Many vendors think that successful agents use aggressive or “pushy” selling techniques.
They believe that an agent who uses such techniques will sell their property faster and for a higher price.
“But the reality is often far different,” Bellarine Property managing director Christian Bartley said.
“Purchasers frequently report that they dislike hype and they hate being pushed.”
Mr Bartley said that many purchasers who are put off by often well-intentioned “hype” make the decision not to carry
out any further inspections with that agent.
“After all, you can’t really bully someone into buying their single greatest asset.
“Home purchase is rather more significant than buying a pair of trousers or a new detergent.
“With so much at stake purchasers do their homework for weeks even months before committing themselves.
“They usually know down to the last light fitting what their money will buy.”
According to Mr Bartley, pushy selling techniques are no substitute for a well thought out marketing program and could even lose a potential buyer.
“Alienating purchasers is counterproductive and in some cases even leads to a property staying longer on the market than otherwise. When this happens there is a chance that the ultimate selling price will be lower.”
According to Mr Bartley, if the marketing program is sound and the ground work has been thoroughly covered, a sale will result.
“Correct pricing, attention to presentation of the property, professional and consistent exposure so that all the prospective purchasers in the price range are introduced to the property and its best features are just some of the aspects of a good marketing program.
“A genuine empathy with the purchaser’s needs (as opposed to the make-a-sale-at-all-costs mentality) will result in a win/win situation for everyone involved.”
Mr Bartley said that many purchasers report that they have been “talked into” submitting an offer on a property when it was not the right property for them.
“Many such purchasers say they regretted their decision in the cold light of day and withdrew their offer.
“The agent’s energy would have been better spent in attracting a more suitable purchaser to the property. The best agents don’t need to use pushy techniques.
“Their professionalism, superior marketing programs and local reputation are working and they have the quiet confidence and genuine enthusiasm that goes with success.”
For more information, phone Christian Bartley on 0410 695 325, email firstname.lastname@example.org or head to bellarineproperty.com.au.