INSPECTIONS – RURAL -AGENCY
inspections are arguably, the most important steps in the sale
process. The agent must personally inspect the subject property under
the Act. Under this topic we are concerned with inspections by the
with urban inspections, rural inspections can be onerous and time
consuming. Often the inspection will take up your whole day if the
sale property is far out. On the other hand, nearby hobby farms are
nearly as quick and convenient as arranging an inspection of a house
Initial contact with the buyer - qualifying
the inspection is time consuming the agent must properly qualify the
buyer before agreeing to the inspection. It will pay you to spend an
extra 10-15 minutes with a buyer in the office to learn that the
subject property is not suitable for his/her needs than finding this
out after a 30 minute drive to the property!
the buyer appears to be qualified to buy the subject property, then
you can offer to drive them to the property or they may prefer to
make their own way and meet you there. Always insist on being with
them when they inspect. Never let the buyer inspect alone, even if
this is acceptable to the owner. It is unprofessional and the owner
may wonder why he/she is paying you commission when they have to show
the buyer around and answer their questions.
time of inspection must be convenient for the seller. It is not
possible to have an open house for large rural properties well
out of town but instead, ad hoc inspections after arranging
the time with owner. The owner may only allow inspection the next day
allowing them time to clean up.
Driving out with buyer
the farm may be 30 minutes out of town this makes the buyer a
“captive audience” for the agent. Make sure your car is clean and
presentable. One problem with rural inspections is that cars get
dirty and muddy quickly. Therefore, the rural agent will have to have
his/her car cleaned more regularly than the urban agent. This is an
extra cost that the rural agent must suffer! It should be a late
model car as image is important at this juncture of the sale process.
out is a good chance to get to know the personality and needs of the
buyer. However, do not try the “hard sell” on the way out.
Instead, only “get to know” the buyer. Always ask about family,
friends (you’re bound to find a mutual acquaintance in a country
town!), likes and dislikes such as the kind of music they listen to.
Find common interests, you are bound to find a mutual item of
interest which will relax the propsect and allow you to strike up
good rapport well before the inspection.
seller should be urged to present a clean and tidy property. A clean
and tidy property is a sign of good management. The state of the
homestead is not as critical as for a house in town but it should be
neat and tidy.
seller should not have rubbish, old machinery and dead animals lying
around. The sale is a chance for the seller to carry out all those
repair and cleanup odd jobs they have been promising themselves for
years! Now is the time to mend or replace leaky tanks.
impressions are created by a neat machinery and toolshed. In the
toolshed have the tools neatly put away and a clean floor. This also
makes the shed appear larger.
is helpful to have a plan of the farm to allow easy navigation and
help the buyer orientate him/herself. Make sure the seller is not
with you during inspection as you do not want a dispute or argument
if the buyer makes some disparaging remark about the farm. You can
answer objections better yourself (because you are a professional)
without the seller being present.
inspection show the buyer as much of the property as possible. Do not
just show the positive feature as this will be counterproductive. Be
honest and describe poor country accurately. However, do not make
value judgements about the current management as you are working on
behalf of the seller. However, you can suggest to the buyer
alternative uses such as “the back country although rough, is good
for relief grazing and shade and shelter”.
possible complete the qualification at the farm.This will be covered
will now have a very good idea of whether or not the buyer is genuine
and interested. If he/she appears to be interested then you can
discuss price and “sell” the property. If the buyer considers the
price too high then ask them to make an offer because this will keep
the sale process alive and the seller may accept the offer. Either
way, the agent acts as a catalyst to the sale encouraging a
the buyer clearly does not like or want the property ascertain the
reasons why. They may be wrong or easily rectifiable. For example,
the buyer may be concerned that the school is too far away without
realising that there is a school closer in the next town.
the property is not suitable then you can suggest a more suitable
property you have listed or know is for sale. The fact the buyer does
not want the subject property does not bring your role as an agent to
you cannot satisfy the buyer, make sure he/she has your card and
sales brochure in case they change their mind. Make sure you have
their details as a more suitable listing may be obtained at a later