Login
iscover
A Sydney principal has discussed the importance of a proactive mindset, highlighting that a lucky doorknock can be all that stands between an agent and a sales windfall.
At the start of his real estate career, LJ Hooker Double Bay principal Aaron Del Monte achieved one of his earliest sales by biting the bullet and doorknocking a property that his client had long admired.
A proactive approach has been key in Del Monte’s two decades of sales experience, as he has continued the process throughout his career.
Recently, a chance doorknock helped him secure a windfall for a young family selling a home they had only purchased in Sydney’s eastern suburbs.
Del Monte said that he had unsuccessfully shown a Matraville property to clients who were looking to downsize when he saw an adjacent property that was perfectly aligned to his client’s needs, but had been sold for $2.55 million to a young family just three days prior.
After approaching the family and discussing the prospect of selling their property, Del Monte was met with a result that is an all-too-familiar part of lead generation.
“I knocked on the door and asked the owner if the price was right, would they consider selling, but they were not interested at first, they had only just unpacked,” Del Monte said.
Despite the initial rejection, Del Monte emphasised that his understanding of his clients’ property preferences made him sure that “their urgency to buy was the highest you could have” .
“I knew with absolute certainty that if I was able to get them in the one that had just sold, that there was no question that they would be the buyers for it,” he said.
While the eventual sellers were still uninterested in the proposal at first, Del Monte said that his certainty enabled him to press on and successfully convince the family to let his clients through the property.
“I just couldn’t take no for an answer because I knew it would make a world of difference to them and their family if this buyer did go through and offered them a huge amount more money than what they paid for it,” Del Monte said.
“Knowing that with certainty gave me that little bit more hunger to push that little bit harder,” he added.
Upon taking his clients through the property, Del Monte’s persistence would result in them making an offer $500,000 higher than what the owners had paid less than six weeks earlier, which elsewise would not have occurred if not for the principal’s first doorknock.
Del Monte said that the resilience he has built up over his career was what enabled him to press on amid rejection.
“You can ever so slightly tip the odds a little bit more in your favour through that mindset and knowing that it is possible, even if it’s not necessarily going to result in the windfall every time,” he said.
By adopting a resilient approach, Del Monte explained that he has managed to notch up a number of sales by connecting buyers to properties they may not have considered.
“We’ve really tried to grab quality buyers that have urgency and appetite and budget, and then try to open up their search criteria in terms of other suburbs that may not have even come across their radar.”
He said that expanding a buyer’s radar beyond their initially preferred markets can see them “pay so much more than what the local buyers will”.
Del Monte said that his agency has used the mindset to chart a number of sales across the eastern suburbs markets.
“There is a shortage of stock in the eastern suburbs, so if we can connect the right buyer with the right property, then everyone benefits from that,” Del Monte said.
Highlighting the wealth of sales opportunities that can lie behind a single doorknock in the Sydney market, Del Monte encouraged agents to follow the same mantra that he repeats to the team at LJ Hooker Double Bay.
“It’s the same advice I tell my team. You can’t think about it. You can’t procrastinate on it. You just have to get out of the car and just go do it,” he concluded.
You are not authorised to post comments.
Comments will undergo moderation before they get published.