After my last appointment yesterday evening, I sat in my car, rejected offers spread across the passenger seat, calling back Buyers who had missed out. Parked in a laneway at night, cabin light on, making the last phone calls of a very long day. Hardly glamorous.
“I’m sorry but you’ve not been successful this time, the Seller has accepted one of the other offers”
This is a unique market.
For many agents they will have never in their whole careers have seen this level of Buyer demand.
It’s a lazy agent’s nirvana. With sales results seemingly inevitable.
For an agent that worked through the last time (2006) this perfect storm of money and demand for homes happened, it’s time to shine.
Juggling the plethora of offers, expectations and emotions that the Buyers bring to the table is no easy feat.
So how to maintain the fairness and framework around a multiple offer sale, without leaving Buyers feeling angry at the process when they miss out, while ensuring the best possible price is secured for the Seller?
It’s all about understanding and expectation.
If the Seller and the Buyers understand the process before it plays out, and these expectations are met in the practical application of presenting multiple offers, then not only will a great outcome be achieved for the Seller, but the Buyers who missed out, will walk away feeling satisfied with the fairness of the situation.
Managing Buyer engagement is hugely important.
If you’re a Local Agent, the Buyer who missed out last week, will be at next weekend’s home open. They must trust the agent and the process to re-engage and write another offer.
Turning up to a house and throwing open the door is not how houses are sold. It’s the conversations, the positioning of all the moving parts, the Buyer’s comfort level to proceed. It’s the subtle body language, the nuanced reply and ultimately managing the Buyer’s anxiety and their fear of missing out. This is what secures great results.
If you are considering selling, talk to me about the market and how Baston & Co. Property can ensure you take advantage of these market conditions.
Derek Baston
M: 0417 99 23 24
