Most sellers believe they chose their agent carefully. Some of them are right.What gets evaluated in a typical appraisal meeting is mostly surface. Presentation quality. Confidence. The ability to quote a price with conviction. None of those things confirm capability.Most sellers who chose the wrong agent never know they chose the w… Read More

The word negotiation creates a specific image. Usually an offer on a table. Usually a phone call. Usually a fairly straightforward exchange of positions.That image is not wrong. It is just incomplete.By the time a buyer makes a formal offer, a significant portion of the negotiation has already happened - in how the campaign built pr… Read More

Local knowledge gets used as a marketing phrase so often that it has started to lose meaning. Which is unfortunate, because the real version of it is one of the more consequential things a selling agent can bring to a campaign.Both agents will mention the suburb. Both will reference recent sales. Both will talk about demand in the area.… Read More

Commission is a real cost. Most sellers know roughly what it is before they start talking to agents and still find the conversation uncomfortable when it arrives.This is not an argument for paying more commission. It is an argument for understanding what you are evaluating when commission comes up and making the decision with a clear pictur… Read More

Local knowledge gets used as a marketing phrase so often that it has started to lose meaning. Which is unfortunate, because the real version of it is one of the more consequential things a selling agent can bring to a campaign.The cosmetic version looks the same from the outside as the real version.This is not a proximity argument. … Read More