In light of softening conditions in many property markets, the Chairman and Owner of Century 21 Australasia has provided his three top tips to help agents succeed in 2018.
Charles Tarbey’s first tip surrounds the growing use of broadcasts and electronic mail by agents: “While it’s great to see agents adopt new technologies, too many agents seem content with simply sending out a broadcast and expecting business.
“I strongly believe that many agents will get more out of a conversation with a few people than a generic broadcast to a hundred people.
“I think savvy agents will be sending out broadcasts in 2018 but will be equally as committed to personally following up with people and investing into human-to-human communication,” said Charles Tarbey.
Mr Tarbey also believes that 2018 will see increased negotiation between buyers and sellers, and this should shape the way agents approach the new year.
“Agents would do well to invest in improving or enhancing their negotiation skills. This may be critical to achieving successful results in markets where sellers need to revise down their price expectations and buyers and sellers need an agent’s help to meet in the middle,” said Charles Tarbey.
“Also, it often pays to remember that negotiating a sale between a buyer and seller starts the moment you meet them – not at the point of an offer.”
Mr Tarbey’s last tip to agents is to consider the difference between ‘activity’ and ‘action’, especially when it comes to social media.
“Social media is necessary, however, activity alone will not create the best results – acting on that activity will,” said Charles Tarbey.
“2018 will be an exciting year for the Australian property market but I don’t believe it will be as easy as years past where a lot of property was selling itself.
“Complacency may hinder the prospect of achieving great results this year.
“I think we will see the agents that have invested into training, who are supported by strong corporate and personal brands, and who have a steely focus on action and results, achieve a great deal of success in 2018,” concluded Charles Tarbey.
