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Could you be doing more to secure sellers’ business, exceed their expectations and ensure they spread the word about your performance?
Speaking to REB, Alex Larumbe of LJ Hooker Maroubra said the real estate profession is evolving and agents need to do more to meet the changing expectations of today’s seller.
Many vendors can feel overwhelmed by the prospect of preparing their house for sale.
“Many people don’t actually want to sell simply because there’s just too much for them to do, and they would like to move but they just don’t know where to start,” Mr Larumbe told REB.
To alleviate his vendors’ apprehensions about moving, Mr Larumbe has been helping them project manage the preparation of their property.
Mr Larumbe helped a vendor in Malabar, who ran a white goods repair business from home, to carry washing machines and other old stock into a private storage facility so the vendor could clear the house ahead of the sale, and he also assisted him by painting his gate.
While Mr Larumbe recognises he is not qualified to do much of the labour involved in the renovation of a property, he can offer vendors his organisational and management skills.
“I can definitely organise tradespeople to do the right thing, so that’s what I’ve been doing. I’ve been managing the projects of another two properties and liaising with painters, carpenters, plumbers – whatever needs to be done,” he said.
Putting this extra work in is becoming part of the role of a real estate agent, he said.
“It kind of opens up a new branch of the job,” he said. “It’s not just selling the house but also getting it ready for a good price.”
His hard work and extra effort have been paying off – Mr Larumbe said he has seen a notable increase, not only in referrals but also in direct listings.
Vendors notice when agents do extra work, he said: “We keep telling people that we love their house – but what people are saying now is, ‘If you love it, show it to me – show me the love’.”
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