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A Sydney-based agent has revealed how he sold a property for more than $10 million by understanding the needs of potential buyers.
Matthew Smythe of Belle Property Neutral Bay sold a four-bedroom Kirribilli house for $10,220,000 on the weekend by “asking the right questions” of potential buyers.
The unique property is one of only 12 tightly held houses that sit on the Kirribilli waterfront.
While the marketing campaign was extensive and included plenty of work across Belle Property’s entire database, the final buyer was led to the listing through an advertisement in the local paper.
Mr Smythe told REB that one of his agency’s strengths is its ability to “exact a strong price from some very astute buyers” by gaining an understanding of their motivations.
“It’s through asking the right questions, spending time with the buyer and ensuring that there was nothing left to chance,” he explained.
“We get to the core of what they’re looking to buy, what their time-frame is, what else they’ve missed out on and why this property stands out for them.
“Irrespective of the price, people have the motivation to own a beautiful home and enjoy where they live next, so price becomes irrelevant; it’s more about helping the client achieve their property goals.”
Mr Smythe said his agency won the listing due to its success in the local area.
“[The vendor] sought multiple submissions from various agents around Sydney,” he explained.
“We were appointed primarily based on our track record from within the Kirribilli market and also the top end of the market.”
The auction attracted 10 registered bidders and a crowd of 120 people on the day.
[Related: 'Fierce' auction sees surprise bidder snap up $4.25m home]
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