Refine your marketing through off-market viewings

With interested parties viewing 80 per cent of his properties prior to hitting the market, one of Sydney's top agents believes refining his marketing campaign through a 'soft launch' is the secret to his success.

Alexander Phillips from Phillips Pantzer Donnelley in Sydney’s eastern suburbs is just one of the top agents you could see onstage next Monday for free at the Real Estate Sales Summit.

According to the agent, many agents have lost the art of vendor management.

“Once you list the property, I find a lot of agents don’t know how to communicate with vendors, their expectations, how to service them and what touch points are important for effective communication,” Mr Phillips said.

“When we list a property, we start making calls to our database immediately, and we get buyers through 80 per cent of our properties before they actually go on the market.”

By having the real estate equivalent of a ‘soft launch’, Mr Phillips claims you can perfect your marketing and presentation.

“We can extract offers from good buyers, which can give us an idea of what price to quote the property for, or to give the vendor some feedback to make sure when we launch our marketing campaign we hit the nail on the head the first time," he said.

“Maybe you might even sell the property if the offer is good enough.”

Using buyer feedback, Mr Phillips believes that updating and increasing the marketing as time goes on is one of the reasons he averages 22 days on market and  between $180 million and $200 million in turnover per annum.

Mr Phillips is just one of the many high-profile speakers at next week’s Real Estate Sales Summit, which features top agents such as Marcus Chiminello (ranked second in the 2013 Top 100 Agents ranking) from Marshall White & Co., Karen Vogl (top ranked female in the 2012 and 2013 Top 100 Agents ranking) and top US real estate coach Tom Ferry.

For your chance to win one of 10 free tickets to the event, click here and tell us why you think you need to be at the Real Estate Summit 2014.

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