The McGrath Sales System
John McGrath established McGrath Estate Agents over 30 years ago. His vision was to change the way real estate was conducted by bringing integrity and transparency into the process and develop a system that his clients could rely on, to deliver the best outcome in a consistent and predictable way. Today, McGrath has established more sales records than any other company through the application of the ‘McGrath Sales System’.
The team at McGrath is committed to a number of key values around which every decision is made; integrity, passion, process excellence and community. These are embedded in everything McGrath undertakes.
Your goals and questions
Presentation
McGrath advantage
Working with buyers
Pricing
Methods of sale and time-frame
Marketing strategy
Performance fee
Summary and next steps
Working With Buyers
5 Rules of buyer behaviour
1. Buyers ‘buy up’
Most buyers will pay 10 to 20% more over their initial expectations if they find a home they fall in love with.
2. Buyers are time poor
They exclude properties whenever possible and do this based on price features and location.
3. Buyers respond emotionally
When they find the right home and justify with logic, buyers begin searching with a logical list of criteria. Our job is to help them get emotionally connected.
4. The critical ‘first 30 days’
Buyers will generally pay the highest price in the first 30 days. The longer the property is on the market the less the buyer expects to pay.
5. Buyers buy a lifestyle
They may start with a focus on a particular area but then expand their search to get the best value lifestyle they can buy.
Premium Price Formula More Buyers + Emotional Connection + In Competition = Premium Result
It’s important to remember when selling your home you are not on the market in isolation, you are on the market in competition.
Price and Position in the Market
- Intensive search for one emotionally connected buyer
- Extended selling period, may not sell
- List at a level that genuine, qualified buyers can logically justify
- Emotion and competitive tension helps us produce a premium price
- Lots of interest
- Expected sale very quickly
Premium Sale
Market Value
Exceptional Buy
Methods Of Sale and Time Frame
Methods of Sale
Auction For Sale Tender, EOI, Timed Sale Off Market
Critical first 30 days Time (weeks)
Buyers will generally pay the highest price in the first 30 days. The longer the property is on the market the less buyers expect to pay.
Number of buyers 1 2 3 4 5 6 7 8
* Source: PR Data Property Pulse
Your Sale Timeline
Home preparation complete
Styling and furniture install
Photos, video, floor plan, copy
Documentation due
VIP soft launch
Live to market
Viewings / open house
Best viewing / open times
Schedule Of Events
Home Preparation
Styling review
De-clutter
External housewash
Internal painting
External painting
Cleaning
Floorsanding / install
Carpet cleaning / install
Repairs
Hire furniture and styling install
Documentation
Pest and building inspection
Strata report ordered
Sale contract ordered
Pool compliance
Marketing Schedule
Photography day
Photography dusk
Photography drone
Floorplan
Copywriting
Property video
Submit to McGrath PR
Launch Schedule
VIP preview / soft launch
Signboard install
Social media launch
Live to portals
Open house
Auction or EOI date and time
Settlement Date
Timing
Timing
Timing
Timing
Property: Clients:
Phone contact: Email: Solicitor/conveyancer:
Your Goals:
Any Concerns:
Property Features:
Sales Strategy: Sales method: Price:
Guide/comparables/SOI:
Change Over Costs:
Styling: Preparation: Marketing: Performance fee: Notes:
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