In the current market building trust in your selling strategy and process is crucial.
In this episode of ‘Coaching On The Go’ you can see how to educate your vendors to understand what is the best-selling process to test the true bottom line.
Click to watch the video (or simply read the summary) below to learn more.
Have you ever been in a situation where you have a vendor who is adamant that there will not take a cent less than a certain price?
00:20
It is natural for vendors and clients to express their expectations.
Agents in general have a tendency to accept and believe that the client will not budge.
00:39
In an auction campaign this can lead to a big gap between what the vendor wants and where the market is.
This gap becomes uncertain ground for agents and this is where you need to manage your beliefs about your client’s expectations.
01:07
“When you take that campaign right through to auction, you will find that that’s the moment where the vendor might actually change their mind”
There are general industry beliefs that your clients might have initially as their benchmark. Once they hear the price offered during the auction they shift those beliefs because there is new evidence that demonstrates the truth about the market.
“I’ve had two clients on the weekend, they had auctions where the owners accepted in one case, 350,000 less than what they were saying just five minutes before the auction that they wouldn’t sell for less than they did”
01:43
Hear your clients, back your clients, tell them you’re chasing that price, you will do whatever you can to get the buyers to pay that price on auction day.
Don’t feel you’ve got to defend or feel you have to beat them down. Gather your buyers and see what happens through the process.
An auction campaign is very important in this market.
02:14
This is an insight from the agents after the auctions:
“If this was private treaty, I would not have sold these properties”
Let us know what you think about this approach.
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Being Bold – Caroline Bolderston
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Caroline Bolderston
With over 17 years of industry experience Caroline has a track record of personal high performance and exceptional results. Taking her passion for Real Estate sales and her genuine interest in sharing her expertise to develop others, she was the creator of the Belle Property Academy which has delivered many $1M agents and high performing sales teams.