Blog / Winning Business
Winning Words, Amber Werchon, John McGrath, Mark Earle
Amber Werchon
For Amber Werchon (Pictured to the right www.amberwerchon.com.au) of Amber Werchon Property, it is all about asking questions and focusing on what is really important.
“If I’m getting an initial enquiry from either a buyer or a seller who I haven’t met before, I just blatantly ask them, what’s your situation? If I think that someone’s interested in purchasing something and they comment on it being too dear, I just say to them, ‘No it’s not about the price, it’s about justification, so what can I do to help you justify that price?’” she explained.
John McGrath
McGrath chief executive officer John McGrath said many real estate agents did not know how to ask for the business when dealing with vendors so here are some of his best closing questions:
“If we run through our strategy and you’re comfortable with that, is there anything that would preclude you from using our company and getting started today?” “If we sold the property for a price you were ecstatic with today, where are you off to?” And to the eternal question of how long it takes to sell their property, Mr McGrath answers, “No property is ever sold in days, hours and minutes. Price equals time, meaning if you want to be cheeky on price this could take a while. However, if there’s a certain timeline that you’d like to be out of here, let me know and I will price the property accordingly.”
Mark Earle
The vendor meeting where you are discussing dropping the price can be hard but it doesn’t scare Mark Earle from Buxton Real Estate. Here is his answer when the vendor says, “you told me it was worth more”.
“The property at the moment isn’t where I wanted it to be and, quite frankly, I thought it was worth X. I’ve supported it with certain sales. We’ve all agreed on the type of price that we thought it should be worth, but the market’s not there. Now whilst I don’t have an offer, and it doesn’t mean that down the track some time there may not be somebody that comes along and pays what we’d love them to pay, but are we prepared to risk that amount of time for what may not ever eventuate? So my suggestion here would be to adjust the price, to try and reinvigorate the marketplace whilst we’ve still got time, from a marketing perspective, and make the success during the time frame in which we originally wanted to sell the property.”
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