Know your vendor before entering their home

Steven Cross

Agents need to discover everything about a prospective vendor before they step into their home, according to an award winning boutique agency.

Cunninghams Property, located on Sydney's northern beaches, has compiled a four page questionnaire for their agents.

“Our agents have to go through the list with every client,” principal John Cunningham told Real Estate Business at the Real Estate Sales Summit earlier this month.

“I want to know what their motivation for selling is, what they know about us, if they were referred to us. Our agents have to find out these details, because that discovery and our credibility is critical.

“If you don’t do that you can’t then turn up and meet the client with any sense of what you’re there for.”

Cunninghams Property recently won a raft of awards at the annual Australasian Real Estate Results Awards in Sydney, including boutique agency of the year, agent achiever of the year, manager of the year, best marketing campaign under $10,000 and NSW agent of the year.

“What we’re after in 2013 is always growth, but it’s the standard of growth that’s critical to us and that probably is going to come out of the personal and business development of the team,” Mr Cunningham said.

“Unless you have the systems and processes behind your business, it all falls apart. We call it our Jenga.

"If you start taking pieces out of the processes it weakens the whole structure, if you take one out it could collapse. So the strength is in the complete structure.

“One of the processes I’m quite proud of is our process of connecting with clients which we call connected moments. Every single touch point we have with the client we document, that’s the way we do business. Those steps really make sure that we’re focusing on the client’s needs is what’s important to us.”

Steven Cross

Agents need to discover everything about a prospective vendor before they step into their home, according to an award winning boutique agency.

Cunninghams Property, located on Sydney's northern beaches, has compiled a four page questionnaire for their agents.

“Our agents have to go through the list with every client,” principal John Cunningham told Real Estate Business at the Real Estate Sales Summit earlier this month.

“I want to know what their motivation for selling is, what they know about us, if they were referred to us. Our agents have to find out these details, because that discovery and our credibility is critical.

“If you don’t do that you can’t then turn up and meet the client with any sense of what you’re there for.”

Cunninghams Property recently won a raft of awards at the annual Australasian Real Estate Results Awards in Sydney, including boutique agency of the year, agent achiever of the year, manager of the year, best marketing campaign under $10,000 and NSW agent of the year.

“What we’re after in 2013 is always growth, but it’s the standard of growth that’s critical to us and that probably is going to come out of the personal and business development of the team,” Mr Cunningham said.

“Unless you have the systems and processes behind your business, it all falls apart. We call it our Jenga.

"If you start taking pieces out of the processes it weakens the whole structure, if you take one out it could collapse. So the strength is in the complete structure.

“One of the processes I’m quite proud of is our process of connecting with clients which we call connected moments. Every single touch point we have with the client we document, that’s the way we do business. Those steps really make sure that we’re focusing on the client’s needs is what’s important to us.”

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