Ne­go­ti­a­tion the key to suc­cess in a softer mar­ket

Elite Agent - - READER PROFILE -

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.

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