Get the most for your property
- get the right agent on board
Ray acknowledges there are other factors to consider, however in his experience as a property seller initial impressions are intuitively correct. Ray, bestselling author of “How to sell your home for more” and several other titles advises it is important to remember you will be working with this person to achieve a specific result: To achieve the best possible selling result and outcome.
There are a number of factors that demonstrate an agent’s real worth. Start by evaluating how many questions does the agent ask you? How interested do they appear in your personal circumstances, goals and objectives for the sale of your home?
Ray says a good professional relationship should begin by addressing your agenda not the agents. An ideal agent will give you an opportunity to explain what you want to achieve from the process and sale of your home. Naturally the main objective is to sell the home for as much as possible, however the underlining reason for the sale (maybe to move to a bigger home, due to a family expansion) could mean an earlier settlement is more desirable. You need to be able to communicate your objectives to the agent, and a good agent should clearly understand your motivation and goals at the end of your first meeting.
Price is not always the best measurement of an agents worth. Instead Ray, recommends a potential property seller should evaluate the experience following the agent interview.
It’s important to remember “Buyers will be influenced by the experience they receive from your agent” says Ray. After meeting the agent did you get the distinct feeling that they genuinely cared? Selling a home for most people is an incredibly stressful time.
You want an agent who demonstrates empathy and understanding for their clients. Evaluating an agent based on solely on costs, could mean you end up saving on agent’s fees, but not getting the real estate solution you were looking for.
To maximise your opportunity to sell your home for more, you will need a professional and skilful negotiator on your team. When interviewing agents Ray recommends “look for evidence the potential agent can wheel and deal”. Buyers wanting to buy your property will be looking to get the contract price as low as possible. An agent lacking in negotiation skills will leave your money on the table.
“And how connected is the potential agent?” Ray explains, a seasonal and successful agent works to their advantage and will also work to your advantage as their seller. The best agents maintain a valuable network of contacts, including financiers, financial planners, property lawyers, and tradesmen. Their access to these valuable resources will be useful to their clients.
Finally at the end of the day results speak for themselves. Look at the prospective agent’s track record. “A good real estate agent is motivated to produce the best result for their client” says Ray. In the world of real estate, Ray acknowledges results speak for themselves. A good agent knows their reputation precedes them. They understand the importance of results as it is the basis for referrals. Ray believes an ideal agent understands by helping their client sell their property for more, they will earn a reputation for excellence and this is publicity and marketing that money can’t buy.
You can get a copy of How to sell your home for more by Ray Wood at Angus & Roberston bookstores or visit Ray at: www.raywood.net.
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