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Advertisements do not sell homes. The major attraction to buyers is the area. Research shows that 98 percent of homebuyers cite the area as their major reason for buying. They come to the area BEFORE they buy. So, all an agent has to do is attract the buyers who are looking in the area. If advertising really was the cause of selling your home, why use an agent? Why not just advertise your home yourself and attract the buyers for yourself? Why pay twice – once for advertising and once for commissioning.

  • Attracting the Buyers

Competent agents know how to attract buyers. They make it easy for buyers to buy. These agents will make themselves readily available to genuine buyers. They attract buyers to their offices and then they discuss the homes they have for sale. The best agents maintain records of buyers. Many times, the agents will find the right buyer very quickly because the buyers are already “on their books”. This is intelligent marketing, the opposite to what most agents do. Homebuyers spend an average of 107 days searching for the right home. These buyers are IN the area, looking around. They want that special home. And they will pay the best prices for the homes which they see as special. To discover how we find the best buyers for your property please click here.

  • Keep Your Home Special

One of the worst things agents do is allow homes to lose that special appeal. Freshness attracts buyers. Homes that have been rejected by many buyers are hard to sell. The same principle applies in most selling situations – fresh stock always gets the best price. Old stock gets the lowest prices.

  • Advertise to Buyers Only

To protect the value of homes, an agent should only discuss a home with buyers who are likely to buy it. This is the opposite to the ‘hit and miss’ method typically used by agents who allow anyone to inspect homes. Knowing that all buyers come into the area – and most spend weeks looking for that special home, here is what the best agents do: Attract buyers by appealing to them all. The agent then tells the buyers about homes which may suit each buyer. And then the buyers inspect the homes at times which suit them. The buyers buy homes that suit them, the special homes. Everyone is happy – the sellers who got the best price, the buyers because they found an agent who found them a special home. And the agent then gets paid for doing what the sellers want. It’s honest business where no-one gets hurt.

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Leo & Co Real Estate, Newmarket Village, 8 Edmondstone St, Newmarket QLD 4051

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Leo Gurney