{"id":11728,"date":"2017-05-17T03:00:38","date_gmt":"2017-05-16T17:00:38","guid":{"rendered":"http:\/\/realestatetalk.com.au\/?p=11728"},"modified":"2017-05-17T03:00:38","modified_gmt":"2017-05-16T17:00:38","slug":"how-to-really-get-the-best-agent-michael-yardney","status":"publish","type":"post","link":"https:\/\/channels.realty.com.au\/realtytalk\/how-to-really-get-the-best-agent-michael-yardney\/","title":{"rendered":"How to REALLY get the best agent \u2013 Michael Yardney"},"content":{"rendered":"

Michael Yardney<\/strong><\/a> turns the table on Kevin Turner and interviews him about his experiences as an agent, how to cut through what agents say and more importantly how to know that the agent you are appointing to sell your property is the best agent.
\nTranscript:<\/strong>
\nMichael:<\/b>\u00a0 Hi. Michael Yardney <\/a>here, and I\u2019ve turned the tables. I\u2019ve grabbed the microphone, and I want to interview Kevin Turner, because Kevin is an experienced licensed estate agent \u2013 not everyone knows that. Kevin won multiple awards as a winning agent, he speaks to estate agents all day for his own\u00a0Real Estate Uncut<\/i>\u00a0podcast, and he speaks to investors and home owners every day for his\u00a0Real Estate Talk<\/i>\u00a0podcast.
\nKevin, welcome to the interview on the other side of the table.
\nKevin:<\/b>\u00a0 This will be interesting.
\nMichael:<\/b>\u00a0 Kevin, I\u2019ve sprung this upon you because I\u2019m seeing lots of people who are selling up \u2013 they\u2019re selling their homes \u2013 to move up, to move down, to downgrade, to upgrade, and also investors who over time, need to sell their homes. So I wanted to pick your brain on how does a seller get the best price for their home, Kevin?
\nKevin:<\/b>\u00a0 This is such an interesting question, Michael, because not many people when it comes time to sell actually focus on the agent. They think more about the price they want to get and how they\u2019re going to market their property, but at the end of the day, the most important decision that a seller will have to make when they come to list their property is the agent that they will list it with. Because, believe me, there\u2019s a huge difference with the expertise of some agents.
\nGreat agents make the industry look really easy, Michael, so much so that anyone thinks \u201cOh, all I have to do is get myself a nice flash car, put some buyers in it, take them round, show them some properties, they\u2019ll like it and buy it, and I\u2019ll make a lot of money.\u201d
\nMichael:<\/b>\u00a0 Even more than that, Kevin, today there are Purplebricks and a lot of these do-it-yourself sites where people think \u201cI know a bit about real estate. I\u2019ve lived in a home. I\u2019ve been to a couple of open for inspections. I know how to handle it.\u201d
\nKevin, I think we have to be open and explain that you\u2019ve spent a lot of time researching this for your shows, for yourself, but also for a book that you\u2019ve called\u00a0How to Find the Best Agent.<\/i>\u00a0So I want to pick your brain on some of the homework that you\u2019ve done about how to find the best agent.
\nI have to say, I do agree that of all the factors involved, an agent is potentially going to make you tens of thousands of dollars.
\nKevin:<\/b>\u00a0 They will.
\nMichael:<\/b>\u00a0 How do you choose them, Kevin?
\nKevin:<\/b>\u00a0 Just before I answer that question, Michael, which is the key question of this, can I just address why I wrote that book?
\nMichael:<\/b>\u00a0 Yes, please.
\nKevin:<\/b>\u00a0 You mentioned there Purplebricks, you mentioned Open Agent, and all of those organizations who offer to put you in touch with the best agent. That\u2019s the reason I wrote the book, because I was deeply concerned about the fact that that\u2019s misrepresenting what they actually do. They actually will only put you in touch with agents who are going to pay them a commission to get the listing.
\nThis is a real beef that I have about the way these third-party sites work. They basically sit there and take a commission from putting you in touch with not the best agent but just an agent who will pay them a commission. I just wanted to get that on the table. That\u2019s the reason I wrote that book.
\nMichael:<\/b>\u00a0 I think that\u2019s a good point, Kevin, because most people don\u2019t realize that. Without mentioning too many sites \u2013 there\u2019s Rate My Agent and all of those \u2013 the average consumer believes \u201cI\u2019ll go on there,\u201d just like they go on Trip Advisor or Google Reviews to choose their restaurant or choose their holiday. It\u2019s not the same with agents, is it?
\nKevin:<\/b>\u00a0 No, it\u2019s definitely not. You talk about those others \u2013 Trip Advisor and people like that \u2013 they actually have affiliate arrangements with all of those people, and they do actually come up and they compare deals for you as opposed to anyone who offers to put you in touch with an agent. As I said, they\u2019ll only put you in touch with a select number of agents who will actually pay them a commission.
\nIt gets down to that key point: a lot of people don\u2019t understand the sorts of questions they need to ask, and that\u2019s why right at the back of the book, Michael, I\u2019ve listed down 21 of the key questions you need to ask an agent and the sorts of answers you should expect back.
\nThis is actually going to help you find the best agent, because there are things that the best agents will be able to tell you about the marketplace that you\u2019ll find very interesting, but the more uneducated or the newer agents won\u2019t have that same depth of knowledge.
\nBelieve me, they need to have that knowledge for when they\u2019re talking to a buyer \u2013 even being able to test their negotiation skills, Michael. There are a couple of things in the book that will tell you exactly how you can do that and some of the things or the little tests you can put out to find out if the agent is really the full issue, if they\u2019re going to be able to get the job done for you.
\nMichael:<\/b>\u00a0 Kevin, we can get that book at RealEstateTalk.com.au. Just go to the home page and click on the link there, and you\u2019ll be able to get that book.
\nBut I\u2019d like to dig into a couple of the questions. How much difference does one agent make to another though, Kevin? Does it really matter?
\nKevin:<\/b>\u00a0 It matters an enormous amount, Michael. It matters because of their database, the number of people they\u2019re working with, but very much so their negotiation skills. Basically what you\u2019re doing is you\u2019re putting someone between you the owner of the property and the buyer \u2013 someone who wants to buy it.
\nNow, every seller wants more than their place is worth \u2013 that\u2019s a fact \u2013 and every buyer wants to pay less than what it\u2019s worth. So you have that compressed air, and that compressed air sometimes can be $60,000 or $70,000 worth.
\nIf you\u2019re dealing with an agent who doesn\u2019t know how to negotiate to get you the highest price \u2013 because they are working for you at the end of the day; you\u2019re going to pay their commission \u2013 if they don\u2019t have the skills to do that then you\u2019re leaving thousands and thousands of dollars on the table.
\nIn some cases, Michael\u2026 And I know you\u2019re a buyer\u2019s agent and I\u2019m talking to you. You\u2019re an expert negotiator. So, too, is your team. You\u2019re there to get the best deal for the buyer. I want to know that I have an agent who\u2019s equal to your skills and can match you and make sure that I\u2019m going to get every dollar out of you that I possibly can.
\nThis is where this book will really help you identify those things. And yes, Michael, a good agent will make a huge difference.
\nMichael:<\/b>\u00a0 Kevin, I agree with you. It was a loaded question, because there are certain agents who, as buyer\u2019s agents, we love working with because they seem to give the properties away a little bit, and there are others we know are going to push the hardest and work the hardest and negotiate the hardest.
\nAs an unassuming consumer who\u2019s selling their home, I\u2019m emotional because I\u2019m either excited or disappointed \u2013 there are usually a lot of emotions going on around selling your home \u2013 and then I invite a couple of people into my home and they all wear nice suits and they all drive nice cars and they all give me a fancy presentation pack, how do I decide which one to go with?
\nKevin:<\/b>\u00a0 That\u2019s a great question, Michael. The thing that I make a point of in the book is that you have to test their negotiation skills, because that is what you\u2019re employing. You\u2019re employing a paid professional negotiator.
\nI give you a good example in the book of how you can do that, the sorts of questions you can ask them, and about someone coming in and offering you a price much lower than your asking price. I give you the scenario there and I give you the answer in the book.
\nOnce again, without trying to tout it, Michael, I think all the answers are in the book, actually.
\nMichael:<\/b>\u00a0 Yes, they are. And it\u2019s really so cheap that it\u2019s not worth even wondering if you should or shouldn\u2019t get it. If you\u2019re in the position where you\u2019re considering selling a property, whether it\u2019s your home or an investment property, it\u2019s on the home page of Real Estate Talk.
\nKevin, is it the agency \u2013 the logo, the banners, the brand \u2013 that\u2019s important, or is it the specific person?
\nKevin:<\/b>\u00a0 Once again, this is a great topic. Look, it is the person; it\u2019s not the brand. But having said that, can I just make the point that when you engage with an agent, you\u2019re actually giving them an agreement to sell your property but that\u2019s actually with the agency not the agent?
\nMichael:<\/b>\u00a0 Most people don\u2019t realize that. You\u2019re signing with the agency, the company.
\nKevin:<\/b>\u00a0 Yes, you are. So it\u2019s important to know that you\u2019re dealing with a good company \u2013 that\u2019s the first point \u2013 but if you are unhappy with your agent and you make a mistake, don\u2019t think that you can just sack that agent; you have to actually sack the agency because they are the ones you have the agreement with. I think that is an absolute key point, Michael.
\nMichael:<\/b>\u00a0 One more hint for our listeners before I let you go and revert the microphone to you taking charge, Kevin. What other hint would you say if you\u2019re looking for the best agent?
\nKevin:<\/b>\u00a0 There\u2019s a part in the book, Michael \u2013 I think it\u2019s around pages 9 and 10 \u2013 where I give you a table with 13 key things that you need to look for when you\u2019re looking to find the best agent. In other words, you\u2019re going to compare them.
\nI always advocate that you have to get three agents in, the key questions you ask those agents, you keep a record, and make no commitment until you\u2019ve seen all three of them because you\u2019re going to make a comparison.
\nOn page 9, I actually give you the 13 key comparisons, and right at the front, I talk about the top discount rate performance. This is probably a great demonstration, Michael, of why you need to get a good negotiator on your side, because in table 2, I give you about three or four comparisons about if you employ a dud agent, how much money it\u2019s going to cost you.
\nThis graph alone allows you to do an ABC-type rating, and you\u2019ll very quickly be able to determine who are the best agents because you\u2019ll know the key questions to ask them, Michael, coming straight out of the book.
\nMichael:<\/b>\u00a0 Thanks, Kevin.
\nIn summary, the cheapest agent is the one who gets you the highest price, not the one who gives you the lowest commission.
\nKevin:<\/b>\u00a0 Yes. And you\u2019ll see that on pages 10 and 11. I demonstrate that quite graphically for you in the book.
\nMichael, you mentioned there that it\u2019s quite cheap. It\u2019s the cost of a couple of cups of coffee. I\u2019ve tried to make it as cheap as I possibly could, basically really just covering the cost of production, to get this out to you.
\nIn a bookstore you would pay probably $30 or $40 to get a book like this with this amount of information in it, because I\u2019ve given you all of my experiences over about 25 to 30 years of having worked with agents and having worked as an agent. It\u2019s all in the book here. And as I said, for the price of a couple of cups of coffee \u2013 just under $10 \u2013 it can be yours.
\nMichael:<\/b>\u00a0\u00a0How to Find the Best Agent<\/i>\u00a0by Kevin Turner. Go to the home page at RealEstateTalk.com.au and click on the link. It\u2019s as easy as that.
\nThank you for your time, and thank you for letting me hijack your microphone, Kevin.
\nKevin:<\/b>\u00a0 It was a pleasure. And it\u2019s good to have the tables turned for a while.
\nMichael:<\/b>\u00a0 It\u2019s a funny feeling, isn\u2019t it?
\nKevin:<\/b>\u00a0 It is a funny feeling but I\u2019ve enjoyed it. Thanks, Michael.
\nMichael:<\/b>\u00a0 My pleasure, Kevin.<\/p>\n","protected":false},"excerpt":{"rendered":"

Michael Yardney turns the table on Kevin Turner and interviews him about his experiences as an agent, how to cut through what agents say and more importantly how to know that the agent you are appointing to sell your property is the best agent. 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