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Perth-based agent Eric Hartanto knows a thing or two about challenging deals, none more so than selling a penthouse for over $7 million in the city. He tells REB how he closed the transaction.
The principal at Hartanto Properties is ranked fifth in the REB Top 50 Agents WA 2023 ranking.
Mr Hartanto – who also secured a place in the Top 100 Agents 2023 ranking – said he attributes his success to consistency and perseverance.
“We have encountered transactions that proved demanding to close, such as the sale of an extraordinary penthouse in South Perth Esplanade in April,” he recounted.
“This property had languished on the market for an extended period, and the owners had a precise figure in mind for their net sale. They eventually withdrew it for the market.”
However, when an eager buyer emerged with an offer, Mr Hartanto said he worked “relentlessly” in negotiations.
“I ultimately persuaded the sellers to come to an agreement on their own terms,” he said.
“I sold the property for $7.1 million.”
There is strong demand in Perth for homes that are impeccably presented and ready for immediate occupancy, Mr Hartanto observed, particularly as challenges mount in the construction and renovation industries (stemming from supply chain constraints, and a scarcity in skilled tradespeople, which have made procuring materials and labour particularly difficult).
Mr Hartanto said most of the properties he sold in 2022 were high-end residential properties.
The power of word of mouth
Securing repeat business, assisting vendors with obtaining their desired price points, and ensuring client satisfaction are the cornerstones of his approach, Mr Hartanto highlighted.
Honing his strategic negotiation skills resulted in sales that exceeded vendors’ expectations, which led to a number of referrals.
“Many of our satisfied clients have referred us to their friends and neighbours, contributing to a significant portion of our business,” he said.
Patience, positivity key to prosperity
The agent is determined to achieve higher growth this year by strengthening relationships with existing clients and generating repeat business, providing exceptional service, and establishing his agency as a trusted partner for new clients.
These qualities are also essential for other agents who wish to replicate his success, as is recognising the virtue of patience and maintaining unwavering positivity.
“Achieving success usually requires consistent effort over a long period of time," Mr Hartanto said.
“It’s important to understand that pursuing excellence and kicking goals in real estate is a marathon, not a sprint.”
Moreover, with interest rates rising and the number of properties listed on the market shrinking (which could make it challenging to secure listings), Mr Hartanto said this would require agents to work harder.
Mr Hartanto concluded: “This means that it will be more important than ever to be strategic and put in extra effort to secure business in an environment where there may be fewer sellers available".
Click here to view Top 50 Agents 2023 rankings for Western Australia.
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