How I get far more for my sellers than the average agent!
Sell Your House For More!!!
To get the top price for your home you have to get the basics right such as presenting the home well by doing all the little repair jobs and cleaning and tiding up inside and out. Even more important however is the way your real estate sales person does two critical things:
1. The skills with which they market your home to attract buyers
2. How skilfully they are at negotiating with the potential buyers
Lets look at these in turn.
1. Putting adverts in newspaper, listing on the internet, putting up a for sale sign, pictures in the office window and holding open homes is the classical way to sell.
2. Oh yes the house will sell in this market. It is not hard to sell in a market where demand is far greater than the supply (number of houses available).
It takes better than that to get the top price. A little over 3 and a half years ago I attended the four day National Association of Realtors conference (NAR) in San Diago, California.
Here is a key piece of information I brought back:
Where buyers find homes
Home books 2%
Newspapers 6%
Signage 29%
Internet 63%
These figures show a dramatic change in the way buyers search for a house. Last year the 2013 NAR profile of home buyers and sellers state that 92% of buyers now search for a home on the internet.
I have not advertised a property for sale in a newspaper for over three and a half years and that includes the many auctions I have sold. Why waste the sellers money on something very few buyers look at? Instead I reinvented the way I market (find buyers), enlisting this NAR information and a few ideas of my own.
Here is my typical marketing package today:
It is highly effective in attracting lots of buyers. Obviously the more buyers I attract wanting your home the more likely I am to find the one who will pay the most.
Negotiating with the buyers to obtain maximum price. All buyers want to pay as little as possible, that is only natural. The key to good negotiating is being in a position of strength at the time of negotiating. If my marketing has attracted two or more buyers wanting your home I am in a stronger negotiating position than dealing with just one– if I have multiple buyers all wanting to buy your home I am then in a VERY STRONG negotiating position and positioned to get much more for your home.
My marketing and negotiating skills most often on the current market mean I obtain multiple offers and I negotiate for higher prices than would otherwise be possible. In the last year I have had as many as seven offers on one property (I am not talking about auctions here) and many times three or four offers on properties that I have sold. The difference can be $10,000’s more in your pocket.
Making it easy for a buyer to buy your home over the competition gives you another edge. By obtaining a professional building inspection (pre-inspection) which is transferrable to the eventual buyer, removing the concerns a buyer may have that your home may have maintenance or other expensive issues they don’t know about.
Just as important if a buyer gets their own building report it is almost always AFTER the sale is negotiated but not unconditionally sold. This is often an excuse for the buyer to want a price reduction because of the findings on the report. This does not happen if they have the report BEFORE negotiations.
Making it easier for the buyer to purchase by providing a property file again give you the edge. If the buyer is deciding between two properties– yours and another and yours has a property file and the other doesn't, your property has the edge– they know your home is OK, they don’t with the other one. There are a lot more techniques that I use and am happy to discuss them.
If you are thinking of selling and want the TOP price for your home call or email me now.
Until next time,
John Goodrum
Licensee Agent REAA 2008
021945140
09 838 8895
No comments:
Post a Comment