The Prime & Place Promise

2. Identifying Buyers

For a successful sale it’s important that your home is marketed effectively to the different buyer types, of which there are four distinctly different types.

1. Active: This is the easiest buyer to reach, but they’re not necessarily the best buyer for your property. Often, they will be registered on every property website, can be prone to over-analysing and can underact.
2. Passive: This is a buyer who is not actively on the marketplace and not actively looking for a new home. They are unlikely to be registered on any home search portal or database.
3. Local: This buyer type lives in close proximity to your home and is active within the community, therefore they will have a strong emotional connection to your home.
4. Out of Area: This buyer will live outside of your local area, currently residing in another town, city or even country.

3. Identifying Buyer States

Everything our agents do is geared towards finding the most motivated and emotionally invested buyer for your property.

There are three basic states of buyer:

1. Emotional: This buyer will feel strongly about owning the property and will be willing to pay a premium price.
2. Analytical: This buyer will purchase a property, influenced by a large number of comparisons.
3. Bargain Hunter: This buyer is influenced solely by price.

4. Success Drivers

When building a marketing campaign, it’s crucial that three key areas are balanced – each of which have a critical importance in the success of your sale.

1. Pricing: The price is there to entice. Its sole purpose is to attract the highest amount of attention.
2. Presentation: “You never get a second chance to make a first impression.” Whatever the type of property you own, or your reason for selling, the presentation will have a significant impact on the sales realised.
3. Marketing: Premium Prices are never realised on day 200. It’s essential to create a campaign that reaches ALL Four Buyer Types as quickly as possible.

5. The Marketing Launch

When your property goes live, we’ll ensure all four buyer types are targeted to maximise interest in your property.

1. The Call: We’ll contact our list of our motivated and pre-qualified buyers.
2. The Database: We have one of the most comprehensive databases in the region to promote your home to.
3. The Social Media Campaign: We invest heavily in our marketing, reaching over 400,000 people monthly.
4. The Portals: We focus on the three ‘success drivers’ and see 20% more daily online views than the average.
5. The Website: Our website regularly attracts up to 20,000 visitors each month.
6. The ‘For Sale’ Board: Often the most overlooked piece of marketing collateral – but the most important for raising awareness.
7. The Walk In: Our offices see a significant level of footfall from active buyers.

6. The Results

Once we’ve generated interest in your property, it is essential we capitalise on the activity – which we do through our 4-step method.

1. The Enquiries: Once purchasers start to make contact, they will be dealt with as a priority and where possible, we’ll block book viewings.
2. The Feedback: Not everyone will make an offer on your home. However, their feedback is important for us to refine and adapt our marketing campaign. This will be effective and price related, completed within 24 working hours.
3. The Review: Once the initial marketing period is underway, we’ll continually review your property’s position against its competition and determine the next steps to achieve your desired outcome.
4. The Offers: The negotiation of offers is the most crucial point. Our team are highly skilled in leveraging the best possible prices. If we get all of the above right, you’re in for a good start!

7. The Last Hurdle

The step that nobody talks about, but the most crucial of your sales journey.

Sales Progression – we’re halfway there! Your dedicated agent will help you navigate the final leg of your journey.

Once you have agreed an offer and the Memorandum of Sale has been issued to both parties, your office based account manager will be your day to day contact. A member of the team will be in contact with you to discuss the Memorandum and answer any questions you may have.