Estate Agency is about proving you are worth your fee, you ask homeowners for money to sell their largest tax free investment. Many times on big expensive homes or those in the South, you have to ask your vendor for a lot of money when it comes to your fee, because that is what you need to help them produce the result they want, desire and need.
If your Estate Agency services require a higher investment than your competitors to get the highest price on the shortest possible time, it can feel as if what you are offering is superior to your competitor agents. Yet asking for a large fee, even a worthwhile one, can be challenging. Being sensitive about the fee makes it more difficult to ask your client for what you need, at least until your professional experience matures your view.
As you spend more time valuing, you will start to recognise that much of the time, the prospective homeowners you lose often end up unhappy with your lower-fee agency competitors—and their decision to hire them instead of you.
Yet how many vendors come back to you when the property changes agents? Not many!
It’s because you haven’t made it easy to come back to you. They will feel stupid and foolish, because you were right and they were wrong.
Ringing up the vendor 12 weeks after spotting the property with a competitor on Rightmove is simply not good enough.
You have to keep in contact with them MORE than their existing agent during the sole agency period with your competitors.
What do you talk about, without coming across needy and salesy?
Talk about the market, talk about what is coming on the market in their area, competitors to their house and they compare, every time something they are looking for, irrespective of which agent has it, you ring them and tell them.
Be valuable- be resourceful- prove your worth so they fall into your arms at the end of the sole agency agreement
Remember, just because you lost the listing - doesn’t mean you lost the exchange