Speed is Everything: Tricks and Techniques of Successful Home Buyers...

If you or your client is buying property without the guidance of a Buyer's Agent, it pays to be clued up. That means using a truckload of tips, tricks, techniques and initiative.

Communication is Key

Clear communication is the most influential ingredient when completing a deal. Suppose your client is a fearless communicator with the gift of the gab who can banter, barter and sweet talk their way through anything; then, well done, they are on their way to decoding the agent jargon and tapping into a higher connection. If they're not quite there but keen to master the art of excellent rapport and get the big win, read on...

Real estate is a people business where communication is key in every aspect of buying property. It is also at the centre of real estate.?

If your client is gnashing their teeth during buying, it's time for a reset. That's because how they communicate with the sales and listing agent will seriously impact their success.?

Effective communication is about conveying a message clearly and explicitly. It's also about receiving information with as little distortion as possible. Doing this involves effort from both sender and receiver.

Simply put, a real estate transaction is a triangular negotiation between a buyer, a seller and an agent. It's also a complex process that can be fraught with error. Messages get muddled by the sender—the buyer; or misinterpreted by the recipient—the agent. When this isn't detected, it can cause confusion, frustration and, worst of all, missed opportunities.?

Research reveals that 97% of agents surveyed believe misunderstandings are due to a lack of touchpoints and poor communication between the buyer and the sales agent. Sometimes this is unavoidable, and sure, from time to time, there will be obstacles; some will be legit, and others could come down to a personality clash between the buyer and agent. If that's the case, I'm sorry, but too bad. Ignore it and power it on.?

The agent is not there to be anyone's friend. They are there to get the most amount of money for the seller! A simple phonetic trick to help remember this is to think of the 3 E's of communication: Explicit, Efficient and Effective.

The agent is not there to be a friend and they are not there to help you win the property.

Pick Up the Phone

Savvy buyers live by bulletproof guidelines built around an attack plan that starts the minute they see the listing.

That is to say that as soon they spot a suitable property, they pick up the phone, and they—now read this slowly—they CALL the agent.?

Sorry, they what??

OK, I get it...many millennials may not be familiar with the concept of "calling" anyone, let alone an agent and then, WTF, dialling rather than texting. Suffice it to say; it's something that old-timers did back in the day. And just like the best in retro, everything old is new again. Plus, fun fact, you'll stand out in the crowd even if it's simply because no one else bothered to call!?

During that call, savvy buyers request a viewing?before?the advertised Open Home date. This puts them heads and shoulders ahead of everyone else, which can be a massive advantage, especially if they need extra time to kick-start the financial process. The proof is in the pudding when it comes down to the final push and shove, and the agent says,?"You won because you were in first."?Yesss!!

Send an SMS

Here's a quick hack if you're not comfortable with cold calling.

• Send an SMS first before you call.
• After you've sent it, get the agent on the phone.
• Take a big breath and give it your best shot, using the text from your SMS as a loose script to say something along these lines.

Dear sales agent,

I would love to inspect 43 Saturn Park Road, Plainville, before Saturday's Open.

I am pre-approved and have been looking in the area for months.

This home ticks all the boxes and could be the one.

I will give you a call shortly!

Savvy Buyers Ask Questions

Savvy buyers show their intent, ask questions, and flaunt their "pre-approved" financial status.?

They figure out what questions to ask.

They realise that more important than what you ask is when you ask - according to the experts, a great question asked at the wrong time is no longer a great question. If you're inspired to learn more about this, check out international author Warren Berger a world-renowned guru in identifying the right problems and generating creative solutions. With the most excellent title in the world of, wait for it, Questionologist!?

Savvy buyers do their homework and know how to impress with their intimate knowledge of the area by identifying at least five recent sales.?

They are familiar enough with the local prices to eliminate anomalies, such as the one unusually high selling price that sticks out like a sore toe and only exists because someone lost their head and overpaid to the wazoo. This builds their credibility and shows they are not a buyer to be toyed with.?

Savvy buyers also take the time to learn about?the agent?before they start their search. A simple Google search will reveal the agent's credentials, their online reviews and most importantly, the number of local sales. Savvy buyers do this for two reasons: first, to get ahead of the competition and second, to make an impression so that come Saturday's Inspection, they will have a psychological advantage. Especially when the agent greets them like an old friend and then watch, as their opponents stand back and watch in awe!?

I'll leave you with two takeaways: First, attitude and communication skills have the power to create a great experience or a forgettable one—so be sure to make a great first impression! Second, if you're not comfortable picking up the phone to call the agent because the crazy tech world we live in has stunted your communication growth, then a) you need to get on top of that.

Finally, remember the 3 'C's: Communication, Comprehension and Charm. Applying these in equal balance will result in a property gold. You're building a solid relationship with the agent, backed up by a sound grasp of the area and its prices. This will put you in the position to talk turkey. Or, if you find it's all too hard, call in the Buyer's Agents!

Can we help you with your property needs?

If you're looking to explore value in the market, please get in touch. We know the Sydney market well and understand it. If you'd like advice about the property market, whether you want to sell, buy or lease, we're here to help. Email: sue.o@treleaseassociates. https://www.treleaseassociates.com.au/