Mark Kentwell, founding director of PRDnationwide Newcastle and Lake Macquarie, ranked number 58 in REB’s Top 100 Agents, making him the top ranked regional agent. He shared his key tips for success with REB, from how to organise your database to the mistakes agents make when marketing their properties.
Set your systems up early
Mr Kentwell’s one regret is that he didn’t categorise his systems in the most efficient way from the beginning.
“Get really good at categorising your buyers, getting them into a system and tagging the people that have got homes to sell and having a disciplined communication plan with those,” he told REB at the Secrets of the Top 100 event in Sydney.
While Mr Kentwell started off with a database, he admits it could have been better and he’s since optimised it to include systems the entire agency can use.
Get good at auctions
“I’d get stuck into auctions straightaway and be persistent with auctions because I think it’s the best way to transact property in all areas,” he said, adding that if you’re in an area where auctions aren’t the norm, this can work in your favour and make you the market leader.
Mr Kentwell’s love of auctions led him to develop the Friendly Auction System, a program that teaches other agents who aren’t yet comfortable with auctioning the best ways to approach the process.
Be smart with your marketing
“I think a lot of property sales are undercooked, because they’ve only marketed to one or two channels out of the four, five or six that are available in a given area,” Mr Kentwell said.
Marketing your property across all channels doesn’t have to be expensive, you can find ways to do it economically, but it will give you a much better chance of reaching more prospective buyers and getting a better outcome for the seller.