{"id":2862,"date":"2022-02-28T13:13:06","date_gmt":"2022-02-28T02:13:06","guid":{"rendered":"https:\/\/www.kardiniaproperty.com.au\/?p=2862"},"modified":"2024-02-02T13:37:20","modified_gmt":"2024-02-02T02:37:20","slug":"four-tactics-agents-use-on-home-sellers-that-you-need-to-know-and-avoid","status":"publish","type":"post","link":"https:\/\/www.kardiniaproperty.com.au\/four-tactics-agents-use-on-home-sellers-that-you-need-to-know-and-avoid\/","title":{"rendered":"Four Tactics Agents Use on Home Sellers That You Need to Know and Avoid"},"content":{"rendered":"<p class=\"_04xlpA direction-ltr align-justify para-style-body\"><strong><span class=\"JsGRdQ\">Over Quoting<\/span><\/strong><\/p>\n<p class=\"_04xlpA direction-ltr align-start para-style-body\"><span class=\"JsGRdQ\">Since Adam and Eve decided to sell their house, real <\/span><span class=\"JsGRdQ\">estate agents have been over quoting the expected <\/span><span class=\"JsGRdQ\">sale price in order to win listings. In a rising market, <\/span><span class=\"JsGRdQ\">over quoting does minimal damage to sellers as the <\/span><span class=\"JsGRdQ\">buoyant conditions patch the gap between the agent\u2019s <\/span><span class=\"JsGRdQ\">quote and the true market price.<\/span><\/p>\n<p class=\"_04xlpA direction-ltr align-start para-style-body\"><span class=\"JsGRdQ\">In a falling market, the gap between the agents quote <\/span><span class=\"JsGRdQ\">and the true market price can widen. Every percentage point the market declines is the vendor\u2019s lost equity.<\/span> <span class=\"JsGRdQ\">Even in stagnant and\/or falling markets, there will be competitive bidding for accurately priced properties.<\/span><\/p>\n<p class=\"_04xlpA direction-ltr align-start para-style-body\"><em><strong><span class=\"JsGRdQ\">Solution<\/span><\/strong><\/em><span class=\"JsGRdQ\"><em><strong> \u2013<\/strong><\/em> Select an agent on their selling strategy not <\/span><span class=\"JsGRdQ\">the price they quote. The right strategy will deliver the <\/span><span class=\"JsGRdQ\">right price. Write a clause into the agency agreement <\/span><span class=\"JsGRdQ\">that the agent accepts a reduced commission if they <\/span><span class=\"JsGRdQ\">fail to achieve the price they quote.<\/span><\/p>\n<p class=\"_04xlpA direction-ltr align-start para-style-body\"><strong><span class=\"JsGRdQ\">Conditioning<\/span><\/strong><\/p>\n<p class=\"_04xlpA direction-ltr align-start para-style-body\"><span class=\"JsGRdQ\">Conditioning is a tactic where the agent praises a home to gain the listing and then systematically bombards the owner with negative feedback to get the price down once on market. <\/span><span class=\"JsGRdQ\">Owners are often shocked and disheartened to find <\/span><span class=\"JsGRdQ\">their smiley positive agent is suddenly negative about <\/span><span class=\"JsGRdQ\">everything from the size of the bedrooms to the market <\/span><span class=\"JsGRdQ\">conditions to the weather on Saturday. <\/span><\/p>\n<p class=\"_04xlpA direction-ltr align-start para-style-body\"><span class=\"JsGRdQ\">Don\u2019t fall for it. Fire an agent that conditions you with <\/span><span class=\"JsGRdQ\">systematic negative feedback.<\/span><\/p>\n<p class=\"_04xlpA direction-ltr align-start para-style-body\"><em><strong><span class=\"JsGRdQ\">Solution<\/span><\/strong><\/em><span class=\"JsGRdQ\"><em><strong> \u2013<\/strong> <\/em>Only sign short exclusive agency agreements. If the agent is conditioning you with manufactured negatives, fire them.<\/span><\/p>\n<p class=\"_04xlpA direction-ltr align-start para-style-body\"><strong><span class=\"JsGRdQ\">Upfront Expenses<\/span><\/strong><\/p>\n<p class=\"_04xlpA direction-ltr align-start para-style-body\"><span class=\"JsGRdQ\">Agents want a \u2018motivated vendor\u2019. One of the most <\/span><span class=\"JsGRdQ\">common and easiest ways for agents to get the vendor <\/span><span class=\"JsGRdQ\">motivated is have the sellers spend huge amounts of <\/span><span class=\"JsGRdQ\">money upfront. <\/span><span class=\"JsGRdQ\">Newspaper\/print advertising, expensive internet <\/span><span class=\"JsGRdQ\">advertising, renovations on the house, stylists, move <\/span><span class=\"JsGRdQ\">the tenants out (this is obviously reducing the income <\/span><span class=\"JsGRdQ\">not an expense), video tours, you name it. <\/span><span class=\"JsGRdQ\">If it costs money, some agents will recommend it, <\/span><span class=\"JsGRdQ\">provided the vendor is paying.<\/span><\/p>\n<p><em><strong><span class=\"JsGRdQ\">Solution<\/span><\/strong><\/em><span class=\"JsGRdQ\"><em><strong> \u2013<\/strong> <\/em>Tell the agent at the outset that you will only pay for the marketing on a settled unconditional sale. If the property does not sell for any reason, the agent wears the expenses. Suddenly, the agent may produce an economical campaign that gets the job done just as effectively with less financial risk to the client.<\/span><\/p>\n<p class=\"_04xlpA direction-ltr align-start para-style-body\"><strong><span class=\"JsGRdQ\">Signing a Long Agency Agreement<\/span><\/strong><\/p>\n<p class=\"_04xlpA direction-ltr align-start para-style-body\"><span class=\"JsGRdQ\">Time heals all wounds. It also wears down all objections and objectors. Auction agents love adding a clause to their exclusive agency term that reads along the lines of \u2018the agency shall be granted exclusive selling rights for 90 days after the auction date\u2019. If the agent really \u2018has buyers\u2019 and feels that your home \u2018would do really well under the hammer\u2019 why do they need 90 days on top of the 30 day auction campaign.<\/span> <span class=\"JsGRdQ\">The agent\u2019s talk is tough and confident, but is quickly <\/span><span class=\"JsGRdQ\">diluted by the need for 120 days to sell one property!!<\/span><\/p>\n<p class=\"_04xlpA direction-ltr align-start para-style-body\"><strong><em><span class=\"JsGRdQ\">Solution<\/span><\/em><\/strong><span class=\"JsGRdQ\"><strong><em> \u2013<\/em><\/strong> Read the agency agreement carefully. <\/span><span class=\"JsGRdQ\">Many people only read the agency agreement when <\/span><span class=\"JsGRdQ\">they are trying to work out how to dismiss the agent. <\/span><span class=\"JsGRdQ\">This is the worst possible time to learn that you are <\/span><span class=\"JsGRdQ\">committed to the wrong agent for 120 or 150 days. Give the selected agent 60 days exclusive agency period.<\/span> <span class=\"JsGRdQ\">You can and should extend their term by 14 or 21 day periods after the exclusive period expires if they are doing a good job.<\/span><\/p>\n<p class=\"_04xlpA direction-ltr align-start para-style-body\"><span class=\"JsGRdQ\">Above all, maintain control of your home and who it is <\/span><span class=\"JsGRdQ\">listed with.<\/span><\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Over Quoting Since Adam and Eve decided to sell their house, real estate agents have been over quoting the expected sale price in order to win listings. In a rising market, over quoting does minimal damage to sellers as the buoyant conditions patch the gap between the agent\u2019s quote and the true market price. In<a class=\"excerpt-read-more\" href=\"https:\/\/www.kardiniaproperty.com.au\/four-tactics-agents-use-on-home-sellers-that-you-need-to-know-and-avoid\/\" title=\"ReadFour Tactics Agents Use on Home Sellers That You Need to Know and Avoid\">&#8230; Read more &raquo;<\/a><\/p>\n","protected":false},"author":5,"featured_media":2407,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[1],"tags":[],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Four Tactics Agents Use on Home Sellers That You Need to Know and Avoid - Kardinia Property<\/title>\n<meta name=\"description\" content=\"&quot;Learn how agents over-quote, condition, and pressure sellers, and the tactics to avoid. 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