1. Do they remove obstacles?

Anything that could prevent a property from selling in a smooth and timely manner, or has the potential to affect the sale price is an obstacle.

Real estate professionals who understand what buyers are looking for and what lenders require, will work hard to remove as many obstacles as possible. If your Sales Consultant isn’t recommending getting a builder’s report or Land Information Memorandum (LIM), then why not?

Effective Sales Consultants will have a close working relationship with roofers, builders, painters, mortgage brokers, and home stagers. They will make recommendations to prepare your property before it goes on the market.

2. Are they trustworthy?

We know how important it is to work with people that are trustworthy and show integrity.

How has the communication been so far? Does the Sales Consultant show up on time? Do they do what they say they are going to do?  What is your gut feeling?

3. Are they good communicators?

It is really important your Sales Consultant is able to communicate honestly and openly.

We come across disillusioned vendors who haven’t been able to sell their property. More often than not their Sales Consultant hasn’t sufficiently informed them throughout the process. Vendor feedback should include the pro’s and con’s of your property and what buyers think your property is worth. 

4. Do they keep in touch with buyers?

One thing to carefully consider when selling your property is how to attract as many buyers as possible. Increased buyer competition is a vital component of driving a sale price up.

We’ve learnt above that your Sales Consultant should be removing as many obstacles as possible, but are they actively engaging with buyers? Are they informing buyers of recent sales? Do they assist buyers with due diligence so they can submit unconditional offers?

5. Do they market themselves well?

If your Sales Consultant doesn’t market themselves well, how effective will they be marketing your biggest asset?

A sleek website, polished marketing material, presence in the market, and a clean car (or lack of) can be reflective of the attention and care they will take when marketing your property. 

6. Do they use a wide range of marketing mediums?

There are a lot of tools available to maximise the exposure of your property to the marketplace. Your real estate professional should be recommending a marketing campaign that covers Advanced Internet Marketing (AIM), Google and Facebook ads, social media, internet listings, and print. High-quality photography, videography, and staging is standard practice with experienced and reputable Sales Consultants.

7. How many properties have they sold, and how recently? Do they understand the local market?

A real estate Sales Consultant that is active in the market will have many advantages over an agent that sells property sporadically. They will be up to date with recent sales and be working with keen buyers. Real estate professionals have systems and processes in place that keep their business running smoothly. You will receive better service and your experience is likely to be more rewarding. 

The most effective Sales Consultants work, live, and breathe local. They will be able to recall recent sales in the area, how long a house was on the market, the features of the property, any issues, and possibly who the new owners will be. They will love local. 

8. Commission

For many, the commission payable is their primary consideration when choosing a Sales Consultant.

A professional will know their worth and has worked hard to establish themselves in the marketplace. They will understand buyer psychology and will follow a process to extract the most money out of the marketplace.

Sales Consultants that readily drop their commission don’t positively demonstrate their ability to negotiate. If a Sales Consultant is prepared to compromise on their livelihood, what else are they willing to compromise on?

Look for a Sales Consultant whose priority is to make you money, rather than save you money upfront. It is short-sighted to be tempted by a low commission if it costs you tens of thousands of dollars in the final sale price.