How do I choose a real estate sales consultant?
In today’s challenging property market, vendors gravitate towards a strong real estate agency brand – such as Bayleys - with a high profile in the market and an established track record of success.
Equally important is the selection of a salesperson who has experience and is competent in selling homes for the best possible price. Here are five areas to cover and questions to ask potential sales consultants when looking to sell your property.
1. Look for a sales consultant with market knowledge. Ask what is selling in your area, what are the pricing trends, and what evidence is available to back this up.
2. Find out if the sales consultant has specialist knowledge in the type of property you are trying to sell -- lifestyle, waterfront, apartment or family home. Ask if they can demonstrate success in selling these properties.
3. Buyers are becoming choosy and your property must stand out from the crowd. Ask what is the major selling proposition for your property, who are the prospective buyers, and how will the sales consultant market to them.
4. A strong brand maximises marketing with resources such as an internet presence, public relations, international or database marketing, and auction support. Ask what tools their brand offers to support the sales effort.
5. The best sales consultants have good closing and negotiating skills and can sell in both ‘up’ markets and ‘down’ markets. Ask what evidence they have of obtaining the best prices for vendors in today’s market.
