Our Process

Control Everything

THE 7 STEPS TO REPRODUCIBLE SALES SUCCESS

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Step 1START WITH HIGH IMPACT PRESENTATION

IT ALL STARTS WITH A BEAUTIFUL PRODUCT

There is no point in just ‘filling up a space’. If the styling and the state of the home doesn’t showcase the home’s full potential, the impact of the presentation will be lost. Buyers purchase homes based on how they ‘feel’. Presentation is everything!

Step 2FIND THE UNEMOTIONAL, UN-STYLED PRICE POINT

UNDERSTAND THE ‘THEORETICAL’ PRE-MARKET (BASELINE) VALUE

If the theoretical baseline price point of your home is incorrectly positioned at the start of the campaign, you will miss the critical window of opportunity to capture the optimal price. Mispricing at the start means that you are flying blind with no clear ‘reference point’. If you and your agent don’t know the baseline market value of your home, you simply won’t know a good deal when you’re presented with it in your sales campaign.

Step 3KNOW THAT PRICING LIMITS THE PRICE

SELECT A PRESENTATION-CENTRIC PRICING STRATEGY (Download ‘Price Truths’ Here)

If you are expecting to achieve an emotional premium for your home, then placing a dollar figure on it is the best way to lose that premium. Well-presented, unpriced homes (that avoid a price tag of any kind) eliminate ‘price anchors’ and ‘price ceilings’ and NEVER stop high levels of enquiry, high open home attendance and buyer competition.

Step 4DO WHAT'S 'NECESSARY', NOT WHAT'S 'NICE'

OPTIMISE THE MARKETING (MINIMISE EXPENSES & MAXIMISE EXPOSURE)

Marketing has only one goal … getting people to your home. Too much information is costly and risks buyers making a purchasing decision in front of their computer. Too little information (and exposure) will also reduce the number of potential buyers at open homes. Efficient use of advertising (particularly real estate portals and targeted online strategies) is a highly reliable method to generate interest in your property and incredible open home attendance.

Step 5MANAGE THE OPEN HOME 'EVENT'

FACILITATE HIGH-IMPACT OPEN HOMES

You will never have more people in your home than at the first open home. The attendance numbers (and buyer interest) only drop over time, so open homes are ‘showtime’! This is when buyer competition, fear of loss and accelerated market feedback, provide the ideal platform to obtain a faster sale at a market-beating price.

Step 6INTERPRET THE MESSAGES IN THE DATA

INTERPRET AND RESPOND TO THE CAMPAIGN METRICS

The ‘messages in the data’ will tell you everything you NEED to know (but not always everything you would LIKE to hear) about the real and current market value of your home. Fast interpretation of the data is vital if you want to capture the optimal price.

Step 7CONTROL THE INFORMATION SO YOU CONTROL THE FINAL PRICE

CONTROL THE NEGOTIATION (Download ‘Negotiation Truths’ Here)

CONTROL THE NEGOTIATION (Download ‘Negotiation Truths’ Here)

In ANY negotiation, you need to control the information. Highly predictable, above-market sales results do not happen when you lose control of the message. Handing control of your sales outcome to the market (using lazy sales methods such as Pricing or Auction) dramatically increases the levels of uncertainty and lowers the potential to secure an above-market sale. To achieve the optimal sales result you need to control the presentation, the pricing and the pitch. Anything less is simply placing your home into the hands of Lady Luck and just crossing your fingers!