FROM DAY 1
Selling Simplified: A Shorthand Guide & What to Expect
(Without the Bloat & Boredom)
🕒 - 15 minute read -
CHAPTER 1
JOURNEY BEGINS
Selling a home can seem daunting, but it doesn’t have to be.
Did you know that the success in improving customer satisfaction on the London Underground didn't come from making the trains faster, more frequent, more comfortable, or later running?
It was dot matrix displays on the platforms.
People would rather wait 9 minutes for a train, knowing it will arrive in 9 minutes, than wait 4 minutes for a train in a state of uncertainty.
In the same way, I’ve created this guide to ensure you have all the information upfront, making the process of selling your home as smooth and predictable as possible.
From understanding your property’s value to finalising the sale, every step is laid out with no surprises and no stress.
You’ll know exactly what to expect at every stage.
Let's start by understanding how your property value is calculated, then we'll dive into the process.
UNDERSTANDING VALUE
The CMA Deep Dive
TL;DR: Ever wonder how property values are calculated? It’s more than just guessing based on your neighbour’s place. Advanced tools dig into the details, considering everything from cladding type to proximity to popular spots. It’s not just comparing apples to apples—sometimes it’s about showing why your apple isn’t an orange.
Determining a property’s value is a detailed analysis using specialised software like Propertysmarts and Relab to examine recent sales near your home, tailored to the area’s unique features.
The process includes filtering recent sales within a precise radius and considering various criteria:
There are many tiny comparable items specifically considered. Accurately determining a property’s value involves assessing all unique aspects, sometimes beyond standard comparisons.
Sometimes, perfect comparables aren’t available because each property is unique.
In these cases, an experienced agent steps in, explaining the differences and why they matter in pricing.
The approach isn’t just about what your property is, but also what it isn’t, ensuring an accurate price prediction.
Later, I provide a real Comparative Market Appraisal (CMA) example to look at.
CHAPTER 2
MARKETING PROCESS & SALES METHODS
TL;DR: Effective marketing is key to selling your home. I focus on visibility, smart spending, and targeted strategies to ensure your property stands out, without unnecessary costs.
While many agencies offer similar services, the difference lies in how effectively these strategies are executed. Here’s what truly matters:
Maximizing Visibility:
- Online Listings: Your property will need to be featured on major platforms like TradeMe, OneRoof, RealEstate.co.nz, and more. It’s about smart spending on premium spots and ensuring your listing stands out with larger images and prominent placement.
- Signage: A well-placed roadside sign can catch the attention of potential buyers who might not be actively searching online. It’s a simple yet effective way to increase visibility in your local area.
- Social Media: Facebook and Google retargeting ads can be powerful tools for reaching a broader audience. These ads are designed to capture the interest of passive buyers—those who aren’t actively looking but may be swayed by the right property. It’s a specialised area, and while it might seem daunting, utilising professional help ensures your property is seen by the right people.
- Printed Media: Flyers might seem old-fashioned, but they serve as a tangible reminder for buyers who visit multiple open homes. Buyers often rush through your open home, barely noticing the colour of your walls before heading to the next house. By midweek, they barely remember which house was which. A well-designed flyer can make your property stand out in their memory and act as a perfect reminder to check your home out in further detail.
- Professional Photos: High-quality photography is non-negotiable. It’s what makes your property shine online and in print. While smartphones have impressive cameras, professional photography is essential for capturing the best angles and lighting.
- Property Videos: Depending on your property, a video tour can help build an emotional connection with potential buyers. These can be particularly effective for showcasing unique features or the overall feel of the home.
- Council LIM Reports: Obtaining a Land Information Memorandum (LIM) from Auckland Council is a critical step. It provides potential buyers with detailed information about the property, including any restrictions or potential issues. Timing is key here—requesting a LIM too early or too late can be costly.
Managing the Process:
Coordinating all these elements can be complex, but it's essential for a successful sale. From preparing the legal paperwork to scheduling photography, each step needs to be carefully managed. The goal is to create a seamless process that leads to a successful sale.
TL;DR: Selling your home is about choosing the right approach for your situation. Auctions create urgency and competition, negotiation provides flexibility if an auction doesn’t close, setting a price can appeal to straightforward buyers, tender suits unique properties, and deadline sales add urgency with a clear end date. Each method has its perks, and I’ll guide you through, making sure you get the best deal with the least stress.
When it comes to selling your home, there’s no single path that fits all.
Each property is unique, and so is the best way to sell it.
Let’s explore the main methods available, each with its advantages depending on your goals and the nature of your property.
AUCTION
Auctions are ideal for attracting serious buyers who are ready to make a move.
They generate competition and urgency, which can lead to strong offers.
The marketing campaign leading up to the auction helps gauge buyer interest and price expectations.
If your property doesn’t sell at auction, it’s usually because buyers need to fulfil certain conditions, like securing financing or conducting inspections.
That’s when negotiations come into play, ensuring you still get a fair deal.
NEGOTIATION
Auctions often transition into negotiations.
If the auction passes in, we can negotiate with interested buyers.
This approach allows buyers to make offers with conditions.
The key here is protecting your interests while finding a fair agreement.
Starting with an auction often creates a sense of urgency and competition, which can lead to better offers during negotiations.
PRICE
Sometimes, it makes sense to set a price from the start.
It’s particularly useful after an auction or if negotiations stall, giving you confidence in the market value.
Setting a sharp, well-considered price can attract buyers who might be hesitant to make an offer.
By this point, you’ll be well-informed about the market and confident in your asking price.
This approach is straightforward and can attract buyers who prefer knowing what’s expected upfront.
TENDER
Tender is for those unique or eclectic properties.
This method allows buyers to do their due diligence and submit offers with conditions attached.
It’s great for properties that might appeal to both families or developers.
For example, if you and your neighbour decide to sell together, a tender can present you with multiple options at once.
Opening the door for you to get separate offers from home buyers or a combined offer from a developer.
Tenders give you the flexibility to choose the best scenario.
DEADLINE SALES
Deadline sales set a firm date by which buyers must submit their offers.
It’s a method that sets urgency, much like an auction, but gives buyers more time to consider their offer or conditions.
This method is often used when the vendor is not confident about the process and wants to encourage serious offers by a specific date.
THE AUCTION ADVANTAGE
Auctions are the primary method of sale in Auckland for a reason.
They might seem intimidating, but they’re actually the most transparent way to sell.
Buyers only need to outbid the last offer, which establishes the true market value.
I’m happy to discuss this in more detail because trust me, I used to dislike auctions too.
Once you understand the process, you’ll see why they’re so effective.
Buyers might not love them because they need to be prepared, but they ensure everyone knows the true value of the property.
The Cost: Marketing your property is an investment, typically costing between $3,000 to $4,000. This covers everything from online listings to professional photography and printed materials. It’s a necessary spend to ensure your property gets the attention it deserves in a crowded market.
By focusing on these essentials and making informed decisions, you can effectively market your property without overspending. Remember, it's about quality exposure, not just quantity.
Effective marketing requires focusing on what truly works, ensuring your property stands out without unnecessary expenses. Below is my example marketing plan for you to scrutinise, but honestly don't spend too much time looking at it because...
A Little Thank You for Reading
Since you've made it this far (which tells me you either enjoy a good read or found this guide somewhat helpful), here's a special offer for you: The marketing costs are on the house as a thank you for reading through this walkthrough.
Just mention this guide when we chat, and the marketing is on me—completely free.
Interested in what your property might be worth? Share a few details, and I’ll provide a personalised estimate.
CHAPTER 3
AGENCY AGREEMENT & GOING LIVE
TL;DR: The agency agreement formalises our partnership and sets the stage for a smooth sale. From paperwork to going live, everything is handled with care to maximise your property’s exposure. Cheers to making it easy!
Why are you selling?
Before going live, it's important to be clear on what your goals are.
Are you trying to purchase another property that's already on the market? You're moving overseas? You want the fastest sale process for other investments? You have no particular plan but want to be cashed up to buy another home?
There are multiple scenarios I can go through with you to work out the best approach based on your goals.
This will become important when dealing with negotiations or multi offers.
Figuring out who the potential buyers are is like choosing the right dance partner—get it wrong, and we’ll be stepping on toes all night. But get it right, and we’ll be gliding smoothly towards a great sale, no headaches involved.
Whether it’s first home buyers wide-eyed and nervous, a couple looking to downsize and finally ditch that massive lawn, a developer dreaming of stacking 17 townhouses where your garden currently sits, or a first home buyer who’ll need me to play the role of both agent and life coach, I’ve got it covered.
For the developers, we’ll dazzle them with data—spreadsheets, feasibility studies, and probably a PowerPoint or two if that’s what gets them excited. For the family looking for their dream home, we’ll showoff that indoor-outdoor flow so they can picture their future BBQs.
Whatever it takes, whether we’re playing to the head or the heart, we’ll be ready!
Agency Agreement. Time for some legal talk. This is the required terms and conditions for listing your property with Barfoot & Thompson.
I know, it sounds complicated, but it's a necessary step.
The agency agreement is a detailed document that covers all the details of our working relationship. It outlines everything from our responsibilities to your obligations and everything in between.
But don't worry—I’ll handle filling it out and walk you through it.
Your job? Just give it a read, seek legal advice, and sign a few times on the dotted line.
To give you an idea of what to expect, I’ve provided an example at the end of this walkthrough.
It’s pretty straightforward, but if you have any questions, I’m here to help.
So, grab a coffee and take a look. Or don’t, as I will go over it again anyway when the time comes
"But don't worry - I'll handle filling it out and walk you through it"
TL;DR: From the paperwork to pro photos, it's important to be focused on launching your property smoothly and effectively. Once live, your listing will be prominently displayed across all platforms for maximum exposure. While quick turnarounds are possible, our priority is a seamless, stress-free experience. Get started early to ensure everything runs effortlessly.
GOING LIVE!
It’s showtime! With all the prep work done, it's time to get your property out there.
First, checking for the Mandatory Information.
- GST number (if you’re GST registered)
- Solicitor firm and name of acting solicitor
- Anti-Money Laundering (AML) completed and approved
- Approved Marketing budget
- For unit titles, pre-contract disclosure documents
- Deed for Trusts
PHOTOGRAPHY
Simultaneously get those stunning photos taken. They usually come back within 24 hours.
I aim to schedule the photoshoot on a Monday or Tuesday, so I have them back by Wednesday or Thursday.
Of course, this is weather-dependent, although these days they can create some magic turning a dreary day sunny!
It never does replace those warm sunny shots showcasing your north-facing deck however!
GREENLIGHT
Once the photos are back, it's go time! The big green button gets hit and your listing goes live on all the online platforms.
Booking the property signboard and flyers is important, because nothing says “for sale” like a big sign and some flashy flyers to back it up.
These usually arrive the next day, but there's a bit of a mad dash to get everything designed and submitted before the 2 pm cutoff with our supplier. Don’t worry, this little deadline dance is all about making sure everything is picture-perfect before it hits the streets.
EFFICIENCY CASE STUDY
Here’s an example of how careful preparation and quick action can make a difference.
In one instance, we were able to appraise, sign, and list a property in under 18 hours.
This kind of efficiency comes from experience, ensuring that when it’s time to sell, everything is ready to go smoothly.
It went something like this:
- 9 pm: Sitting at their kitchen table, talking comparative market assessment prices and signing the agreement.
- Early the next morning: Sweet-talking my favourite photographer into squeezing in a last-minute shoot.
- Same day: Miraculously getting the photos back (unheard of!).
- Prepared all the documents and admin backend.
- That afternoon: Hitting the "go live" button.
- That weekend: Hosting an open home.
- Result: Sold at auction to very happy buyers, with ecstatic vendors.
The key takeaway?
When there’s a will, there’s a way.
Preparation and experience are important to navigating the selling process smoothly. With the right plan in place, we can ensure everything proceeds without unnecessary stress.
This walkthrough guide is to save us both from such heroics.
Be proactive, call ahead of time to get the ball rolling smoothly.
Feel free to discuss what selling might look like for you when the time feels right.
CHAPTER 4
OPEN HOMES & OFFERS
TL;DR: Your house is so fresh and so clean clean. It is important to keep open homes short—a few minutes of pure FOMO (Fear Of Missing Out). Short, focused open homes create urgency among buyers, while private viewings offer flexibility. With over 1,700 agents working for you, we maximize the chances of getting the best offer.
You've spent all week keeping the house spotless, and now it's showtime.
Open homes are typically scheduled for 30 minutes on Saturday and Sunday. These slots can be anywhere from 10:30 am to 3:00 pm, depending on a myriad of factors.
We might plan it to showcase your sunny property at the perfect time of day, avoid school sports in the morning, or simply to fit it into a schedule.
Why Only 30 Minutes?
Short open homes create urgency. If we had open homes all week or all weekend, buyers would push it off to a time they’re free.
A specific window means buyers plan their visits.
If they can't make it one day, they’ll likely come the next. Sundays are typically the busiest since families are often busy with activities on Saturdays.
3 Weekends
That is all that’s needed. Any longer and buyers lose patience.
We can make it shorter, like 2 weeks, but that might not capture the most amout of buyers in the market.
Private Viewings: Since Covid, private viewings have become more common.
Depending on the type of buyer we’re targeting, I arrange these at all sorts of times to suit — early morning, late at night, during lunch breaks, or even school pick-up times.
I have even driven buyers to the property myself due to lack of transport or for their convenience.
Flexibility in accessing your property can significantly increase the chances of a sale.
The Barfoot & Thompson Advantage
This brings us to the major benefit of listing with Barfoot & Thompson. Let’s delve into why this matters.
1700+ Salespeople Working for You
Being the largest real estate agency in Auckland (and expanding), we have over 1700 individual salespeople with access to your property.
Barfoot & Thompson encourages collaboration, meaning you get the collective effort of hundreds of agents bringing their buyers to see your property.
Weekly Meetings and Network Strength
Every Tuesday, Barfoot & Thompson branches hold their weekly meetings.
After these meetings, salespeople rush off to view the newest upcoming listings in their areas of interest, ahead of the general public.
They leave their business cards to show their presence and interest.
Throughout the sales campaign, these salespeople can bring their own buyers and register them against your property.
So, you’re not just getting my buyers and online inquiries—you’re potentially getting the full force of the Barfoot & Thompson network actively working to sell your house for the best price.
WOW, What a Deal
It’s not just me and my buyers; it’s an entire army of agents, all striving to get the best deal for your property.
TL;DR: Just when you thought you’d wait for auction day, a buyer swoops in with a pre-auction offer. They want your home now—unconditionally. You can accept, but why rush? With me, we’ll still do the auction to spark some competition, but we just bring it forward. If your home doesn’t sell at auction? Don’t sweat it; that’s when my negotiation magic kicks in.
Pre-Auction Offer
Selling by auction can be quite the rollercoaster, but here’s a scenario that might come up: a buyer might be so prepared and eager to buy your home that they want to make a pre-auction offer.
This means they’re offering a price for your property unconditionally, wanting to secure the deal before auction day.
There’s no obligation to accept this, but it’s worth considering.
Why might a buyer do this?
They could have just sold their own property and need to close the deal on yours to ensure they have a place to move into.
Maybe they want to avoid the risk of missing out on both your house and another one going to auction later.
Or perhaps they want to knock out the competition by being the only buyer to put in an offer before others can complete their due diligence.
It all comes down to timing, interest, and the specifics of your property. I’ll explain all this in detail if it occurs.
At Barfoot & Thompson, if we receive a pre-auction offer, we still take your property to auction. We just bring the auction forward, within 2-3 days.
This allows other interested buyers to complete their due diligence and creates competition, helping to achieve the highest possible selling price instead of taking it off the market prematurely.
Reserve Setting and Auction Day
A few days out from auction day, we’ll have what's called a reserve set.
This is where we talk your desired price you want to accept for the property. By this time, you’ll be well informed about the market.
This is a confidential price that only you, me, and the auctioneer will know.
On the actual auction day, if the bidding is close but just below the reserve, we can discuss adjusting it slightly. This often gets the ball rolling and can push the final price above what you initially wanted.
Remember, you are in control of this entire process, and if you choose not to sell for any reason, you don’t have to.
Best case scenario: if we achieve your reserve and the property is "on the market," it will be sold unconditionally to the highest bidder.
Our auctioneers are some of the best in the business. They’ll work on your property as long as needed for negotiation in the room until we’re certain it’s the best price.
Feel free to check out an auction day on Thursday in Takapuna to see what I mean.
It's free and something fun to do!
Post-Auction Negotiations
If the full 3-week auction campaign concludes without a sale, there’s no need to worry.
From my experience, this is where strategic negotiation becomes crucial, and I've found that it can make all the difference.
We might get offers from conditional buyers right away, or it might take another 7-14 days.
Negotiation is an art.
It requires a balance of skill and understanding. Over time, I've developed a keen ability to protect your interests while guiding buyers to a satisfying agreement.
It’s not personal; it’s business.
Navigating negotiations can be complex, and having an experienced intermediary helps keep the process smooth and stress-free.
Longer Sales Times
Sometimes, a property can be on the market longer than average.
This can be due to various factors—economic conditions, the number of houses available in a buyer’s market, or specific issues with the home itself.
Often, it’s a matter of price.
I will continue to sell your property no matter how long it takes.
One property took me 90 days to sell because the vendor was set on a price higher than the market value, and buyers didn’t like the layout.
My determination and negotiation got it sold for a price both the vendor and buyer were happy with.
I’ll do the same for you.
Celebrations
Once it’s over, you sign the contract and pop the champagne!
Celebrate your success, and when the time comes, feel free to share your positive experience with others considering selling with me.
CHAPTER 5
POST SALE, KEYS & SETTLEMENT
TL;DR: Congratulations on the sale! Next comes settlement, where we finalise all details. From inspection to key handover, we ensure a smooth transition to the new owners.
Settlement Date
Typically anywhere from 30 to 90 days from the sale date. There are many ways to arrange this, but ultimately, it comes down to what you want or the buyer wants.
This date can be adjusted and changed at any point with mutual agreement, so there’s no need to stress about it too much.
Public holidays and days of the week play a certain role, but we can work towards a convenient date from the start, or work backwards from a desired move-out date to determine when to list your property.
If you need to be sold and out of your property in the next 60 days, it is best to get in touch sooner rather than later.
Pre-Settlement Inspection
About a week before settlement day, the buyer will complete a pre-settlement inspection.
This is to ensure the property is in the same condition as when they bought it.
Make sure all chattels are working, lights are operational, outlets are functional, and windows aren’t broken.
It’s purely to ensure everything is as expected.
CHAPTER 6
GETTING STARTED
Are you thinking about taking the first step?
Take your time exploring this guide.
When you're ready, share your property address to receive a personalised price estimate.
This will give you a clearer understanding of your home's market value and help you confidently take the next steps.
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Working backward from the latest settlement date, starting Day 1 today means your settlement could be anywhere from 30 to 170 days away.
To align your timeline with your goals, it's crucial to get in touch early with your agent of choice.
CLIENT REVIEWS
5 STAR WORDS OF AFFIRMATION
Hearing from past clients offers a genuine sense of what it's like to work together. Below are testimonials from clients I've assisted:
- One client shared, "I will never go with another agent," while another described me as "relentless in their enthusiasm."
- These testimonials highlight the service and results I strive to deliver.
If you’d like to learn more about my past clients' experiences or discuss how I can assist with your unique needs, feel free to reach out.
DOCUMENT EXAMPLEs
Understanding the process is easier when you can see real examples. Below are sample documents, including a Comparative Market Appraisal (CMA) and an Agency Agreement, to help you familiarise yourself with what to expect when working together.
Front page of the CMA: Details of your property and estimated appraisal price based on selected comparables.
Comparable properties: Notes on differences or similarities.
Suburb Stats: Data compilation and understanding.
School Info: Clearly showing in-zone or out-of-zone schools.
Agency Agreement
First page: Payment of commission & marketing.
Comparable Sales Data, Commission estimate and Agency start dates.
Sales methods, settlement dates, and disclosure acknowledgments.
Contact details for you and your solicitor + legal property details.
This is where I detail all the chattels and features of the property during the walkthrough.
Viewing instructions for other agents to view your property and OSH hazards.
The final page with your acknowledgements and signatures on the dotted line!
You reached the end—or maybe it’s now just the beginning of your home-selling adventure.
Selling a home is no small feat, but with the right approach, it doesn’t have to be stressful.
Whether you’re leaning towards working with me or just taking what you’ve learned and running with it, I hope this guide has made things a bit clearer.
Thanks for reading.
Just remember, I'll leave you to contact me when you're ready.
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