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ABOUT Selling.


UNLOCKING THE TRUE POTENTIAL IN YOUR PROPERTY OPENS DOORS OF OPPORTUNITY


Contents

01 03 04 07 09 10 11 13 pg

Thank you

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Stage 1: Preparation & groundwork

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Stage 2: On the market

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Our initial meeting

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Stage 3: The business end

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Things to consider before selling

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A little bit about us

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Stages in selling


... for taking the time to meet with us so we can better understand your property and individual circumstances. With our expertise, we will provide you with information to support your decision-making process, whether you decide to sell your existing home, purchase your next property or simply stay put. This information guide illustrates the sales process and highlights areas that may require further consideration.

WE LOOK FORWARD TO MEETING WITH YOU AND FORGING A LONG LASTING RELATIONSHIP.


To en a succe initial we


sure essful meeting will ...

Discuss your needs and expectations Properties are as individual as people and need to be assessed on their own unique merits. This face to face meeting is the opportune time for you to express to us how we can best help you achieve your goals.

Share our expertise on the current state of the market We are involved in numerous transactions on a daily basis, across all price points. We will give you a transparent assessment of the market in relation to your property and provide you with a detailed list of comparable sales.

Review your home and estimate its current market opinion In most cases this is the reason you have made contact with an agent. We will work together to ascertain a realistic market opinion of your home to better enable you to assess your next move.

THIS FACE TO FACE MEETING IS THE OPPORTUNE TIME FOR YOU TO EXPRESS TO US HOW WE CAN BEST HELP YOU ACHIEVE YOUR GOALS


If you are considering selling. Timing requirements

Selling your home is a calculated decision. Prior to our meeting you might find it beneficial to give the following some thought.

Is this influenced by the purchase of a new home? Within what timeframe do you envisage yourself settled in your new abode?

Property presentation A vital component to sales success. We will go through our strategies to ensure first impressions are optimised when discerning buyers visit your home, along with any ideas you have on potential improvements that will increase the property’s appeal.

Your price expectations All owners have an expectation on sale value to support their next steps. From our experience it is beneficial for you to have this clear in your mind and to communicate it with your agent.


ATTENDING TO MINOR MAINTENANCE OR REPAIRS MAY HAVE A MAJOR IMPACT ON THE SALE PRICE


When all the pieces fit together


Allow us to take you through the three stages of selling your property. Your agent should guide you through the following steps to achieve the best possible result and meet your timing expectations.

01

Preparation and groundwork • Select a real estate agent and sign an agency agreement • Define a sales and marketing strategy • Engage legal support to draft a contract for sale • Prepare and, if required, style the property to look its best • Develop marketing materials

YOUR AGENT SHOULD GUIDE YOU THROUGH EACH STAGE TO ACHIEVE THE BEST POSSIBLE RESULT FOR YOU

02

On the market •Create demand and buyer competition • The campaign process • Pricing for success • Vendor reporting

03

The business end • Managing offers, negotiating positions and maximising outcomes • Support to settlement and post-sale service


Preparation & groundwork  elect a real estate agent and sign an S agency agreement The first step in selling any property is to select a real estate agent and sign an agency agreement. You are trusting an agent with the sale of one of your greatest assets, so think clearly about the expectations you have of them and ensure they can deliver. Agency agreements are legal contracts, issued to define method of sale, fees and any conditions.

Define a sales and marketing strategy

IT IS PROVEN THAT THE START OF THE CAMPAIGN IS THE MOST CRITICAL IN ATTRACTING BUYERS

Your agent will assist you in defining a sales and marketing strategy that best suits you and your property’s specific needs. The strategy must be aligned to the target market and support the introduction of your future buyer. It should consider both print and digital options plus geographical reach across the different market segments. Marketing is an investment in the sale of your property and as such, spend should be evaluated in terms of return on investment.

Engage legal support to draft a contract for sale In addition to appointing a real estate agent, you will also need to engage a solicitor or conveyancer to work on your behalf to prepare the contract for sale. If you do not have a solicitor or conveyancer, your agent should be able to recommend one.

Prepare and style the property to look its best First impressions count. A little investment in preparing your property for sale can have a dramatic impact on how people first regard it. Consider your property through the eyes of a potential purchaser. All leading agencies should have relationships with property stylists who should offer complimentary initial consultations and provide fresh ideas. Preparation may include minor repairs, decluttering or the hiring of new furniture. Agents should make your life easy. If your property requires repairs or maintenance, ask them if they can assist in having the work organised. Agencies will have relationships with trusted tradespeople.

Develop marketing materials Once your property is looking its best, photography, floorplan, advertising copy and media editorial submissions are all arranged, as per your agreed marketing strategy. Make sure you review the marketing materials to ensure they match your expectations and are correct, but you should also be able to trust the experience of your stylist, copywriter, photographer, marketing/public relations support team and agent.


On the market Create demand and buyer competition Like any special event that requires a selected audience, the selling of your property will require a degree of demand to create interest and competition. This demand will match your marketing strategy and may be as discrete as a quiet tap on the shoulder to known interested parties or as overt as a full page newspaper advertisement and video production. This process should be supported by your agent’s full agency and will bring together the best collection of potential buyers. The strength of a database of potential buyers is critical but should not be the only thing relied upon. Consider the agent’s digital and social media strategy, access to buyers’ agents and international website profiling.

The campaign process

Vendor reporting

The campaign process should be built around your specific needs and selected selling method. Speak with your agent to compare the different methods – private treaty, auction and expressions of interest – and to learn more about how they impact the campaign process. It is proven that the start of the campaign is the most critical in attracting buyers, so it is vital that the campaign kicks off positively. This will usually include higher levels of media and advertising exposure. Work with your agent to organise the most appropriate open for inspection times and understand what will be expected for any potential private inspections.

It is your property that is being sold, so ensure you are kept up to date during the sale process. At a minimum, this should include regular agreed contact and formal weekly vendor reports detailing all the relevant statistics and action.

Pricing for success Initial pricing is critical. The path of the overvalued property is a sad one. When a vendor has been poorly advised and the property languishes on the market unsold, the asking price starts moving on a downward slide. Sales momentum is lost and the best buyers move on to other properties. Discussing price expectations with your agent from the outset is very important.

Vendor reporting ensures the agent is accountable for the promises they made when winning your business, keeps you informed of the progress of the sales campaign and assists you in setting expectations and plans for your next step.


The business end Managing offers, negotiating positions and maximising outcomes This is what your agent is engaged for and ultimately remunerated for. Therefore, your agent should keep you informed and communicate openly throughout the campaign on every aspect of your sale negotiations. They should inform you of any feedback with regards to price as well as any offers they receive on your behalf. They should guide you through this process and advise you when to accept a suitable offer. The negotiation, sale and ultimate outcome will be dependant on the method of sale you choose and the expertise of your agent.

Support to settlement and post-sale service For you, the deal is not done until settlement. Some agents may be inclined to think the deal is done on exchange. Our agents understand the importance of settlement. Whilst settlement is largely dependent on your appointed solicitor or conveyancer, you should expect your agent to guide you through the settlement process.


We are at the top of our game, achieving record prices for our clients and numerous accolades from our peers. We have been crowned the No.1 office in the worldwide LJ Hooker Network of 700+ offices for years 2011, 2012 and 2013. Originally established in 1954, the Mosman LJ Hooker office amalgamated with our Neutral Bay and McMahons Point offices in January 2010. The businesses were brought together in our current state-of-the-art premises at 102 Glover Street, which includes a custom-built Auction Room.

From this location we service the Lower North Shore from Cammeray to the Harbour Bridge to the Spit Bridge and surrounds. Servicing all facets of property sales and leasing, our team of 45 highly motivated professionals continue to strive to set new benchmarks within our extremely competitive industry.

More than just your average real estate office, at LJ Hooker Mosman we offer a complete suite of property services including: • Residential Sales • Residential Property Management • Urban Living • New Development Sales & Project Marketing • Retail & Commercial Sales, Leasing & Management

The structure of our business allows us to capture purchasers, investors and tenants and refer them across all departments.


Our goal is simple ... ... to create a lasting relationship by delivering on all of your real estate requirements.


LJ Hooker House 102 Glover Street, Mosman mnb.ljhooker.com.au 02 9969 1500

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