Vendors deserve tough love: award-winning agent

Always telling the truth, the whole truth and nothing but the truth might be the key to success in real estate.

Harcourts Mandurah director Lee Perry, who was named Sales Consultant of the Year at Harcourts’ annual awards, said the reason for his success is a willingness to always deliver unpleasant truths.

“We always, no matter what, tell the truth,” he told Real Estate Business.

“Whether that means we're going to get the listing or not get the listing, whether it means the sale goes through or doesn’t go through – we don’t let anything get in the way of telling the owner how it is.”

Mr Perry said some agents have a tendency to deliver over-optimistic feedback to clients, which ultimately harms vendors.

“We enable them to make a decision based on all the facts, not half the facts like most people do,” he said. “Basically, it’s known in the office that if you're going to twist something or you’re going to lie, you will not work here any more.”

Mr Perry’s award was based on bringing in the most revenue for Harcourts between 1 April 2014 and 31 March 2015.

Meanwhile, Harcourts also honoured its Tasmanian chief executive, Tony Morrison, by inducting him into the group’s hall of fame.

Rural agent consultant James Sides was named top rural sales consultant with Landmark Harcourts, and also placed in the top 20 sales consultants across the group internationally.

Harcourts has more than 790 offices in eight countries.

[Related: Harcourts opens 53 new offices]

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