TIPS TO GET IT SOLD NEXT TIME + THE COMMON REASONS THAT HOMES DON’T GET SOLD E X P I R E D ? 1800 01 02 03 If your property is not yet e expired... I apologise for the d o contact... and I hope you get t a successful sale. However if e your property doesn't sell, I u ' hope you nd this booklet e helpful.
WHAT'S NEXT? (Important) WILL YOU BELIEVE YOUR AGENT'S NEXT WORDS? WHAT TO LOOK FOR WHEN AGENTS START CHASING YOU. SHOULD YOU EVEN RE-LIST AT ALL? RE-LIST NOW OR WAIT A WHILE? BEFORE YOU MEET WITH ME.. OR ANOTHER AGENT. HOW DID THE MARKET REACT TO YOUR PROPERTY LAST TIME? WAS IT THE PRICE'? WAS IT THE "MARKET"? WAS IT THE "MARKETING PROGRAMME''? WAS IT THE “PROPERTY CONDITION''? WAS THE "PROPERTY ACCESSIBLE"? WAS IT “MOTIVATION”? CREATING A “DIGITAL FOOTPRINT” YOUR FIRST 2 WEEKS BACK ON THE MARKET. (IF YOU RE - LIST). I HOPE THIS HELPED !! TABLE OF CONTENTS PAGE 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. Page 1
I created this little booklet to speci cally help the few people like you who might pause & think things through before going straight back on the market. Too many people rush to get their property back on the market, some get rushed into it by agents who say they should. Have you heard the line.. “We have the buyer” and some just think that's what you do? Either way, it isn’t necessarily the best decision, in fact, waiting a short time to go back on the market can sometimes be the smartest move. 1.WHAT'S NEXT? So please, give this booklet a read to see if these tips help and feel free to call me with any questions you may have. Of course, if you are leaning toward relisting sooner, I’d love to meet with you and discuss how I can help. Hopefully this booklet will give you a good idea of who I am and how I conduct my business, no pressure, just advice. Page 2
2.WILL YOU BELIEVE YOUR AGENT’S NEXT WORDS? To be fair, not all agents use this but, have you heard at the beginning of a listing an agent will tell a vendor.. " We have the buyers!" and no real results follow … then, surprise, surprise, just as your property is about to expire, or you mention you may go somewhere else. "Amazingly they have this magic buyer turn up just in time" I will say, the number of times this happens, even amazes me... But if this does happen to you, we have the perfect answer to that situation. One that not only lets you know if these buyers are genuine, but also does not risk your sale or stop you from considering other options we discuss in this booklet. Page 3
3.WHAT TO LOOK FOR WHEN AGENTS START CHASING YOU. Con dent and self-assured Knowledgeable Experienced in all market conditions Pushy Aggressive Persistent Cocky OK, the upside to your house “Expiring” is you won’t have to go look for a new real estate agent…. They’ll all be coming to you.. With this we thought it might help to know what to look for and what to look out for. This is pretty basic, but sometimes we need to be reminded. Look for an agent who is But look out for someone who is simply While real estate agents are technically “sales people” it should also be an agent's job to help a vendor truly assess the market, their situation, their needs and give advise accordingly to help them make the best decision for that vendor to move forward. Don’t get swept up in the slick hype and hope of the quick talking salesperson. Look for someone who is truly helping you make the right decision for you to move forward. Page 4
A real estate agent wants to list properties for sale It’s hard for the agent to nd enough people who want to sell their property Your property was listed, therefore, in their eyes, you want to sell Your property HASN’T sold You must (again in their eyes) still want to sell your property Therefore, you should re-list with them Firstly, here is a real estate agent's logic.. Nowhere in their logic is there a question as to whether you should actually consider your options, they just expect you to re-list straight away. 4.SHOULD YOU EVEN RE-LIST AT ALL? But to me , there’s a huge question every agent that contacts you should be asking themselves. "What is best for you?" not what is best for them. Should you re-list your home at all? Let alone with me or with any other agent. I often see people simply go through the motions of re-listing without ever stopping to assess and consider why they're doing what they're doing, mostly because agents are talking them into it and not allowing them to even consider their own choices. So please, take a breath, look and write down some notes on the reasons you want to move… (we can use these notes later). Page 5
5.RE-LIST NOW OR WAIT A WHILE? Ok, if you're like most people and have jotted down why you still want to move… you would have regained some perspective and maybe even some more motivation. So now comes the question : Should you re-list right away, hold off for a while or maybe not sell at all? There is obviously no absolute answer to that as we are all different and there are also many things to consider Page 6 This is one reason you need to talk to an agent who is experienced and patient enough to know everything you need to consider, go through this with you and not rush you to re-list. If you are leaning toward putting your home back on the market, again, I’d be glad to help you take a look at your options… No pressure, just a chat with someone who understands your position.
6.BEFORE YOU MEET WITH ME, OR ANOTHER AGENT What has frustrated you about the process / the market / the agent etc? What did you hope would have been done differently? What do you not want to happen again if you re-list your property? What would you like your next agent to do better? What did you like about your agent or how they did things? Why do you think your property didn’t sell? Before you meet with me, or any other agent, take some more time and jot down some things about your last experience. Consider these questions to help you come up with a good thorough list. With this said, don't just change to an agent who says they'll do what you want. Take the time to pick the next agent who you believe WILL be capable of doing everything needed and sell your property, for the right price. Page 7
7.HOW DID THE MARKET REACT TO YOUR PROPERTY LAST TIME? Another thing that will be handy is to know how the market actually reacted to your property? NOTE: Realestate.com and domain send your agent a complete weekly report on your property every week for the entire time you are on the market. We attach this summary to the weekly update emails we send to all our vendors. How many inspections did you have? This is important to see if it matches the property enquiry on the report. (we also report to our vendors on every inspection or enquiry, the price feedback and level of interest from that enquiry in our weekly reports) Did you receive any offers? What was the typical feedback? What were the comments from that feedback? Page 8
8.WAS IT THE PRICE? From experience ..nothing makes a homeowner cringe more than an agent or anyone saying Your price is too high! In fact, if you spoke to every agent who is chasing you now your home is expired, almost all of them will start with, “your price is too high”. To be fair, sometimes it may be the reason... But not always... Sometimes the price is ne and something entirely different caused the house not to sell, but without examining the whole process agents will just presume it was the price. Let's put it like this, price is not always the issue, but it's always the solution. A solution way too many agents go straight to, rather than analysing what else it could have been. So, be open to a solid analysis and reason for lowering your price.. if necessary.. But don't just accept it blindly because it's the easy and popular advice from agents. Page 9
9.WAS IT THE MARKET? Like we were just saying, sometimes it isn't your price that was the problem Just because buyers don't leap at the chance to buy your property, doesn't mean it's not worth what you were asking. It could be as simple as a change in the market or that the right buyer just hasn't been found by the marketing. Often when a property is on the market for a longer period of time than was expected (maybe from a slowing in the market) buyers sometimes think that it should have sold by now therefore there must be something wrong with the home if nobody wants to buy it … Silly I know, but it does happen. This is why timing when going back on the market is important. Before you re-list (if you do) make sure you have a thorough market analysis to assess whether it makes sense to re-list now or not. Our market experience and knowledge can explain what markets are doing or about to do. Page 10
Agents usually offer similar “Marketing Packages”, the question is “how well do they manage this marketing”? If the “truth be told” most of the marketing is done by simply being on the relevant websites which usually auto- populates to other real estate sites, this makes it almost impossible for a buyer to miss your property. However, what the agent does with this generated enquiry is of the utmost importance to your success. 10.WAS IT THE MARKETING PROGRAMME? How long do they take to respond to any enquiry .. if at all? Let's go back a little to the weekly updates realestate.com and domain sent to your agent.. Have you received updates from your agent equalling the enquiry from the websites? How well did they qualify the inquiry? Did they miss one of the buyers that may have been the one? There is much more to marketing than just a good looking plan. You need to know your agent WILL utilise all their skills and experience in the working of EVERY part of that marketing plan. Page 11
We have a special process we use to determine what needs to be done and what doesn't need to be done. (we call it our magic formula, simple but very very effective). While we don't all need to make our properties look like show homes, it's important we make sure they look tidy, bright and well kept. We know life these days gets very busy and it can be tough keeping your property ready to show day in and day out, especially if it's on the market for an extended period. But remember rst impressions can make the difference to a buyer deciding your place is or is not for them. Decluttering Cleaning the essential areas Minor painting / repairs Carpet cleaning Eliminating odours There’s a ne line between making your home “show ready" and “over-improving” it.. The last thing we want to see is a homeowner putting too much time or money into renovating or improving their property just before selling. If it’s not going to increase the value by more than it costs, we have qualied people in- house to assess what you want to do and calculate if that spend warrants what you get back. With that said, a lot of homeowners don’t do enough of the simple things like: 11.WAS IT THE PROPERTY CONDITION? Page 12
Yes, it’s tough... Having to always be ready for someone to call and need to show your property at what seems like a moment's notice, especially if your property is on the market for a period of time. Ideally an agent will give you enough notice to prepare, but we know if a well qualied buyer needs to look quickly, we don't want to say no, do we? One of the most important things a vendor can do is make the property accessible at all times. We know this gets very tiring, especially over a lengthy period of time, you've tidied up, left the home … and you never hear anything back, let alone an offer. This can certainly be discouraging or even aggravating and can lead to owners saying NO in the future to inspections. 12.WAS THE PROPERTY ACCESSIBLE? When this happens, that perfect buyer could bypass ever seeing your home. Now again this is rare, however, some owners simply make it dicult from the start. They will only allow inspections on certain days at certain times, sometimes not very convenient times for buyers and that does get in the way of them selling their home. When you decide to sell, this is a commitment from your agent to you, to get as many people through your property as possible, so they can nd the right buyer who will pay you that “Best Price”. Please.. if you are not committed to inspections, maybe reconsider if you are really ready to sell. Page 13
Most people think that if a property is on the market for sale, the owners really WANT to move.. “Want” is the crucial word in that sentence, most people want to sell to some degree but not all sellers are absolutely motivated to sell their home. Sometimes one spouse or signicant other really wants to move, while the other does not. Maybe the kids involved don’t want you to move, maybe nancial or business reasons play a part. For these and many other reasons, people do things that get in the way of the house selling. 13.WAS IT MOTIVATION? Another reason we’ve seen is an owner has been talked into selling by an agent, maybe offering a price or market place that they say you shouldn't miss. Next thing you know, your house is on the market. This all goes back to what we rst suggested… take a moment and think through why you want to sell. If you do have a good reason to sell, please make sure you and anyone else involved in the move are all on the same page. Page 14
OK, at this point you should have a pretty good idea on what might have been the reason & what might not have been the reasons your property did not sell. Whether it was something you could have avoided or not. The next time you list your property “For Sale” should be the last time. We should all keep the number of times we have our property on the market down to a minimum. Back in the day it was hard for buyers and even agents to see how long your property had been on the market, or even how many times it was listed for sale, but nowadays, all buyers and agents know how long it has been on the market, what the starting price was and what the price is now…everything about your property... Thanks a lot, Internet... The Internet is a great tool to help sell your property, but it also makes it impossible to hide how long it has been on the market and all or every price adjustment. 14.CREATING A DIGITAL FOOTPRINT Make sure your property is priced appropriately in the market from the start.. (NO.. this doesn't mean under- pricing it or giving it away) Make sure it is easy to come and see for buyers.. Accessible Make sure it is as neat, clean and bright as possible Make sure the marketing programme is such that every buyer can nd it from day one Make sure your next agent is experienced enough to manage your marketing strategy properly Why does this matter? Because buyers and agents form opinions. Whether right or wrong, they will base a value on the number of times a property is on the market and price changes. Now although it's not the worst thing in the world for your house to have expired, it is certainly in your best interest to do it right the next time around. How do you do that? Page 15
Remember back to the last time you had your property on the market.. Did you see most buyer activity in the rst 2 weeks? That's usually the case, but this doesn't mean your property, or anyone's, should sell in the rst 2 weeks. But the rst 2 weeks on the market are very important … and very telling. Good buyer enquiry in the rst 2 weeks usually means you’ve priced your property well within the current market. 15.YOUR FIRST 2 WEEKS BACK ON THE MARKET. With this you should see some repeat buyers coming through, making offers or at least hear that there is genuine interest in your property. This is where the selection of the right agent for you and your property is so important… This process needs to be a team effort and continual contact from your agent on the activity and changing market (if any) to keep you fully in tune with what's going on. Page 16
We hope this booklet was helpful to you as you move forward with the decision on the sale of your property! Century 21 Coffs Coast The whole team at Century 21 Coffs Coast are Coffs Harbour locals, through and through. Our team have all been servicing Coffs individually for between 20-30 years and we all have a policy of giving every client 121%effort, every time, with no exceptions. Whether it is a residential, rural/residential or rural property, you will get the services of a team that delights itself in offering a tailored service to all their clientele. We aim to provide a swift, hassle-free real estate experience and exceed the expectations of all our clients in the Coffs Harbour region. As a proud part of the Century21 Australasian network, our clients enjoy access to the sophisticated, proven process in property marketing and the reliability afforded by the world's market leader and largest real estate group. All properties are marketed using rst-class systems, top technology and information platforms, perfected through our years of training and experience. We know the ins and outs of the property market and all our clients are looked after by experienced "Fully Licensed" real estate agents, with our oce holding all real estate licence available. Residential, Rural, Stock & Station, Commercial, Auction, Chattels and Business. When the time comes to consider selling and selecting a real estate agent, we ask if you could take the time to sit with one of our team "before" making your decision, we would love to show you our process and howwe can get you that "Best Price". Please call anytime if you have any questions... Best Regards, Peter Darby peter.darby@century21.com.au Jarrod Medway jarrod.medway@century21.com.au 16. I HOPED THIS HELPED. Small O ce… Big Franchise… HUGE RESULTS. Page 17 1800 01 02 03
Testimonials Amazing team! The rst day I met Pete and Jarrod, I knew they were the agents for me. They are fun, personable, know their roles inside and out and were as keen as I was to get a record sale price in record time. The photography and video they organised exceeded my expectations and their communication kept me con dently in the loop. Thankyou boys, you make an amazing team. Vendor - 26 Tiki Road, Coffs Harbour Agent wins the race. Darcy's cool and collected nature made the experience of selling our house most pleasurable. His knowledge exceeded other agents' knowledge in the Coffs area, considering he was the rst agent to provide a true guestimate of the value rather than underselling to make a quick sale. We never felt pressured to accept any offer and Darcy was true to our agreement. It was a pleasure working with you, we cannot thank you enough for doing what other agents couldn't do before - seal the deal! Vendor - 9 Beachfront Close, Sapphire Beach Peter knows his stuff. Peter has a lot of local knowledge, he knows the area and the people. We were kept informed throughout the whole process of selling our unit. He is just an all round good bloke. Vendor - 115/8 Solitary Island Way, Sapphire Beach Purchase of studio apartment, Peter was friendly, down to earth and professional. He answered all my questions and made sure all involved were happy at each step of the process. I would recommend Peter as a wonderful agent. Buyer - 115/8 Solitary Islands Way, Sapphire Beach Above and Beyond. Peter went above and beyond my expectations in regards to the successful auction of my property. Highly recommended agent and agency. Vendor - 255 Mardells Road, Bucca Sale of our family home at 2 Poinciana Avenue Sapphire Beach We found Darcy to be a very caring, con dent and ecient agent for the sale of our family home of 23 years. He has excellent local knowledge of the Sapphire area and knows rst hand what a great location it is to live in. Darcy and his team at Century 21 went above and beyond, he kept us up to date through the entire campaign. Vendor - 2 Poinciana Avenue, Sapphire Beach Successfully sold a four lot subdivision with elevated views. Peter has excellent communication skills and does not inate expectations. Comprehensive knowledge of the Coffs property market. Vendor - 259 Bruxner Park Road What A Team!! Professional - Fun-Results. What a multiple dimensional team - Pete Darby and The Real Estate Boys. We chose Pete to sell our home that was not even in the area he had his oce, but knew these days with everything driven online, it was important to choose an agent that was people driven and understood marketing. This is the rst agent that actually was consistent and proactive in his feedback, told you no lies and was down to earth. With a totally different approach and many many years of experience in every type of market. What a Team - Peter Darby- The Real Estate Boys- Century 21 Vendor - 37 Orion Drive, Yamba Honest and patient. We certainly are not the fastest property buyers. Searching to nd our new home has been a journey, and with Peter we had our perfect real estate agent. We never felt pushed towards making a decition and therefore felt free to decide when it was right for us. Thank you Peter for your honesty and patiens. Buyer - 743 Upper Orara Road, Upper Orara Good hustle and Great result Darcy and Peter did a great job at selling our home. The marketing and sale of the property was exceptional with the guy’s achieving a top result. Vednor - 17 Hardy Close, Korora What a professional, Peter knows what he is talking about. It was easy, quick and no fuss. The Realestate boys were fantastic, they helped us prepare our property ready, communication was always there, and the price is what Peter had predicted . They are the most friendliest bunch of characters that could not help enough. Thank you Vendor - 50 West Lanitza Road, Lanitza Great, Professional Agent. Darcy has been fantastic through the whole sales process. From start to nish. His knowledge of the property market is extensive and he has been nothing but transparent through the whole process. His professionalism is second to none and will recommend him to anyone who is looking at selling their property. Vendor - 3/4 Toormina Place, Coffs Harbour Peter was easy going ,yet professional in his dealings with us. With great strategies planed. Peter worked exceptionally well to market and to plan on how to get the most for our property. I can highly recommend Peter to anyone who wants to sell there property ,and be sure that he will do his utmost to get a great sale. Vendor - 52 Old Paci c Highway, Raleigh Small o ce / Big franchise / HUGE Results
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