarbey.