Agents forget basic selling skills when market is sup...

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22 March 2022

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Agents forget basic selling skills when market is super-strong - opinion

There is a danger that some agents forget to undertake basic activities after a lengthy period of a super-strong market.

That’s the view of Sam Hunter, chief operating officer of high-profile PropTech supplier Homesearch.

“When it’s easy to sell everything you’ve got, you stop doing some things … Usually when the market gets strong, all of the basics get forgotten about … Those basics of building relationships, having really consistent marketing and really consistent prospecting - all of that’s dropped off” Hunter tells Angels Media’s Lee Dahill in a video interview.

Hunter says there is a further problem for agents in a strong market - vendor complacency.

He reckons many sellers believe they will sell quickly and at a good price, irrespective of which agent they choose - hence they tend to go for the cheapest, forgetting that the cheapest may not actually secure the best price.

It’s a fascinating seven minute interview touching on the big issues as the market continues at boiling point. It’s exclusively for EAT readers, below.