Selling your home is a significant financial and emotional undertaking, and choosing the right real estate salesperson can make a substantial difference to the outcome of the sale. An experienced, skilled, and trustworthy salesperson can guide you through the process, help you get the best possible price for your home, and ensure a smooth transaction. Below we have listed five key steps to help you select the right salesperson to sell your home:
1. Research and gather recommendations
Start by researching local companies in your area and identify salespeople who have a strong presence in your neighbourhood. This indicates they are familiar with the area and associated property values, and they may already have a database of potential buyers they can introduce to your home.
Ask for recommendations from friends, family, and colleagues on who they have used to sell properties and how they found the experience. Word-of-mouth recommendations are a great way to get feedback you can trust.
Online reviews and ratings such as Google business profiles can provide valuable insight into the reputation of a particular agency or salesperson. Portals such as Rate My Agent can also assist with identifying top salespeople in your area, as high-rated agents are ranked by their reviews and can be searched for by suburb.
2. Meet with several different salespeople
Request market appraisals from three potential salespeople. Different real estate salespeople may have varying levels of market knowledge, expertise and experience. By obtaining appraisals from multiple professionals, you can tap into a broader range of perspectives and insights regarding the value of your property. Appraisals are generally free and no-obligation, providing a good opportunity for you to do some comparative research.
It can be beneficial to attend Open Homes in your area, as a way to research potential salespeople. Chat to them about market activity in the neighborhood and take note of their professionalism, approachability and knowledge of the home they’re presenting.
When you receive market appraisals from the salespeople who have assessed your home, chat to them about the selling range. Appraisals should include a high and low price point. The value the salesperson puts your home at should sit somewhere in the middle. Don’t be swayed by high price ranges. This shouldn’t impact your decision as much as the material supporting the sales range (based on recent sales and market insights in the area) and the approach of the salesperson.
3. Assess the suitability of the salesperson
You will soon discover that there are many differing approaches to marketing strategies. A strong marketing strategy is crucial to selling your home efficiently and at the best possible price. Ask each salesperson about their marketing plan, including how they would advertise your property, leverage online platforms, utilise social media, and reach potential buyers.
Effective communication is also key throughout the selling process. Evaluate how responsive and accessible each salesperson is when you reach out to them. Choose someone with a comprehensive and innovative marketing approach, backed by a good track record of results and testimonials. Consider how personable and professional they are, and how well their communication style aligns with your own.
4. Understand commission and fees
Clarify the salesperson's commission and any other fees associated with selling your home. Discuss the commission rate upfront to ensure transparency and avoid any surprises later in the process. Be sure to understand what services are included in the commission, and don’t automate towards whoever is offering the cheapest rate. Ultimately, full service and reputable agencies have the resources, market knowledge and buyer databases to get you the best result. If you are looking for the lowest commission rate you can find, you may pay for it in the long run.
5. Review the agency agreement carefully
Before signing any agreements, carefully review the contract with the selected salesperson. Ensure that you understand the terms, conditions, and responsibilities outlined in the contract, and seek legal advice if you are unsure about anything stipulated.
6. Regularly evaluate progress
Throughout the selling process, stay engaged and evaluate how your salesperson communicates activity and interest to you during the campaign period. Regardless of the market climate, your salesperson should be keeping you informed every step of the way. If there is a lack of interest and enquiry, they should be actively addressing this and adapting their strategy in consultation with you, to meet the needs of the market. If you have concerns or feel that the salesperson is not meeting your expectations, address the issues promptly.
Selecting the right real estate salesperson is a crucial step in the home-selling process, and can impact the sale price, time spent on the market, and how stress-free the experience is. Take the time to research, interview, and carefully consider your options to help ensure a smooth and satisfactory sale.
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