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Troy Nicholson has been in real estate for nearly 30 years, and he quickly learnt to put his vendors first.
Speaking on an episode of the Secrets of the Top 100 Agents podcast, Richardson & Wrench’s Troy Nicholson revealed how he differentiates himself from the competition.
“Most of what I do is around looking after my vendor,” Mr Nicholson told host Phil Tarrant. “I make sure they are well informed as to what I’m doing, what I’ve done, what the plan is, and that really makes them feel at ease.”
These actions work towards taking the stress out of the sales process.
“At the end of the day, I’m looking for a great experience, not just an opportunity to sell their home,” he said.
He provides the experience sellers want by being a vendor’s advocate, while still having respect for buyers.
“I have a history of selling homes at great prices above vendors’ expectations, even in a flat market. In recent weeks, I have sold five of seven [properties] on the first open house.”
These sales have achieved prices above vendor expectation, which is not typical for the area, he said.
To reach the best price, he explains to his vendors that he will not ask them to negotiate their own as he has experience and has been selected to be their trusted adviser, negotiator and marketing expert.
Additionally, he creates an environment where buyers compete with each other for the property.
“We have a great marketing campaign, but what makes the difference is the hundreds of calls we make inviting prospective buyers to our first open,” Mr Nicholson said.
“We had two open house attendees recently ask why we have so many buyers at our opens where other agencies had few. The answer is it is to maximise our closing opportunities.
“I have a minimum of three of us at all open homes. We work the floor as a team bouncing off each other, and we have predetermined roles to achieve the best result.”
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