Selecting the Right Agent

People selling their home invariably gravitate to the
Real Estate Agent whose appraisal of the property is the
highest. Whilst it is flattering to think the agent seems
to appreciate the value of your home, there are many
other factors that should be taken into account, such
as the agent’s enthusiasm, energy, diplomacy, experience,
follow-up and negotiating skills.

When deciding on the most suitable agent to sell your property, it’s very important to go well beyond their opinion of value when assessing their suitability to undertake the sale process. After all, this is may be the single biggest asset that you will own in your life.

Viewing written references and even speaking to former clients will also provide an insight into the agent’s professionalism.

The agent should also be able to justify the suggested method of sale (Auction or Private Sale) on the basis of results and market research.

It is also a good idea to attend to a few Open for Inspections and /or Auctions conducted by the agents to assess:

  • The personal grooming, professionalism, number of staff in attendance
  • Punctuality, attentiveness.
  • Are they bright, enthusiastic, confident and eager to please?
  • The energy and motivation of the auctioneer and;
  • The pace and excitement of the auction.

The Agent’s advertising and marketing strategy is also important and can be evaluated by taking note of the quality of brochures, signboards and also their ability to secure editorial coverage in the media. They should also be able to attract buyers, in addition to those sourced from advertising and should be asked to demonstrate how this is achieved.

With respect to fees, a vendor should not necessarily use the agent who offers the lowest rate of commission. The fee should be seen in the context of several issues including whether an agent is likely to achieve the appraised value, their level of competence and whether their level of service appears to be of a particularly high standard.

Finally, one of the most vital factors to consider is whether you like and feel comfortable with the sales person who will be conducting the open house inspections, providing feedback and handling the day to day running of the campaign. Empathy, Trust and Comfort are all vital. Assess their commitment and desire to be involved in the sale of the property.

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