I sat at a dining table in Evanston recently with a seller who looked stressed. Having just come off a unsold listing with another agent. The price they were given at the start was huge. The result? Nothing and three months of stress. It bothers my heart to see this because it is needless.
The market in the Northern Suburbs isn't just about slapping a sign up and hoping for the best. Praying is not a strategy. Lots of sellers get dazzled by big smiles and big price promises. But when the open home is empty, that agent has nothing to say. You require more than a promise; you need a strategy.
Should you are selling a villa in Gawler or a modern build in Munno Para, the principles are the same. Buyers are smart. With data at their fingertips. Should you try to trick them with a high price and no strategy, they leave. I want to help you avoid that trap.
The Right Strategy Over Hype
Anyone can give you a high price estimate. Taking them nothing to say "$800,000" even if the data says "$700,000." It is a promise. Real work is showing you *how* we find the buyer who pays the premium. When an agent gives you a number, ask them: "How specifically will you find the person to pay that?" When they stumble, run.
My strategy involves spotting the buyer before we take the photos. When we are selling a lifestyle property in Angle Vale, I know the buyer is likely a business owner needing shed space. The copy speaks directly to that need. Never just list "4 bedrooms"; we list "space for the caravan and the boat." The difference is what gets the click.
Without a tailored strategy, you are just hoping in the dark. One might get lucky, but do you want to gamble with your net worth? I doubt it. Being tactical means controlling the narrative, the timing, and the negotiation leverage from day one.
High Price Traps You Don't See
It drives me angry. The valuation trap is the top reason homes in our area fail to sell. This is how it works: Someone tells you $750k. The honest agent shows you data for $700k. Choosing Agent A because you want the extra money. Of course?
The money isn't real. It never existed. The property sits on the market for 60 days. Buyers see the high price and don't even enquire. It gets "stale." Buyers start asking "what's wrong with it?" Later, the agent forces you to drop the price to $680k just to get it sold. Costing you $20k and 3 months because of a lie.
Avoid being that seller. I prefer to rather lose your business by telling you the truth than win it by lying to you. Honest advice might sting for a second, but it saves you money in the long run. Verify sold records, not just what the agent says.
Buyer Psychology Changes Outcomes
I see buyers at open homes every weekend. Buyers are nervous. Buying home is a huge risk for them. Worrying about paying too much. However they fear missing out even more. The aim is to trigger that second fear. Calling it it FOMO (Fear Of Missing Out).
Should a buyer walks into an empty open home, they feel safe to lowball you. They assume "no one else wants it, I can offer less." A problem. We plan open homes to create a crowd. When they see another couple measuring the fridge space, their competitive instinct kicks in. Then, they aren't thinking about a low offer; they are thinking about a winning offer.
That is all psychology. The house hasn't changed, but the feeling of value has. Order takers just unlock the door and stand in the kitchen. I work the room, talking to buyers, and building that sense of urgency. This is how we get record prices in Evanston.
Suburb Experts Across Key Areas
You can't sell a house in Andrews Farm using a strategy from the city. Fails to work. People here are different. Looking about shed clearance, school zoning, and how close the train station is. Being here. I buy my coffee on Murray Street. Knowing what makes this community tick.
Instance, selling a heritage home in Willaston requires explaining the "character" value to buyers who might be scared of maintenance. Marketing a new build in a crowded estate requires pointing out the upgrades that make it better than the display home down the road. Small things matters.
Plus have a database of locals. Not merely email addresses, but real people I talk to. People who missed out on the auction last week? I ring them first. Connecting local buyers to your home often happens before we even hit the internet. That is the power of a local agent.
Service Area For Local Sellers
I remain with you from start to finish. It's not a "sign and see you later" service. I do the appraisal, the strategy, the photos, the negotiation, and the settlement. You have Andrew McKiggan, not a personal assistant who started yesterday.
Updates are key. Knowing how stressful it is to wait for the phone to ring. Updating you after every open inspection. The good or bad news, you get it straight. When we need to tweak the strategy, we do it together based on real feedback.
Should you are thinking of selling, or just want to know what your place is worth in this current market, give me a call. Relaxed. Real chat about your options. Loving talking property, and I'd love to help you get the best result in the north.
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