Mark McGill from Amber Werchon Property on the Sunshine Coast has won a number of awards celebrating his relatively short career in real estate.
After winning the Rising Star award in last year’s Australian Real Estate Awards/Real Estate Business Awards and named Residential Salesperson of the Year by the Real Estate Institute of Queensland (REIQ) this year, Mr McGill is determined to continue his winning streak.
“One of my very first sales the previous listing agent was just marketing as a house, but it was on a large block in a good area.
“I was able to work out that you could fit 42 dwellings on it, so I directly approached the developer and showed them how they can make a profit even after paying full asking price to the vendor and got the sale,” Mr McGill told Real Estate Business.
While he believes it’s not the only reason for his success, Mr McGill admits it’s a big part of it.
“Product knowledge is definitely a big factor that vendors and buyers look for. I'm not guessing about houses or town planning. I think there’s a lot more to value than simply what other houses in the area sold for," he said.
“You need to have a broader understanding of town planning requirements, what can be built, what’s possible and what’s in the future for the area - right down to the nuts and bolts of what’s in the house.”
Many agents miss out on selling certain features of a home purely because they don’t understand what they’re selling.
“You get a more comprehensive list of specifications on a vacuum than a house these days. Some agents give an A4 flyer out listing the number of bedrooms and car spots," said Mr McGill.
“Our property booklets are around 20 pages long with all the details on the home, including pest and building, and outlines to a dollar value all the features of the home. When a buyer is looking at the property, they know everything that has gone into it.”
According to Mr McGill, buyers submit faster and more confident offers in the knowledge that nothing is going to sneak up on them after settlement.
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