Expert insights for a successful remote sale

Distance no longer needs to be a barrier when it comes time to sell a property. Whether it's a family home, an investment property or a beloved holiday retreat, advances in technology combined with experienced local support mean vendors can successfully navigate the sales process from almost anywhere in the world.

However, while selling remotely is increasingly common, it does come with its own unique set of challenges. From organising maintenance and presentation through to making informed decisions about pricing and marketing, overseas-based vendors need trusted people on the ground to ensure their property is showcased at its very best.

CHOOSING THE RIGHT PEOPLE TO HELP

For overseas vendors, the first and arguably most important decision is selecting the right agent.

Bayleys Omaha salesperson Heather Walton-Bycroft says today's sellers have access to more information than ever before when researching who to trust with one of their biggest assets.

"Obviously, modern real estate means there's a lot of places that vendors can look to find out who the local person is, who's doing the largest amount of sales in the area, who's getting those 10 out of 10s and actually getting customer satisfaction ticks, not just sales."

She says strong local knowledge is essential, but so too is an agent's ability to manage the many moving parts of preparing a property for market.

"It's all very well to sell a lot of homes, but are you doing the best job for the owner?”

She says once an agent has been selected, there are four key questions that every vendor will want answered. "What do you think it's worth? How do we go about selling it? When should we sell it? And finally, what do we need to do prior to putting it on the market?"

FIRST IMPRESSIONS MATTER

One of the biggest misconceptions among absentee owners is that a property can simply be listed as-is. Walton-Bycroft says presentation remains critical, regardless of where the owner is located, and for overseas owners, especially in the current market.

“The challenge can be even greater for holiday homes or investment properties that may have sat vacant for extended periods.

"If you've been away for at least a year, which often these overseas owners are, things happen to properties. It's really important that they're presented as if there's nothing glaringly obvious that needs to be done."

Deferred maintenance, worn paintwork, sticky doors, overgrown gardens and general wear and tear can all create negative impressions for prospective buyers.

At the premium end of the market, Walton-Bycroft says buyers expect a property to feel move-in ready. "You need to take it to the next level and also assure the purchaser that they're not going to get the keys and inherit a heap of deferred maintenance."

MANAGING THE MAKEOVER FROM AFAR

Preparing a property for sale often requires a coordinated effort involving tradespeople, cleaners, gardeners, photographers and stylists.

For vendors based overseas, that responsibility largely falls to their agent.

"For me, we manage everything," says Walton-Bycroft.

"We get quotes and sign-offs from the vendor, so we're not causing conflicts of interest, but everything's transparent and passed directly between the supplier and the owner."

Having trusted local contractors can significantly simplify the process too.

"Firstly, the cleaner as an empty house is going to gather dust and dirt, (and especially beach house windows need regular cleaning) so the cleaner cleans it from top to bottom."

Beyond cleaning, simple improvements can make a substantial difference to buyer perception.

"Often there's painting touch-ups. It might be paintings being removed from the wall and there are ugly holes. It's filling and stopping and painting and tweaking a little bit. Not spending a huge amount of money, but just so the walls are nice and clean."

Gardens are another area where relatively small investments can deliver strong returns.

"It's incredible what a gardener can do with some mulch and some water blasting. We want to get rid of any green mould or anything that makes the property feel like it might be damp or not get a lot of sunshine."

WHY STYLING CAN PAY DIVIDENDS

One of the biggest hurdles for many buyers is visualising how they might live in a property.

That can be especially challenging when a home is sitting empty.

"It's difficult to sell an empty house if there's nothing in there. A lot of people can't visualise, so we have to do that for them. Modern options include virtual staging which helps the buyer visualise what it can look like when furnished.”

Professional staging can help buyers emotionally connect with a property and better understand how spaces can be used.

Walton-Bycroft recently transformed a garage into an additional living area by laying carpet and introducing casual furnishings.

"We garage-carpeted a property because it was short on a living room and the garage was just concrete. So for around $1,000 we were able to overhaul it, add some beanbags in there and presto, there was another living space."

She says the goal isn't necessarily to undertake extensive renovations but instead, it's about helping buyers see the property's potential while ensuring there are no obvious red flags.

"We need to present it in a way where a buyer can come in and see an opportunity, but also not see a heap of immediate work."

COMMUNICATION IS EVERYTHING

Technology has transformed the way overseas vendors can stay involved throughout the sales process. Video calls, WhatsApp groups, digital contracts and virtual walkthroughs mean sellers can remain closely connected, regardless of their location.

"We have so much technology available to us. You can Zoom, you can WhatsApp, you can walk people around the property."

But Walton-Bycroft says the technology isn’t truly helpful unless you use it.

"The key is communication. Getting those quotes, getting the approvals, building the trust and having the right answers."

She says photography is one area where vendors often remain highly engaged.

Once marketing material has been prepared, owners typically review imagery, provide feedback and help finalise campaign assets.

"They get the photos, they can choose which ones they like. They may even be involved in choosing the music for the video. That's important, that they're involved in that process.

“We want them to feel proud of how we are presenting their home to the public market.”

PRICING WITH CONFIDENCE

For vendors living overseas, it can be difficult to stay connected to changing market conditions. That's where local expertise becomes invaluable.

By law, licensed salespeople must provide a market appraisal supported by comparable sales and current market evidence.

However, Walton-Bycroft says pricing today involves much more than simply looking at nearby sales. "There are four or five things that have added to the complications. We've got flood maps, compliance considerations such as any proposed developments, neighbours’ plans, and extra layers of hazards on LIM reports now."

Understanding how those factors may impact buyer demand, ability to insure a property or perceived value requires local market knowledge and experience.

"The agent has got to be qualified enough and local enough to understand the sales, understand if the market's turning, and understand if any of those red flags or disclosures are going to affect the price."

TRUST REMAINS THE ULTIMATE CURRENCY

While every successful remote sale involves preparation, marketing and negotiation, Walton-Bycroft believes one factor consistently underpins the best outcomes.

"Always, always, it's trust."

She recalls working with vendors who had never even returned to view a property after purchasing it, instead relying entirely on local expertise to prepare it for market.

"We fully staged it, managed everything and they were delighted with the photos."

Other clients spend time with their agent at the outset before heading overseas, ensuring everyone is aligned before the campaign begins.

"They feel really confident that we know the property inside out and know how to present it. They're very happy for us to continue what we're doing even with them away.

As more New Zealanders spend extended periods overseas, own investment properties in different regions, or maintain holiday homes away from their primary residence, remote selling is becoming increasingly common. “Covid really made all this possible and opened our eyes to the technology that makes it all doable today.”

And while vendors may be thousands of kilometres away, Walton-Bycroft says distance doesn't need to compromise results.

"A good agent should know how to present a home and have all the right connections. Communication is key, but ultimately it's about building trust. Once you've got that, selling from overseas becomes a whole lot easier.

“I just love it when a vendor throws me the keys and empowers us to do what we do. It’s when our best work takes place!”