To sell faster, team up with your agent

When a home is listed for sale, it is of course in everyone's interest to achieve a quick and smooth sale for the best possible price. The seller, the buyer and the estate agent facilitating the sale all benefit.

And, says Gerhard Kotzé, MD of the RealNet estate agency group, sellers are quick to complain about agents who, in their opinion, have held up the sale process by being slow to take action on a mandate, or by not advertising or showing the property enough.

"But in almost all instances where a property does not sell as quickly as anticipated, the seller has also not done everything they could to speed up the transaction."

Sellers need to do more than just sign a mandate, he says, and the following five actions are those most likely to motivate buyers - and ensure a positive outcome:

-Firstly, the property must be priced to sell. "Thanks to technology, buyers are increasingly well-informed and value-conscious these days, and they will just avoid over-priced homes altogether. Agents know this and where sellers are not willing to adjust prices or negotiate, they may understandably be inclined to concentrate their efforts on more saleable properties."

- Secondly, before signing the mandate, the seller should ask to see the marketing plan, which will ensure that the agent has a target market for the home and a real strategy for attracting potential buyers.

- Third, says Kotzé, it is up to the seller to ensure that the house is well-maintained, clean and free of clutter when the agent brings prospective buyers to view it.

- Fourth, the agent need to be given reasonable access to show the home at the most popular viewing times, even if this inconveniences the seller sometimes. "An inaccessible home is a sure turn-off for potential buyers."

- And finally, he says, sellers hoping for a quick sale should not spend too much time haggling over the agent's commission.  "Many sellers do not appreciate the full implications of trying to save money by cutting the commission to discount agency levels.

"While commissions are of course negotiable, it is a fact that low commission agencies do not offer the same marketing and client service levels as full-service companies. This generally results in the property being seriously underexposed to potential buyers - a problem that is just as likely to delay your sale as an over-priced home."