Upcoming Auctions around Brisbane

• AUCTION – 48 Arnold Street MANLY
  

  Manly Bayview – Prestige Property
  Lifestyle – Immaculately appointed this stunning contemporary residence with great Bay views, offers sophisticated low maintenance living. Architecturally designed and constructed especially for the triangu…

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What if the market changed

What would you do if you could no longer market yourself? No longer prospect? All aspects of displayong tour business were gone…No bus stops, no print media, no social media. No sold signs out in the market place. No for sale signs. All you could do is speak to those you have actually done business with in the past. How would you go about it? What kinds of conversations would you have? How often would you have them? Are you doing all of that already? Why not?

Upcoming Auctions around Brisbane

• Auction – 18 Malanda St WYNNUM WEST
  

  INVESTOR OR FIRST HOME OPPORTUNITY!
  Situated on a 559m sq block, this well presented home has undergone a complete makeover while providing the family with the wonderful lifestyle that Wynnum/Manly has to offer. Sadly, they have to move so…

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Upcoming Auctions around Brisbane

• To be sold at Auction March 3 – 1 Tracey Street WYNNUM WEST
  

  Packed With Value!!
  This excellent property is in a quiet street with easy access to the city, airport and Gold and Sunshine Coasts! It is ideal for the first-home buyer, retiring couple or investor! * Low maintenace brick-and-tile * Sp…

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Upcoming Auctions around Brisbane

• Auction – 18 Malanda St WYNNUM WEST
  

  INVESTOR OR FIRST HOME OPPORTUNITY!
  Situated on a 559m sq block, this well presented home has undergone a complete makeover while providing the family with the wonderful lifestyle that Wynnum/Manly has to offer. Sadly, they have to move so…

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A Lesson in Transparency

I called some auctions in rooms recently that really struck home to me the importance and value of transparency in the auction process. This particular property had nothing spectacular about it, nothing that made it special simply just another house. comparable to about 90% of homes in the area. There was one registered bidder on the property. The one bidder, when the time came, was keen to put up their hand and bid. After a couple of back and forth bids using a vendor bid I paused the auction to negotiate.

Here’s the cool thing. The vendor and the bidder were sitting in the same room less than 1 meter apart. Both parties could hear the conversation I was having with the other. It was magic. The vendors listening intently when I was asking the buyer for more money. The buyer could see the anguish on the vendors face over making a decision. I am convinced that the buyer paid $5-$10,000 more because of it. It was only a $300,000 property $10,000 is a big jump. I am also convinced that the seller accepted less because they could genuinely see that the buyer had exceeded the price they originally had in mind to spend on the property.

How else could this deal have gone together. I have seen it many times where buyers and sellers don’t believe what the agent is saying when they tell them the buyer’s offer is more than they wanted to spend or that the seller is anguishing over selling. There was no arguing the facts. Both buyer and seller could see and hear exactly what was going on.

Works great for negotiating in rooms when you have your vendor and buyer in the same room but you can do it on every single property you negotiate. Add transparency to all of your transactions. There are two ways. You can have both buyer and seller in the office, in seperate rooms but so they can see each other. Negotiate back and forth. Or after making the initial presentation of the offer, call the buyers and put them on speaker phone. Have the conversation openly in front of them. There is no trickery in negotiating. The more transparent it is and the more you can get yourself out of the way, the more successful it will be.

Real Estate is Simple

So many real estate agents forget that the average person only sells a house once every seven years. Because it is a daily occurence for, well for some it’s a monthly occurence, but something that happens a lot of the time and gets taken for granted by agents. Fact is buyers and sellers don’t have the same understanding of the process as agents do.

I get calls from frustrated agents blaming vendors for their problems. Does this sound familiar. “I’ve been telling them for weeks they are over priced. I brought them offers. The listed with someone else and two weeks later sold it for what I was telling them!”

Real estate is Simple…but it’s not easy! There is only one thing you need to so…have your vendor believing that there is no better price out there in the market place. They wont always sell but 90% of the time if you have managed to convince them you have found every buyer, and this is the one who will pay the most, chances are good. If not they will remove it from the market and do so with confidence.

Simplicity is key. So what do you need to do to get your vendor in that position. It all starts with credibility. Credibility starts before you even get in the door to list their home. It’s about the way you hold yourself in the market. It’s about positioning yourself as the expert in your area. It’s about being able to demonstrate knowledge of every segment of the market. About where the buyers are coming from, about days on market, what’s available for sale, what has sold.

You need to demonstrate your ability in a definitive manner. Be able to make confident recommendations about how they market their home. The way I see it, at point of listing give them a clear path, a daily outline of what will be happening on a daily, weekly and monthly basis for the whole time they are on the market. Leave them with no surprises. With knowledge comes confidence.

Create the experience, Go over and above. Continue to display your knowledge and expertise every step of the way. Everything you tell them deliver in at least two ways. If you tell them something verbally follow up with an email an sms or even the good old written letter. If you tell them you are going to do something…let them know when it is done.

Phone call- I’m going to update the internet ad- once it’s done, sms- I’ve just updated the internet ad.

Most importantly at the point of sale…You should know when you have THE offer. At this point you should be able to comfortably and confidently say. We have found every single buyer in the market place- this is the best and obviously the one who will pay the most- Would you like to sell or stay.

30 Day Challenge

There is no secret formula, no magic fix to be successful in real estate. But there are strategies you can do that will increase your chances.   Clients of mine have been using what started out as a 30 day real estate challenge for three years now. They have seen some amazing changes in that time to their business.

Do you do your job?

I coach agents of all income levels. From 5 figure incomes to 7. There are a handful of things I believe are non negotiable things you have to do and they are just “your job”. Here are some of them and the different responses I get from 5 and 7 agents.

5 or 7 figures??

I coach agents of all income levels. From 5 figure incomes to 7.  There are a handful of things I believe are non negotiable things you have to do and they are just “your job”. Here are some of them and the different responses I get from 5 and 7 agents.