The Six Variables- Why a Property Sells - Evolution Realty
Evolution Realty’s Industry Leading
“Risk Reversal” Satisfaction Guarantee
applecross@evolutionrealty.com.au
Call Us 08 9364 7488

The Six Variables- Why a Property Sells

THE SIX (6) VARIABLES WHY A PROPERTY SELLS

  1. What are the factors?
  2. What is controllable?
  3. By whom?
>>>Every property has a RIGHT Buyer in ANY market!
  • Some are controlled by the Seller
  • Some are controlled by the Agent
  • Some are not controlled by either (The market)
The following are the SIX (6) variables in any property sale
1) LOCATION

  • Homes in better locations will be preferred…
  • …unless there is a significant price incentive
  • When selling, the location is a constant
  • It should be factored into the pricing strategy
2) CONDITION / PRESENTATION/ ACCESS

  • The Seller controls the condition and presentation of the property
  • The Seller controls access
  • The home should be presented in its best possible light
  • Homes presented better will usually sell first and for a higher price
  • There are many proven strategies to enhance a home’s appeal to Buyers
3) DILIGENCE OF THE SELLING AGENT

  • Sales do not happen on their own
  • The Agent needs to be positive and PROACTIVE
  • All Buyers must be followed up…
  • …for further action and asked to buy
  • Accurate and relevant feedback MUST be given to the Seller
  • So that appropriate market based decisions can be made
4) MARKETING

  • The marketing strategy needs to be appropriate and effective
  • All reasonable efforts must be used to attract and engage the Buyer
  • Every home must have a customised strategy
  • Every property needs an appropriate marketing budget
  • Reflective of the property to correctly showcase it and position the property correctly
5) PRICE

  • Buyers compare the competition for value
  • Buyers will not make offers in many cases where the gap between asking price…
  • & what they perceive market value is too big for fear of offending the sellers or wasting their time
  • The Seller determines the asking price
  • The market determines the current fair market value
  • The Buyers determine the price willing to be paid
6) THE MARKET/ FINANCE 

Markets can and do change!

  • They go UP, DOWN, SIDEWAYS.
To highlight how many factors there are, consider this:

PROPERTY MARKETS are affected by any of the following;

  • Interest rates, new listings, recent sales
  • Sentiment, the football results, new taxes
  • Who is in Government, the weather, alternative cost to build
  • Supply and demand, global events (political and economic), stock markets
  • Regulatory policy (Affects access to and availibility of funding)
The markets CAN AND DO change often (Even daily) depending on all of the above factors.

>>We need to monitor it, interpret it and work with it.

The alternative, is the WORST scenario…

Market Rejection!!!

  • We don’t want that to happen to your property.
  • I will be working hard to ensure you have the right marketing, right feedback, right systems & proactive actions to maximise the possible outcome.
  • Together we can make it happen!

 

Yours faithfully

Ian Barnes