Listings are won and lost before you even walk through the vendor’s front door, according to REB’s top Young Gun, William Phillips, who sold more than 120 properties a year. How does an agent like this secure his listings?
Mr Phillips started working at BresicWhitney when he was still in school and has since climbed the ranks to become a director of the Sydney agency.
Last year, he came in first place in the REB Young Gun ranking, after selling 122 properties, worth an average of $1.1 million, in the 2014-15 financial year.
At AREC 2016, Mr Phillips told Tom Panos winning listings is all about what happens before he walks through the vendor’s front door.
“The listing is won before you get in the door... If you turn up cold, with no information, then you’re going to be on the back foot,” he said.
Mr Phillips has a list of questions he asks vendors when they call him to organise an interview. He said it’s these questions that give him the information he needs to prepare his winning presentation.
After getting their contact details, he asks the vendor about their history with the property and with selling – learning when they last sold a property, how long they have been in their current property for and why they are selling it.
It was not the first time Mr Phillips had addressed the issue. He earlier told Mr Panos’ Real Estate Gym series that he asks these questions to get background information on the vendor and their selling preferences.
“The questions I ask will set me up for that listing presentation so if [the vendor] said, ‘Well, I sold at private treaty, I hate auctions’ and I hadn’t asked that and I rolled in suggesting auction which a lot of people would do, then the next person who asks the question correctly and suggests private treaty, they’re going to be ahead,” Mr Phillips said.