The big selling questions
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.”