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The trick to getting more listings

03 November 2016 Tim Neary
The trick to getting more listings

One REB Top 100 agent ends every client meeting with a hypothetical question. And it almost always pays dividends, regardless of whether the client is in the market or not.

REB Top 100 agent, Marcus Chiminello, always asks, “If I did have a really great buyer for your home and they were prepared to pay over market odds for your home, would you consider selling?” 

He prefaces this question by saying he appreciates they are very comfortable in their home, but Mr Chiminello says his opening question never fails to pique the client’s interest. 

“It is interesting the responses you get from that,” he told Tom Panos as part of the Real Estate Gym series.   

“A lot of people say, No we love it, we are not moving out of here, we are going to get carried out in a box eventually.


“But others will say, If we could get X amount, we would potentially sell.”

Mr Chiminello said he makes a judgment call about whether the amount the client wants is achievable and whether the hypothetical deal is worth pursuing.

But regardless of whether the client decides to put their home on the market, it is always useful to ask the question.

“You just don’t know what is going through people’s minds. They might have a fleeting moment for a few weeks thinking about selling. You have to be there to capitalise on it because if you come back later, they might have gone cold on the idea.”


The trick to getting more listings
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