Getting a great price for a house is not just about putting up a 'For Sale' sign and hoping for the best. It takes a good plan, executed well by trained and motivated professionals.
If you want to secure the best possible price (and why wouldn't you?), you need to make the presentation amazing, nail the marketing and be supported by an agent with the skill and determination to set a record price.
We think the biggest mistake people make when selling is either by selling too quickly or leaving the property on the market for too long. If you sell by just having one Saturday open home, chances are buyers will miss it and you will leave money on the table.
Leave the property on the market for more than a month, and buyers will start to think there is something wrong with it. Properties get stale over time. To get the best price possible, you should be aiming to have an exchanged contract between week 2 and week 4.
We like to leave our properties on the market for at least a week before we accept an offer. We try do a minimum of 3 inspections during this window. We want as many offers on the table as possible as this gets you a better result. If we don't get the response we're after during the first week, we will repeat the process.
One of the strongest desires in human nature is the fear of loss. Our goal is to fill your home with suitable buyers during the first 3 inspections. We want buyers to fear missing out to other people. Getting a good turnout at your home requires a couple of key ingredients which we can explain in more detail when we catch up.
Buyers will pay more if they genuinely feel like other people want to buy your property. And the best way to make this happen is to fill your home with as many buyers as possible. If they turn up to an open home and they are the only ones there, they will feel uneasy. They will feel like no one else wants it. It's like going to Darby Street and avoiding the empty cafe in favour of the packed one (even though the chances are the service will be much slower). We all feel a decision is safer when other people want the same thing. It helps validate our decision.
We want to get them on the hook, but you don't need to reel them in too quickly. Taking an offer too quickly is one of the easiest ways to ensure a buyer pulls out of a sale. You have to make a buyer work hard to secure a sale. If it happens too easily, they may think something is wrong with it. Or they have overpaid.
Our goal is to have more than one person interested in buying your place: the more buyers, the better. Multiple offers creates competition and give you the upper hand in negotiations.
But there is more to it than that. Buyers need to see that they have been treated fairly and with respect. There is no need to lie to buyers. Or to be pushy. This just alienates them. If we as agents are trustworthy and they can see that, getting more money for your home is much easier.
We can't share all our tricks here but suffice to say that the details in how an agent acts could be the difference in securing or losing a staggering amount of money.
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