INTENTIONS - AGENCY
agent represents the seller and under the law of agency; “is the
seller's man”. Therefore, the stock and station agent must act in
good faith and in accordance with the vendor’s intention. The agent
should not forget that it is the client that pays the agent’s
commission and often, because sale staff do not deal directly with
the seller, they wrongly side with the buyer in the sale process.
Although consumer law requires the buyer to be protected, the agent
and his/her staff must never forget that they are acting on behalf of
the seller and therefore, the seller's needs are paramount.
need to know the seller's intentions and these can be found during
interview and inspection of the farm. Intentions include needs,
motives, concerns and desires.
that the Act requires the agent to personally inspect the seller’s
NEEDS AND PERSONALITY
agent should be flexible and be able to adjust his/her approach
according to the seller's intention and personality. During the
inspection and interview the agent should always act in a
professional manner. For example, avoid confronting the seller by
arguing that you can sell more quickly than they can or that their
asking price is too high.
inspection and interview the agent should:
are rarely obtained on first visit. Too many agents give up after
just one rejection.
questions with honesty and tack
a base for future contact.
is important to know why the seller is moving as a strong motive
increases the chances of securing the listing. A weak motive may
indicate a lower probability of selling as the owner may only be
testing the market.
to these questions will allow the agent to construct his/her final
presentation to meet their client’s intentions. For example, if you
belong to a national franchise you may be able to help the seller
find accommodation in the new location they are moving to.
- Has the
seller bought another property?
- Is there
a deadline for moving?
there other strong reasons for the seller selling? eg to look after an
following are the most common intentions of sellers and you should be
prepared to answer them:
- A wish
to sell quickly
- The need
to finance another property
and moving into town
another farm in the district
privacy in the sale process
- Ned to
sell cheaply as possible
are 3 questions to ask your self during negotiations:
- What are
the sellers' intentions?
- What can
I do to help him/her fulfil these intentions?
- How can
I get further appointments and interviews?
OF THE PROPERTY
agent must inspect the property themselves and make the insopection
as thorough as possible. A fieldbook should be used with a sketch of
the property taken from the plan. As the agent inspects he/she can
note details and make notes on the plan.
agent should inspect in the presence of the seller. This is important
for a number of reasons:
agent should file the plan and notes away for future use. At
inspection a number of photos can be taken of key features to be
advertised and promoted.
to the seller that the agent has carried out a thorough and
seller can explain and fill in deails of the farm that are not
immediately apparent to the agent.
agent can use this time to determine the seller’s intentions and
explain the agency system and methods of sale.
possible it a good idea for the sales staff to also inspect the