• What makes a sales representative a ‘property expert’?

    This term should not be used lightly in advertising because it would be reasonable that the reader of any advertising where there is a claim to be a “property expert” should have certain expectations.

    According to the Macquarie Dictionary, an ‘expert’ is defined as: “Someone who has special skill or knowledge in some particular field; a specialist; authority: a language expert; an expert on mining.”

    If a sales representative is labelling themselves as ‘an expert’, you should expect that they have completed all the required training and registrations, have a wealth of experience working in the market and that they have an in-depth knowledge of their local area with a proven track record of success.

    The sales representative you deal with should be able to comfortably answer the following questions:

    • When did you initially receive your government registration?
    • How did you gain your on-the-street training?
    • What is your role?
    • How long have you been conducting transactions?
    • How have you gained knowledge of this particular locality?
    • What are the trends in this particular locality?
    • What is the typical profile of prospective buyers and what are they looking for?
    • How do you determine the market value of a property?
    • How many transactions have you conducted in this locality in the last six months?

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