In real estate, it can be easy to measure success by one simple outcome: the property sold.
But after many years in the industry, I believe there is a significant difference between simply selling a property and selling a result.
Every seller has a different reason for selling. For some, it may be achieving the highest possible price. For others, it may be a particular time frame, certainty, or being able to move forward with their next chapter.
That is why the conversation needs to start well before a property goes to market.
A good agent should understand what the seller is trying to achieve and develop a strategy around that goal. This includes everything from pricing and presentation to marketing, method of sale, buyer engagement and negotiation.
The market can also change throughout a campaign. Buyer confidence can shift, competing properties can come to market and feedback can change. The ability to listen to the market, communicate honestly with the seller and adjust the strategy when required is critical.
Sometimes the right decision is to hold firm. Other times, a change in price, presentation or marketing approach can create the fresh enquiry needed to generate a result.
And a successful result isn’t always about achieving the highest possible price. It is about achieving the right outcome for the individual seller, taking into account their circumstances, expectations and goals.
Putting a “Sold” sticker on a property is only part of the job.
The real measure of success is whether we achieved the result our client needed.
– Kim Carter
