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They say moving house can be stressful, but Mark Ridgeway has homed in on how the transaction of selling a property can be taxing.
Speaking on an episode of the Secrets of the Top 100 Agents podcast, RT Edgar’s Mark Ridgeway has revealed the importance of supporting clients during uncertainty.
“There’s always uncertainty knowing what a price is going to be and how the market will respond,” Mr Ridgeway told host Tim Neary. “As much as you possibly can, you need to remove that ambiguity.”
During this process, agents need to explain their actions to the clients, and why they made that decision, he said.
“There needs to be rhyme and reason to everything you do, and if you explain things to people and justify things to people... they feel a bit more in control.”
The critical moment for the vendor is when a dollar figure has been put on the table. They need to be reassured you are doing the best for them, giving them confidence in you.
If a vendor is not convinced they have achieved the best market price, they will second-guess the agent. However, if the vendors trust you and feel there is no money left on the table, they will side with the agent’s decision, Mr Ridgeway said.
“It’s really important to make sure that you do create that complete client confidence,” he said. “You need to justify everything that you do... we need to achieve our goals by helping out clients achieve theirs.”
