COFFS COAST SELLER’S GUIDE 1 GUIDE TO SELLING HOW WE TARGET THE RIGHT BUYERS TO ACHIEVE THE BEST POSSIBLE PRICE
COFFS COAST SELLER’S GUIDE 2 WHAT WE’LL COVER Welcome 3 Methods of sale 4 Pricing strategically 5 What’s your property worth? 6 Intelligent marketing 8 Choosing your agent 14 What to do next? 15 The sale process 16
COFFS COAST SELLER’S GUIDE 3 WELCOME TO FIRST NATIONAL COFFS COAST TO ACHIEVE THE HIGHEST POSSIBLE PRICE FOR YOUR HOME, IT’S VITAL YOU GET THE BEST ADVICE, SERVICE AND VALUE FOR MONEY. THAT’S WHERE FIRST NATIONAL COFFS COAST PRIDES ITSELF. To find out how real estate agents are performing across Australia, IPSOS and Colmar Brunton surveyed Australian adults in 2016 and 2017 who had employed an agent recently. The survey related to the buying or selling of a property, lease management, or renting. The results showed Australians say First National Real Estate agents ‘make buying and selling easy’ and that ‘they do what they say they will do’. Our agents were ranked above other agents in every category measured, including communication and advice, problem resolution, contract handling, marketing, moving services and value for money. Ultimately, our clients were the happiest in real estate. First National Coffs Coast 386 Harbour Drive Coffs Harbour NSW 2450 p: 02 6652 1144 e: sales@fncoffs.com w: fncoffs.com At First National Coffs Coast, we appreciate you have a choice and want to win your business! On a daily basis, we demonstrate professionalism, experience and commitment to our clients. Our goal is now to prove why you don’t need to look any further. Choosing an agent is much more than striking a deal on fees. Marketing skills, strategy and negotiating ability will strongly influence your final price. At First National Coffs Coast, we don’t compromise on training, systems, marketing or the standards that enable us to achieve outstanding results, consistently.
COFFS COAST SELLER’S GUIDE 4 METHODS OF SALE LET’S DISCUSS OPTIONS PRIVATE TREATY An asking price is set, and negotiations begin once an offer is received. On acceptance of an offer, contracts are exchanged and a 5 or 10 business day cooling off period applies. AUCTION/OPENN NEGOTIATION A transparent sales method which helps Buyers and Sellers find the true market price for a property, through a public auction or online bidding platform. EXPRESSIONS OF INTEREST A sale process whereby prospective buyers are invited to submit their highest & best offer in writing to purchase a particular property, on or before a nominated closing date & time. Offers that have been submitted will then be presented to the vendor for consideration. The vendor will then select which offer to accept or negotiate with.
COFFS COAST SELLER’S GUIDE 5 PRICING STRATEGICALLY LIKELY MARKET PRICE EMOTIONAL PRICE BARGAIN PRICE Your asking price will determine the amount of buyer interest and offers you receive, and how quickly your property will sell. The lower the price, the more buyers will be attracted to your property, and the quicker the result. OUR AIM IS TO FIND A ‘HEART BUYER’ WHO WILL PAY A PREMIUM PRICE AS THEY BECOME EMOTIONALLY ATTACHED TO YOUR PROPERTY. The higher the price, less buyers will inspect your property and may have less motivation to place an offer. Pricing your property at fair market value will attract the right buyers to your property. They will feel that it is priced fairly and will be keen to place an offer.
COFFS COAST SELLER’S GUIDE 6 WHAT’S YOUR PROPERTY WORTH? LOCATION & LIFESTYLE Buyers want properties that put their desired lifestyle at their fingertips. Proximity to beaches, schools and services are important considerations PRESENTATION Properties that present attractively and require little or no work tend to attract a premium compared to those on which a buyer will need to spend money to improve or repair. MARKET TRENDS Seasonality and economic conditions including interest rates, rental incomes and job stability all have an effect on property values. COMPARABLE SALES Recent prices paid for similar properties near you are an excellent indicator of what the market is willing to pay for yours. CURRENT COMPETITION Having plenty of active buyers around combined with a moderate number of properties on the market contribute to a premium price. A strong marketing campaign can also ensure you attract the maximum number of active buyers through your door.
COFFS COAST SELLER’S GUIDE 7 They are the most educated about market value as they have recently inspected many comparable properties to yours and are aware of many recent sales in your area. As they have generally been looking for weeks, if not months, with approved finance they are usually the first to submit their best offer within the first week or two. It is at this stage where you will generally get your highest offers. Prior to listing your property for sale, it is essential to research other properties currently on offer in your local area. Our agency will provide you with significant market data, including past sales and current listings to assist the correct pricing of your property. ALL THE STATISTICS SHOW THAT THE MOST READY TO BUY NOW BUYERS WILL BE THE FIRST TO INSPECT YOUR PROPERTY. WHAT’S YOUR PROPERTY WORTH? 1 2 3 4 5 6 7 8 WEEKS ON MARKET ACTIVITY Is the price right? If you are priced too high, it is likely that you will help sell comparative neighbourhood homes. You want the buyer to pick your home!
COFFS COAST SELLER’S GUIDE 8 INTELLIGENT MARKETING TARGETING THE RIGHT BUYERS A comprehensive marketing campaign maximises exposure of your home therefore assisting in securing the highest possible price. SIGNBOARDS WINDOW DISPLAY INTERNET ‘JUST LISTED’ DROP CARDS NATIONALREFERRAL NETWORK PROFESSIONAL PHOTOGRAPHY BROCHURES WITH FLOOR PLAN COPYWRITING DATABASE & AGENT CONTACTS SOCIAL MEDIA MARKETING
COFFS COAST SELLER’S GUIDE 9 PROFESSIONAL PHOTOGRAPHY There’s power in a great image. It captures interest and elicits emotion. High quality professional photography is crucial to properly showcasing your property. Our photography will ensure your home stands out amongst the competition and positively influences perceptions of value. DATABASE & AGENT’S CONTACTS We have a large and growing database that are kept actively informed of listings matching their search criteria. We make a point of talking to buyers at or after every open home inspection, to find out what they’re looking for and why. When they miss out on a property, they’re at their most motivated to buy so we proactively introduce them to our latest listings. INTELLIGENT MARKETING
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COFFS COAST SELLER’S GUIDE 11 INTERNET We place your property on the most effective websites. Industry statistics show that the internet now attracts the highest amount of buyer enquiry. Our website, fncoffs.com, attracts a large volume of local buyer enquiries due to our database marketing and local profile. Our websites include: • fncoffs.com • firstnational.com.au • realestate.com.au • domain.com.au • view.com.au • realestateworld.com.au • homesales.com.au • ratemyagent.com.au • homes.com.au • homely.com.au • allhomes.com.au WINDOW DISPLAY Your property will feature prominently in our office window display.
COFFS COAST SELLER’S GUIDE 12 NATIONAL REFERRAL NETWORK We have approximately 460 offices in Australia and New Zealand. Being part of the ‘First National Real Estate’ network allows us to have regular contact with buyers from out of the area who may have been in contact, or recently sold, with one of our offices. BROCHURES & FLOORPLAN A full colour brochure is provided to everyone who views your home. This enables them to take away information about your property and reminds them of its key features. Buyers frequently inspect multiple properties in a day. It can be hard for them to remember what property had which features, or layout. AUCTION 5 4 10 Online Auction Beautiful piece of paradise Korora • Architect designed, high quality home on two and a half acres of tranquility • • Five outdoor living spaces including undercover verandah with great hinterland/valley vistas • David Small 0407 211 391 dsmall@fncoffs.com Live the dream 339 D iryville Road, Upper Orara Superior 4 bedroom ome on 60 riverfron acres, plus one bedro m self-contained cottage • Multiple indoor/outdoor entertaining areas, mudroom, pool room, 11m saltwater pool & pool cabana, firepit • Wood-fired heater, air conditioning, 4-car carport, two 16x8m steel sheds, 5 bay machinery shed, 10 paddocks • Set on the pristine Urumbillum River a perfect oasis for picnics, swimming, camping & kayaking
COFFS COAST SELLER’S GUIDE 13 SIGNBOARDS The silent 24 hours salesperson. When buyers know your property is for sale, one of the first things they will do is drive by your home. A prominent signboard helps buyers to discover more than meets the eye from the street. Signboards are also an excellent way of attracting the attention of local road and pedestrian traffic. ‘JUST LISTED’ DROP CARDS ‘Just Listed’ cards can be delivered to your surrounding area to inform your neighbours you are selling. Neighbours have friends who may be looking to buy!
COFFS COAST SELLER’S GUIDE 14 CHOOSING YOUR AGENT Four questions to ask when selecting your agent: 1. How many years’ experience do they have? 2. Will they show you their recent personal sales? 3. Do they have a good track record and reputation? 4. Do you feel comfortable enough with the agent to hand over the keys to your home? If you feel comfortable, then buyers will too. One of the hardest decisions you will ask yourself when you decide to sell is WHO will sell my home? PERFORMANCE FEE Don’t make the mistake of choosing the agent offering the lowest selling fee. While you should expect a competitive fee, it is advisable to appoint a good value agent; not a cheap one. Whilst you will no doubt find any number of agents who will heavily discount their fees, we have total confidence that if you instruct First National Coffs Coast to represent your interests, you will receive a greater sale price that will more than justify any difference in fee structures. PRESENTATION It is important to create the WOW factor when a potential purchaser inspects your property. First impressions are lasting and allow the buyer to become emotional about your property. We will discuss with you how best to present your home and give you some great tips on how to create a great ‘FEEL’ to your home. CHOOSING YOUR AGENT IS AN IMPORTANT DECISION. YOU NEED THE RIGHT COMBINATION OF PROFESSIONALISM, EXPERIENCE, DRIVE AND ABILITY. OUR PROVEN STRATEGIES, SYSTEMS AND MARKETING COMBINE TO DELIVER EXCELLENCE.
COFFS COAST SELLER’S GUIDE 15 WHAT TO DO NEXT? 1. 4. 2. 5. 3. IF YOU HAVE ANY QUESTIONS ABOUT THIS PROCESS, OR WOULD SIMPLY LIKE TO CHAT FURTHER ABOUT YOUR SALES GOALS, PLEASE FEEL FREE TO CONTACT US. WE WILL BE VERY HAPPY TO HELP. Authorise First National to sell your property by signing the AGENCY AGREEMENT Approve your MARKETING CAMPAIGN, copy and photography Prepare by ordering contract of SALE Start your first OPEN HOME and get ready for offers! Showcase your home for PROFESSIONAL PHOTOGRAPHY First National Coffs Coast 386 Harbour Drive Coffs Harbour NSW 2450 p: 02 6652 1144 e: sales@fncoffs.com w: fncoffs.com
COFFS COAST SELLER’S GUIDE 16 THE SALE PROCESS PRIVATE TREATY 14. Pre-settlement inspection 10. Submit offers and negotiate price 6. SMS, email alerts to buyer database 2. Instruct solicitor to prepare contract 11. Pest and building inspection 7. Deliver Just Listed cards 3. Photography, floorplan and copywriting 13. Buyer signs contract and pays deposit 8. Conduct open homes 4. Order brochures signboards and Just Listed cards 12. Possible bank valuation 9. Buyer follow up 5. Upload property on internet 1. Sign Agency Agreement 15. Settlement day START
COFFS COAST SELLER’S GUIDE 17 AUCTION THE SALE PROCESS 14. Sign contracts & take 10% deposit 10. Facilitate pest and building inspection 6. SMS, email alerts to buyer database 2. Instruct solicitor to prepare contract 11. Send SMS Auction Invites 7. Deliver Just Listed cards 3. Photography, floorplan and copywriting 15. Conduct Pre-settlement inspection with buyer 12. Pre-auction vendor meeting & set reserve price 8. Conduct open homes 4. Order brochures signboards and Just Listed cards 16. Settlement day 13. Conduct auction on-site 9. Buyer follow up calls and vendor update 5. Upload property on internet 1. Sign Agency Agreement START
COFFS COAST SELLER’S GUIDE 18 First National Coffs Coast 386 Harbour Drive Coffs Harbour Jetty NSW 2450 p: 02 6652 1144 e: sales@fncoffs.com w: fncoffs.com.au SELLING
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