Selecting a Salesperson

Choosing a sales consultant is one of the most important steps when selling your property. They’ll be spending a lot of time in your home, representing you in negotiations, and working closely with you throughout the entire process. The information below offers tips and key issues to consider before you entrust a consultant with what is probably your greatest asset.

Finding the Right Fit

This is a personal decision, and you need to feel comfortable with the individual you choose.

• Trust Your Instincts: They will be spending a lot of time in your home and looking after your possessions during Open Homes. A good relationship is built on mutual respect and understanding, so trust your gut feeling.
• Don’t Be Pressured to Sign: Take your time to meet with a number of consultants before making your decision. If you like a company like Ray White Bream Bay but don’t feel comfortable with the consultant, it is perfectly acceptable to ask to speak with one of their colleagues. A reputable consultant and company will be happy to offer this flexibility.
• Ask for Testimonials: If the consultant has not been personally recommended, ask for written and verbal references. A good consultant will be more than happy to provide them. Look for a strong track record and a reputable company with strong management.

Focus on the Marketing and Strategy

• Get Involved with the Marketing: Familiarize yourself with property marketing by looking through publications and online portals where your property is likely to feature. Your involvement is important and could save you a lot of money on costly, misdirected marketing. Choose a consultant whose previous marketing efforts stand out.
• Demand a Range of Selling Options: Your consultant should be able to offer a range of selling options, such as Auction, Tender, or Fixed Price Sale. They should be able to clearly explain why a particular method is the most appropriate for your property, given the current market, property type, and time factors.
• Prioritize a Great Negotiator: The key to obtaining a top price may lie with your agent’s negotiating abilities. Don’t just choose based on a cheaper commission fee. A well-trained negotiator is well worth a slightly higher fee, as a perceived saving in commission could cost you a lot of money in the final sale price.

Pricing Your Home

• Be Realistic with Pricing: Endeavor to gain an understanding of the realistic market price for your property. Don’t be tempted to sign with a consultant who quotes a price that is much higher than others. Overpricing can often indicate a lack of experience or a deceptive tactic to win the listing, and it can be detrimental to your marketing process.

Communication and Privacy

• Open and Honest Communication: It is your right to have regular and open communication. Don’t be afraid to ask questions. It is part of your consultant’s job to keep you informed and to explain the sales process.
• Protect Your Privacy: You are under no obligation to disclose your reason for selling your property, and there is no reason your consultant needs to know this. Be wary of consultants who play on your personal needs, as this information could be used against you in the negotiation process.

Your Moving Checklist

Once the offer on your property is confirmed unconditional, the time for planning can be more restrictive. It’s a good idea to use the time beforehand to your maximum advantage. Here is a simple checklist to help you get organized.

• Notify friends, family, and business contacts of your change of address.
• Contact your local postal center and arrange for your mail to be re-directed.
• Remove any items not included in your sale well in advance of settlement day.
• Book a reputable furniture removal company immediately to ensure a booking can be confirmed for your moving day.
• Arrange suitable insurance for your new home, and cancel any existing insurance policies for your previous property.
• Arrange for the transfer of any services (e.g., telephone, power, gas, SkyTV, newspaper subscriptions), and have a final reading for water and power meters.
• Ensure all necessary repairs and maintenance are attended to prior to settlement.