Are you choosing an Actor or a Problem Solver?

I want to talk about faking it till you make it, and are you choosing an actor or a problem solver to sell your house. More after this.

I was just watching my mate Peter Lorimer talk about the art of confidence. Now what Peter was talking about there, and I recommend have a look at it on YouTube, The Art of Confidence by Peter Lorimer. He was basically just talking about how some people are more confident than others. And really, when it all boils down to it, it comes back to knowledge, being confident in what they're talking about. There's certainly some underlying personality traits there as well that can back confidence up, but at least something that you can build on and you can develop.

But the crux of it was, you need to know your stuff. And that just got me thinking about you as a consumer. If you're thinking about selling your property, or just transacting in real estate, are you confident in the person that you're employing, and how do you know if they're the right person for you?

In my opinion, there's two types of agents. There's the actor, and then there's the problem solver. An actor, in my opinion, is someone who learns all the scripts and dialogues, learns all this stuff and is ready then to just regurgitate it out all over you at your meeting. And all they're doing is thinking about the next thing that they can say. You may be talking to them and all they're thinking about, "Okay, what's the next thing I can say that counters that?" With their end goal being, getting you to a point where you'll sign that agency agreement and off they go. Now, have they bought any real value or have they just been an actor and spewed out all this information at you and they've overwhelmed you with information and you've just been carried away with it.

The other type of agent is, in my opinion, the agent that people really should be talking to, and that's the problem solver. And there's lots of really good agents out there that I'll be putting in this category. A problem solver is somebody, they've been through the process many times, but they also could be somebody that just comes into the business and they've got a lot of empathy or they've got a lot of skills and experience from a different industry.

But the one trait I think they all have is, they ask you questions and they listen to what you are telling them. They work out, "How can I help this person? How can I solve their problem of selling their house?" Now I say problem, it doesn't mean it's a 'problem', it just means you have got them there to talk about selling your home, and that's the problem I'm talking about.

They, hopefully, have got the solution to that problem. So the people that come in and just talk at you and not really taking in what you're saying and you're thinking and your experience, are they there for the right reasons? Are they there just to secure another deal and then get it on the market and hopefully they get a result that you're happy with, or are you engaging with somebody who takes really care in what they're doing? Wants to understand why you are putting yourself through this process.

Because, let's face it, dealing with agents and selling your home is a pain in the ass. It's not something you want to do everyday. So if you can work with someone that understands that and knows that this is not easy for you, but understands why you want to do it, how you would like to do it in terms of, having you got a preference? They've obviously got to be professional and make a recommendation to you, but I think that needs to come after they've actually had a discussion with you and a good conversation, just about finding out who you are. What makes you tick. Why you're doing this.

Knowing all that information obviously becomes private between you and the agent. That's not something they go out and telling the buyers. "Oh, they have to sell because of this." So that's where a level of trust comes into it. You need to have that trust with the person that you're working with, so you're on the same page. But my advice to you, and this is from 25 years, and I must admit, when I first started in real estate, I was one of those people that, "Oh, okay, what do I say next, this is what ... uh, uh, okay," and then hopefully we get to the point where the owner has enough faith in me to give me the deal.

Because in real estate, there's two transactions going on at that listing presentation. There's the owner trying to choose out of all these agents who best they think can do the job for them. From the agent's point of view, there's a lot going on in their head because they can't show you how good they are in terms of their negotiation skills, their client feedback, all that sort of stuff. They can talk at you and tell you, "We're the best," and all that sort of stuff, but they can't actually show you that until you employ them.

That's where, sometimes, it becomes a battle to the bottom in terms of how low can they go on fees, how much of the marketing budget they can cut, what can they throw in as a give-away for you, and then how much can they inflate the price for you to give them an opportunity, because you get to be excited about the cheap fee, the cheap advertising and marketing, but the high price they're going to get you.

When you sit back and think about that, it doesn't really add up, does it? That does not work. So, that's what a lot of agents do. They're going through that process in their head. They're not actually listening to what you want. If you understand that when you are selling property, you can understand how sometimes you're getting these unbelievable deals from agents and promises about great prices, because what they're doing is they're scared shitless they're going to miss the business. They want the business. They want to earn a commission.

And don't get me wrong. The agents that are problem solvers, absolutely they want your business and they want to earn a fair commission, as well. They want to earn an income. But they go about it in a very different way, and I think that way is more in line with, "What's best for the client. What does the client need, what does the client want. How can I best plan and strategize with them to get them the result they're looking for?"

So that's just my little bit of advice. When you're talking to agents, who's asking you questions or who is talking at you. I think if you're finding there's people that are talking at you, you might want to lean more towards the people that are actually talking with you, because in my experience, they're the ones that are going to get you the best result.

Hopefully I didn't ramble on too much. I get passionate about this sort of stuff because I've seen it all, let's face it, I've done it all as well in terms of both sides of it, and I know that problem solving is the best for the client and it's best for the agent as well. So much better business when you're working with people that you're on the same page with, and that you can know and trust that you are on that same page and you're working to get the best possible result.

So, good luck with choosing an agent. I hope you have a great success when you sell your home.


Ten Tips for First Home Buyers

It is a long journey from saving up for your deposit to actually owning your own home, but it is certainly a rewarding one. Your first property is an important financial and emotional investment into your future, so you want to make the most of every opportunity to make your dream home a reality. 

What is a Home Presenter and Do I Need One?

So you’ve decide to sell your home. Sitting down in your living room and looking around you see the evidence of a life lived in your home. All your memories and stories are seen in pictures, art projects and momentoes. You know you need to depersonalize, and perhaps de-clutter, but you have no idea how or where to start. This is where a professional home stylist can help.

There is often a misconception of what a home stylist does. Most people have only seen stylists on TV showing up to put furniture in vacant homes. While styling obviously helps vacant homes, it can also help properties which are still being occupied. A home stylist will help you learn what is decorative and what is clutter. 

I’m Single, Should I Buy A Home?

Isn’t buying a home for married people? I’m single! The short answer is “so what”? Just being single doesn’t affect whether or not you should buy a property. Being married is not a requirement you know! All the same factors that go into any home purchase should be considered by the single buyer. The process is the same, the advantages are the same and so is the responsibility.

Upgrading Your Home Before Selling

Most people have walked through beautiful display homes and wished their own home had all those modern features. Display homes showcase the latest in upgrades and decorating styles. When we get home all we can see is the tile in our bathrooms and yesterday’s details in our kitchens. These things can become overwhelming if we are considering a home sale in the near future.

“Can I even sell my house with old laminate counter tops anymore?”

How to choose the right property for you

Your home is perhaps the biggest investment of your life – particularly as it is not just a financial investment, you are also investing in your future lifestyle. Yet many people have a tendency to “fall in love” with a particular property, and they forget to remain logical in their thinking. As a result, they find themselves owning a property that does not suit their current lifestyle or their future financial plans.

So how do you choose the right property for you?

Find a property that fits your real-life needs, not your dream lifestyle

Buy or Sell First

It’s the ultimate dilemma for any home owner planning to move on to a new property – do I sell or buy first? You don’t want to sell unless you have somewhere else to live, but you don’t want to buy unless you have the money from the original home.  Whichever way you go, there will be some stress involved, so it’s important to look at the pros and cons of each option to decide which is the most suitable and practical for your circumstances.

Why Get an Inspection?

Whether you are purchasing a new home or an investment property, you are about to embark on one of the most important financial investments of your life. So it is essential to ensure that you are getting a fair deal. Yet, while buyers can be scrupulous about checking contracts and researching market prices, a surprising number of people tend to skip the property inspection. This means that you are taking ownership of any issues that could diminish the value of the house, even if the property looks perfect on the surface. 

Just moved to South Australia and want to buy a home?

If you are new to Australia then sooner or later, you may consider buying property, either as an investment or a home for your family. So there are a few things you need to do in preparation for your first property purchase.