selling your property
A Successful Sale, faster.
Let’s walk through the process of selling your property
Have you ever been on a team where things just flowed? When people value the same things, they act together in rapport and, things just seem to go smoothly. Imagine, if you could have an agent on your side that wanted the same things you wanted.
First, we have to know what we want. So ask yourself, “In the context of working with an agent to get a successful sale, faster, what’s important to me? What else? What else?”
Write a shortlist of at least three or more important elements. Now, of the items on this list, which is the most important? And of the remaining items which is most important?
Once you have re written your list in the order of true importance, we know what to observe about the agent outside of all the words they use.
**Struggling? Try this mental relaxation technique. Sit down, look slightly upward and allow the awareness of your whole surroundings to come into view. Breathe in deeply and exhale as slowly as you possibly can. Do this two or three times. Think of the process of selling, and all that’s involved, how would you like it to be? What’s most important to you?
TWO KINDS OF AGENTS TO CONSIDER:
The top performer & the hungry chaser. Salespeople are incentive driven and we need them to be great at negotiating on our behalf and be willing to turn up with their ‘A game’ when it counts most.
For you, does it make more sense to shortlist the three highest selling agents in your area or the agents that you already know, the ones that keep chasing you with the calls & door knocks?
Great … short list at least 3 of those agents. Make the list. Give them a call and invite them over.
There’s a section on realestate.com.au for finding agents and how many properties they sell in each suburb.
Which agent has called you most over the years?
The way they answer the phone. The shift, or not, in voice tone when they realise, you’re selling. Did they call you back, did they confirm, did they show up on time?
Are they polite, scattered, rushed, busy excusing themselves for answering their mobile phones? Is their focus on themselves and how good they are, or on you?
Did they overstay their welcome, did you enjoy their company, do you trust them? If you feel comfortable with them, then maybe the right buyer will too.
The best sale is when the buyer doesn’t even know they’ve been sold. And it’s usually because the salesperson didn’t ‘sell’ at all. They helped the customer buy. People want to buy things all the time, but no one likes to be pressured or ‘sold’ to.
Great salespeople, like experts in any profession, have similar behaviours.
- Positive world view
- They focus on the people they’re with
- Their actions speak louder than their words
- They do it … now. Urgency is key.
- They desire to be worthwhile
- They want to impress you
- They want to achieve
- They’re likeable
HIRE SLOW, FIRE FAST.
The first part is easy, take your time and ask; Is this agent the right fit for us? Do they make sense, does it feel like the right decision, can we see them making the sale?
Even with this extra insight It’s still possible to get it wrong.
I’ve seen it many times but I’ve only ever heard one slippery sales guy boast, “Sales is the art of faking sincerity.” This is the worst evolution of a salesperson. Not just because of the lack of integrity but because it’s so hard to pick before you sign on the dotted line.
Whether its five minutes after signing or five months, if it comes to you, ignore the feeling of sunk cost syndrome. Just fire them, instantly. The very best time to fire your agent is the very first time it crosses your mind. Read Malcolm Gladwell’s book ‘Blink’. We intuitively know what has to be done even before we consciously have enough evidence to justify it.
Trust your gut. If its time to go, it’s time to go.
SET YOUR TERMS
Great agents love to achieve, they love to perform. They back themselves 100%. So, if they really are ‘all that’ they wont mind if you retain control by requesting a cancellation clause in the Listing Agreement.
“We’d like to be able to cancel anytime. Can we add that to the agreement please?”
You’re looking for a confident reply, “Yes.” Not some sort of ‘I’ll wiggle out of this somehow’ rhetoric about how every agreement can be cancelled with 30 days’ notice, blah, blah.
No. Cancel anytime means … any time.
What else would you like? What else do you expect from the very best agent?
You’ll notice I haven’t focussed much on the price the agent estimates or the fees they quote. These are important aspects to the sale, but you’ll end up with more money in your pocket and a successful sale, faster even with the wrong price and the wrong fee so long as you have the right agent.
One Marketing Package … the BEST!
Two options to fund it …
1. Free Till Sold
We commit up to $4,875.00 of our money to marketing your property using the methods above. If you choose not to sell, there’s no charge. That’s right … No Sale, No charge.
2. Cheaper Upfront
You’re committed and confident in selling quickly and you want the best quality marketing at the cheapest discounted price…
Paying upfront will get you all the best services above, right now for one low price.
HOW DOES MARKETING WORK?
Why is marketing so expensive? Why is there no guarantee of result?
Marketing is an umbrella term used to encompass all possible ways an agent could find a buyer. In that sentence lies the problem. Agents don’t know where the buyers are coming from, so they don’t know where is best to advertise.
Shouldn’t agents already be in touch with buyers? … YES!
One method is direct marketing, aimed at those that have already contacted you. This should definitely be the first port of call as it’s the cheapest.
Let’s look at what is involved with a high quality marketing campaign …
At Harts, when we list a property for sale, we utilise the first week the ‘set-up to sell’ week where we are often waiting on ad copy, photos to be edited and signage to arrive to engage with existing buyers in three ways;
1. Our Buyer database – receive Pre-Launch Invitations to view by email, sms & personal call.
2. Listing Loop – Buyers from around the country who’ve been previously invited by any agent from any brand or franchise to register for ‘Off Market’ properties via the Listing Loop platform are alerted and invited to inspect.
3. Social Media – the pre-launch inspection opportunity is uploaded and shared amongst all of our followers as well as via paid distribution.
Real Estate Website Portals
The biggest ad size on the most popular portal.
Plus Six More Top Tier Portals
Social Media Advertising
The most common complaint from buyers is photos that make the home look bigger and better than it really is. This results in disappointed buyers upon arrival. Not a good plan.
We instruct our photographer to capture the true essence of the home with the least editing and or wide-angle shots that distort sizing.
These are often useful for showing a bird’s eye view in relation to local landmarks or visual outlooks like water, golf or proximity to beach, etc.
Particularly useful for inter-state buyers that are unable to immediately view the property. These are 360-degree photos that are stitched together to form a seamless experience of what would be seen at each room or observation point in the house.
Another great tool to provide a real world view as the camera pans the room.
Brochure & Floor Plans
We recommend a mix of both Opens and Private appointments, customised to suit the schedule of both you as the seller and, importantly, the easiest available access to hot buyers ready to buy now.
A basic tenet of sales is … make it easy to buy!
Setting the correct asking price is vital.
There are many facets that effect pricing, some of which can be pre-determined, others are explored as they occur. We look at them from the perspectives from which they come.
The property in itself is one main aspect in terms of the functional basics of what it represents. Being a unit, duplex, house, etc. Its standard of presentation and quality. The condition it’s been maintained in and whether the compliance with safety and building codes is current.
The land component always has a strong influence as does the impact of any wow factor or aspects that will increase emotional involvement of the buyer.
A comparison to the build cost of an equivalent new home can be relevant as can the rental return. Even though its more crucial to investors, many occupiers use rules of thumb to help guide their offers.
Lastly, but definitely not least is access. It’s rare for buyers to buy completely sight unseen. They will need access to inspect the property in most instances. Delays to access can mean losing hot buyers that are emotional and impulsive, reflecting in the price outcome.
All this plus input from the perspective of the general market, the agent, you the seller and of course the buyer themselves all play a factor and therefore should be seriously considered before setting the asking price.
Private Treaty Vs Public Auction
What’s more important to you;
- Time or price?
- Public exposure or one on one privacy?
Auctions can guarantee the highest price within a set time frame but not the highest price from the specific buyer. Sometimes still a very high price but the under bidder is the only person forced to their max. It can be argued that if the winning bidder would’ve paid more if someone had asked, but auctions stop when the under bidder stops.
- Upside price potential
- Known time frames
- Public success
- Pricing confusion – buyers
- What if the best buyer arrives post-auction?
- Possibility of public failure if not sold at auction
Highest price on the day.
Private treaty is the opposite. It cannot guarantee a time frame; it could be sold, day one or on day one hundred and sixty-one. We don’t know when the right buyer will appear, when handled correctly though, private negotiations will achieve the highest price from the buyer.
In a private setting we can maximise the price outcome by using strategies directly related to the different Pricing Perspectives below. Ask your consultant for details on each specific strategy.
- Buyer clarity
- Flexible timing of price & marketing changes
- Can be sold on day 1 or any day of campaign
- Buyers outside the price range may not enquire
- It’s possible to stay too high for too long – no urgency.
- sold subject to conditions like finance & building inspections.
Highest price from that individual buyer
After The Signatures
Once the price is agreed, and the contract of sale is signed many things need to happen.
If the property was sold by auction, then it will be an unconditional sale meaning the deal is all but guaranteed to complete on the agreed settlement day and you’ll have till then to pack.
If not, then the buyer will have 5 business days to consider their decision to buy during the cooling off period. If they opt out, then the full deposit is refundable less the statutory fee of 0.25% of the purchase price. ($1,750 on $700,000 sale) The sellers can choose to waive this fee for the buyer if they wish.
Its wise for buyers to obtain independent advice on the structure of the asset they’re buying, and most contracts are subject to a satisfactory building and pest report. This is normally carried out within the first 10 days from when the contract was signed.
If there are unknown issues affecting the structure of the dwelling the buyer has three options;
- Cancel the contract and receive a full deposit refund.
- Request that the sellers arrange professional repairs prior to settlement
- Re-negotiate the purchase price based on the new information (quotes)
True cash buyers are very rare these days. Most buyers will need an opportunity for their bank to approve finance for the deal. If they are pre-approved in writing this could happen in as little as 7 days from date of contract. Otherwise its common to see 14- or 21-day finance clauses.
There are numerous possibilities of other clauses that could require fulfillment however these three; cooling off, building and pest, and finance are by far the most common.
This terminology means there’s no other conditions of the contract required for the buyer or seller to fulfil and we are simply allowing time for the solicitors to complete the searches and preparation for settlement.
- Its time to start packing!
- Confirm a destination to move to … whether it be renting or buying.
- Gather up all the spare sets of keys from friends and family.
Collect any known handover information like instruction booklets or appliance warranties.
- Explain the details of any unique operational intricacies to the agent or the buyer
The week before settlement the solicitors will be able to advise what time of the day settlement is booked to take place. As the seller, you will need to ensure anything fixed to the property (fixtures) remains and every movable item, unless noted on the contract, is removed from the property by this time.
Allow time for the home to be cleaned. While its rarely part of the contractual obligations its appreciated when the home is handed over after a thorough clean. Most detailed bond cleans are less than a thousand dollars and save a lot of time.
The agent will need one final set of keys to hand over to the buyer after the solicitors have notified us that settlement has occurred. We will take care of this process for you so you’re free to focus on where you’re going.
Our Agency is responsible for distributing the balance of any deposit held in our trust account after settlement. The solicitors will distribute the remaining bulk of the funds as you direct, whether it be toward paying out existing mortgages or directly to your bank account. And with the advent of Pexa, electronic based settlements, funds are normally transferred same day.
What Is Your Home Worth Today?
Simply enter your home address to get started
Property Sale Time Line
Meet The Agent
Photo Shoot & Marketing Prep
Quiet Sale Opportunity
Public Marketing Launch
Offers & Negotiations
Cooling Off Period
Building, Pest & Finance Approvals
Contract Becomes Unconditional
Pack The House
Settlement & Handover
Rather Disappear Quietly?
Well, its possible . . .
Our Value proposition
Our standard fee is 3% of the sale price + GST
Subject to client satisfaction
Our fees remain 100% negotiable till time of sale.
Property sales is an incentive driven business … inspire us to work even harder for you.
The more you get, the more we get.
With our guarantees, there’s nothing to lose, and everything to gain.
Put us to the test, risk-free, and see how what we can do.
There must always be two parts to any genuine guarantee;
1. The Promise.
2. The Penalty.
OUR SALE PRICE GUARANTEE
We promise to get the highest price for your property.
And If certainty is needed on the day, we will prove the buyer has paid the highest price.
If not, the seller can choose how much we get paid.
OUR FEES GUARANTEE
We promise a sale price so good it makes our fees look cheap.
If not, our fee remains 100% negotiable till sold.
OUR CANCEL ANY TIME GUARANTEE
Typical listing agreements require you to ‘Lock-In’ to the agent for 90 days.
We are so confident in our service that we have added a “Cancel Any Time” clause.
We promise quick, courteous service remaining loyal to the seller at all times.
If you’re not happy and we can’t fix it, you can cancel anytime.