The big sell­ing ques­tions

NT News - Real Estate - - Realestate Market Place - LISA HERBERTSON

IF you’re go­ing to sell your home — and don’t know one sales agent from the next — there are a few things you should know be­fore re­tain­ing one, ac­cord­ing to founder of BuySide Buy­ers Agency Josh Mas­ters.

“As a buy­ers’ agent, I get more ex­po­sure to sales agents than most peo­ple,” Mr Mas­ters said.

“While they of­ten get a bad rap for be­ing un­scrupu­lous, the most pro­fes­sional of them can get ex­cel­lent re­sults that work in the best in­ter­ests of their clients.”

Mr Mas­ters said there were seven ques­tions you should ask any agent be­fore you kick off your sales cam­paign.

1. Do you use a check­list when pre­par­ing a prop­erty for open-house in­spec­tion?

“Make sure your agent has a plan for get­ting your prop­erty look­ing its best when po­ten­tial buy­ers walk in,” Mr Mas­ters said. “Can­dles and mu­sic can cre­ate a mood that helps buy­ers form an emo­tional con­nec­tion, rather than re­ly­ing on the weaker, fact-find­ing part of the brain.”

2. Will you open the prop­erty pri­vately for in­ter­ested buy­ers?

“Some po­ten­tial buy­ers may not have the lux­ury of time but could be in a per­fect po­si­tion fi­nan­cially,” Mr Mas­ters said. “That’s why it’s im­por­tant to know if your agent will give your prop­erty the at­ten­tion it de­serves, to make sure an op­por­tu­nity for the right buyer isn’t missed. If your prop­erty has a ten­ant, it may be worth pro­vid­ing a small in­cen­tive to keep it clean and be flex­i­ble to open­ing the prop­erty upon re­quest.”

3. How long will it take to have it pho­tographed and put on the mar­ket?

Ac­cord­ing to Mr Mas­ters, a great agent will be just as keen as you to get your prop­erty to mar­ket. “De­pend­ing on the flex­i­bil­ity of your ten­ants, you may be able to have your prop­erty listed and ready by the week­end,” he said.

4. Can you pro­vide an ex­am­ple of your mar­ket­ing sched­ule?

“The ex­pe­ri­ence of han­dling a mar­ket­ing cam­paign makes a sales agent worth their weight in gold to you,” Mr Mas­ters said. “Your agent should be able to out­line the cam­paign, how long it will take and the cost. Make sure they can ex­plain to you why they be­lieve that method will be the most suc­cess­ful op­tion for your prop­erty. And, of course, they should have a plan B on standby if needed.”

5. Can you show me your re­cent sales sta­tis­tics?

“If your agent has es­tab­lished them­selves in your area and at your price point, this will help you in your de­ci­sion to hire them,” Mr Mas­ters said. “What’s more, they will prob­a­bly have po­ten­tial buy­ers on record who missed out on other prop­er­ties.”

6. How ac­ces­si­ble are you as the sell­ing agent?

“You can ex­pect top per­form­ing agents to be ex­tremely busy, and this might re­sult in dif­fi­culty reach­ing prob­lem sup­ply­ing these to you. “Please keep in mind that if they can’t, they ei­ther haven’t done more than a few deals or they’re un­able to find clients who were happy with their ser­vice,” he said. “I’ve al­ways liked the say­ing, “fail to pre­pare, pre­pare to fail”, and it couldn’t be more rel­e­vant than when you’re sell­ing your home. Ask the right ques­tions, and you’ll put your big­gest as­set in the right hands.”

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