"Many sellers put their home on the market on a Thursday and sell it by the Saturday, and it is perceived as an amazing result because it sold so fast, but in reality it will probably cost the sellers money on the sale price by accepting an offer so quickly," Miles explains.
Realmark's Set Date Sale process, established in 2012, gives sellers greater control over their property sales. This approach combines traditional sales methods with the advantage of compelling buyers to submit offers within a set period, usually 21 to 28 days.
This proven method consistently delivers excellent sales results, providing sellers with the predictability and security they need.
The process involves coordinating all offers through the Realmark online offers platform, which enables buyers to submit offers without meeting the sales representative.
According to Miles, this process promotes transparency throughout the sale, ensuring buyers have a fair and equal opportunity to purchase the property.
“The Set Date Sale creates competitive tension and allows time to capture buyer interest, increasing the chances of a successful sale,” he says.
“It's an approach that ensures that the property is not rushed into a sale and allows it to find the right buyer. Following the Set Date Sale process can help sellers achieve the best possible price, rather than settling for a quick sale to benefit the agent's interests.”
After being on the market for 15 days, seller Dom Del Borello's home in Mount Hawthorn sold for over $2,175,000. There were 157 enquiries, 99 property viewings, and four written offers.
The eventual buyer, away on holidays during the first weekend of showings, made their winning offer on the second weekend, leading to the successful outcome.
Not rushing into a decision prior to the set date was crucial in achieving this result, as a quick sale wouldn't have produced the same outcome.
“Realmark impressed me with their proven history of achieving $2 million-plus sales in Mount Hawthorn,” says Dom. “They weren't all words and promises.”
The three-year-old, 4 x 2 home built by Ultimo Constructions was perfect for a young family of four, yet of the 99 groups that viewed it, half were mature buyers downsizing for the first or final time.
“Our main market ended up being the 50 to 65 age bracket with kids who have left or adult children about to leave,” says Miles.
“It attracted this market because the property is new, high-end and low-maintenance, and has a beautiful courtyard rather than a large yard.”
Dom chose Miles, a Mount Hawthorn local who has sold a number of properties in the area.
“Many sellers sign up with the perceived number one agent of an area because they see them as active or on signboards,” says Miles.
“It's important not to rush in and choose an agent; rather, speak to a few, gather your proposals and take your time with a measured approach. You are better off digging deeper and seeing who has your best interests at heart and what their sale process involves. When choosing your agent, ask one question – how will you achieve a better outcome than the next agent? It is the key question.”
Miles says sellers look to take shortcuts in this market, assuming the home will sell itself because demand is high.
“It's important to implement the right process, presentation, negotiation skills and marketing to increase your price,” he says.
Ensure your property is sale-ready, starting with a deep clean. "Get into all those hard-to-access places you may not usually attend to, like window and shower tracks, and get your garden up to spec," recommends Miles.
"Recruiting a stylist to stage your property elevates the home's overall presentation. You want it to look like an aspirational home because any property presented immaculately will feel good. One of the most common phrases you hear when someone buys is, ‘The home just feels good’, and you are trying to create that feeling that the buyers can't quite put their finger on."
Miles says it is acceptable to scatter a few personal mementos and photos throughout the home, but beware of shrine-like photo walls. "They are too overwhelming," he says. “You want buyers to be able to visualise their family living in the home, so a wall of 30 photos can make that difficult.”
A well-timed negotiation is critical to achieving a good result.
"Many agents jump in early, get a couple of offers, and want to negotiate right away," says Miles.
"You are better off holding your cards to your chest as a seller in this market because you have the leverage. Be measured in your approach. Gather offers, then choose the right party to negotiate with. A smart sale beats a fast sale every time."