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In any real estate transaction, clarity is key – and the best way to create clarity is by using objective, measurable data. Whether you’re dealing with a buyer or a seller, relying on opinions, emotions, or hearsay weakens your position as the expert, writes Adrian Bo, CEO of Adrian Bo Real Estate Training & Auctions.
On the other hand, using real-time numbers and evidence-based communication builds confidence and control.
Sellers need facts, not feelings
When a seller begins questioning feedback or market response, subjective commentary won’t help you shift their mindset. What will help is data.
Show them:
- Total online views from platforms like realestate.com.au and domain.com.au.
- Number of buyer enquiries received via email or phone.
- Groups through open homes.
- SMS campaigns delivered.
- Buyer emails sent through your database.
- Contracts issued and offers received.
This creates a factual conversation around market interest and buyer behaviour – rather than falling into opinions about the property being “too small” or the market being “slow”.
More importantly, it redirects the narrative away from blame and back towards strategy: price, presentation, and promotion.
Buyers need evidence, not emotion
For buyers, objective data comes in the form of comparable sales – not outdated figures or what the neighbour thinks their property is worth.
The most relevant comps are sales from the past four to six weeks. Older sales – three to six months ago – don’t reflect the current climate, and buyers (or valuers) know it.
When you present recent comparable results confidently and clearly, you remove confusion and help buyers move forward faster.
You set the tone
As the agent, your role is to lead with evidence and guide both parties with a single line of communication. Friends, neighbours, and amateur “property experts” can cloud judgement and delay decisions.
That’s why it’s critical that you become the consistent voice – the one who can interpret the data, set realistic expectations, and bring certainty to the process.
Subjective opinions create doubt.
Objective data builds trust.
If you want to be the agent who controls the dialogue and leads your clients to confident decisions, start with the numbers. Because clarity isn’t just helpful – it’s the foundation of your value.
Adrian Bo is the CEO of Adrian Bo Real Estate Training & Auctions.
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