SELLING IN A TOUGH MARKET?
All you need is one buyer - the right buyer!
When you think of marketing a property, it is natural to want as many prospective buyers inspecting your property as possible. In the end, you will only sell your property once.
Who should you sell it to? The
'right buyer'.
What is a
'right buyer'? A
right buyer is someone who is prepared to and capable of paying more for your property than any other buyer in the marketplace.
If your marketing strategy attracts too many buyers, the quoted price maybe too low. If you attract too few buyers, your quoted price is probably too high.
Agents, have two fundamental steps in identifying the
right buyer for your property:
• Find interested buyers
• Negotiate the best possible price from each buyer
The marketing strategy finds the buyers, and then the sales team negotiates the best possible price with all interested buyers to establish the
right buyer.
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CONDITIONINGThe tricks used to drive your price down.
THE TWO RESERVE PRICESAt an auction, the property cannot be sold until the bidding reaches the sellers reserve price. Many sellers that sign up for an auction are comforted by the fact that the reserve price will protect them against underselling.
HOOKED ON BAIT PRICINGThe search for a new family home can be a lengthy, gruelling process. Even more so when it comes to interpreting the rubbery prices agents quote to buyers in the lead up to the auction.
