Journey to Sold: Your passport to a profitable property sale

By Geoff Grist

Selling property is a journey that can take surprising twists and turns - and there's a lot at stake! Your home may well be your biggest financial asset, so achieving a GREAT sale price, rather than a so-so price, can make a significant difference to your net worth.As with any journey, planning and forethought are crucial to success. In this practical guide to your Journey to Sold, you'll profit from real estate agent and entrepreneur Geoff Grist's wealth of experience, gained over two decades in the real estate industry. He explains the entire sale process: from the crucial first step of choosing the right agent, to presenting your property for sale, negotiating offers and, finally, slapping a big 'SOLD' sticker on your signboard with a big smile on your face! Journey to Sold is your passport to a profitable property sale.

• Language: English
• Publisher: Major Street Publishing
• Release date: Jan 1, 2022
• ISBN: 9780648515944

Book preview

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Praise for Journey to Sold

‘Selling real estate is a complex process with lots of small steps along the way, so I love that Geoff has broken down the real estate journey to help educate sellers of the importance of working with a great real estate agent who will guide you through the maze of selling. Following Geoff’s tips will help you sell for top dollar in the fastest possible time.

Aaron Shiner, Co-founder of LockedOn

‘Once again, Geoff has shown us why he is one of Australasia’s leading real estate agents and business owners. He has a unique way of telling a compelling story and an outstanding ability to have those who work with him embrace and follow his example. His knowledge and understanding of what it takes to successfully sell a property is cleverly laid out in this book. Anyone can sell a property, but not every agent does it well. This book sets the benchmark for all real estate agents and clearly shows why it is not easy to sell a property well.’

Kevin Turner, CEO and Lead Anchor at Property.TV

‘The role of an agent is to anticipate the unmet, unidentified and unsatisfied needs of today’s ever-changing customer. A great agent takes the pressure off the client. It’s the agent’s systems, methodology and approach that generates exceptional results. I’ve known Geoff for over 12 years, and this book is a testament to his detailed knowledge and aspiration to improve our industry.’

Josh Phegan, Speaker – Trainer – Coach at joshphegan.com.au

‘In Journey to Sold, Geoff Grist illustrates his meticulous, intelligent, proven and highly successful approach to selling property. It is so refreshing to read the words of someone who is not only a lateral thinker, but a person who holds such a high position of respect within the property industry. This book finds the solutions, gives the correct answers and is a must-read for anyone contemplating the biggest financial transaction of their lifetime.’

Peter Baldwin, Director/Chief Auctioneer, Richardson & Wrench Pty Limited

‘Great insight from a trusted source. An easy-to-understand, invaluable reference for anyone looking to sell their property, from a seasoned property professional. Well worth the read.’

Ben Dickson, Exclusive Buyers Agent at Hunter Manor

‘Every real estate sale is a journey for the seller. Naturally, there’s a lot at stake. The critical difference with property is that it has no recommended retail price, which means that every seller, armed with the right advice, information and support, has the opportunity to influence their selling price to achieve a top market result. There would be few people better qualified than Geoff Grist to guide sellers through the real estate selling journey, and Journey to Sold pulls back the curtain on everything required to deliver not only a great selling price, but also a rewarding real estate selling experience. From preparation, to launching the marketing campaign, to negotiating the best result, Journey to Sold lays out a proven road map for success from someone who knows the process backwards. Don’t do this alone. Discover the powerful edge Geoff’s knowledge and experience will give to your next sale.’

Ray Wood, CEO, Bestagents Australia & New Zealand

‘I work with real estate agents at all times in their careers and am always reminding them to systemise for success. I have had the pleasure of working with Geoff and he has gone above and beyond to write it down to help educate property sellers and raise the bar for his peers in the real estate industry. This book helps demystify the sales process so that sellers better understand the value their agents deliver.’

Robert Williams, Real Estate Trainer/Coach and Mentor at www.mrlister.com.au

‘Whether you are selling your home for the first time, or have sold many homes, Geoff has great advice and takeaways right here in this book. It’s like Wikipedia for home selling – a step-by-step guide with something for absolutely everyone.’ 

Samantha McLean, Managing Editor, Elite Agent

‘There is a saying that every journey begins with a first step. Many people find the journey of selling their home to be stressful, confusing and complex, and often don’t know where to start or what to do. Real estate expert Geoff Grist has produced a masterful summary of how to sell your home that will assist every seller in navigating this challenging process. Drawing upon his many years of producing outstanding results for his clients, Geoff has been able to crystallise his experience in a clear, logical and easy-to-read road map of the path to a successful sale. If you’re considering embarking on the journey of selling your home, your first step should be to buy this book.’

Andrew Cocks, Owner and Managing Director, Richardson & Wrench Group

First published in 2019 by Major Street Publishing Pty Ltd PO Box 106, Highett, Vic. 3190 E: [e-mail] W: majorstreet.com.au M: [phone]

© Geoff Grist 2019

Quantity sales. Special discounts are available on quantity purchases by corporations, associations and others. For details, contact Lesley Williams using the contact details above.

Individual sales. Major Street publications are available through most bookstores. They can also be ordered directly from Major Street’s online bookstore at www.majorstreet.com.au.

Orders for university textbook/course adoption use. For orders of this nature, please contact Lesley Williams using the contact details above.

The moral rights of the author have been asserted.

ISBN: 978-0-6485159-4-4

All rights reserved. Except as permitted under The Australian Copyright Act 1968 (for example, a fair dealing for the purposes of study, research, criticism or review), no part of this book may be reproduced, stored in a retrieval system, communicated or transmitted in any form or by any means without prior written permission. All inquiries should be made to the publisher.

Cover design by Simone Geary Internal design by Production Works Printed in Australia by Ovato, an Accredited ISO AS/NZS 14001:2004 Environmental Management System Printer.

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Disclaimer: The material in this publication is in the nature of general comment only, and neither purports nor intends to be advice. Readers should not act on the basis of any matter in this publication without considering (and if appropriate taking) professional advice with due regard to their own particular circumstances. The author and publisher expressly disclaim all and any liability to any person, whether a purchaser of this publication or not, in respect of anything and the consequences of anything done or omitted to be done by any such person in reliance, whether whole or partial, upon the whole or any part of the contents of this publication.

Contents

1. GETTING STARTED

Step 1 – Preparing for Take-Off

Step 2 – Planning Ahead

2. READY, SET, GO

Step 1 – Meet each other

Step 2 – The Job Interview

Step 3 – Signing the Agency Sales Agreement

Step 4 – The Agent’s Estimate of Selling Price

3. THE PAPERWORK

Step 1 – Your Conveyancer

Step 2 – The Contract of Sale

Step 3 – Documents Relating to the Contract of Sale

Step 4 – Inclusions and Exclusions

Step 5 – Fair Trading Compliance

4. PREPARATION

Step 1 – House of Horrors

Step 2 – Your Set-to-Sell Score

Step 3 – Systems and Checklists

Step 4 – Rental Appraisal

Step 5 – Selling a Vacant Property

Step 6 – Property Information Sheet

5. GETTING SALE READY

Step 1 – Styling

Step 2 – Timing

Step 3 – Vendor Paid Marketing

Step 4 – Book the Auctioneer

Step 5 – Pest and Building Report

Step 6 – Strata Report

Step 7 – Keys, Remotes and Pets

Step 8 – Professional Photography

Step 9 – Floorplan and Site Plan

Step 10 – Copy

Step 11 – Signboard and Brochure

Step 12 – On Display

Step 13 – Privacy Notice

Step 14 – Marketing Approvals

6. PROPERTY PRE-LAUNCH

Step 1 – VIP Previews

Step 2 – Buyers Agents

Step 3 – Open Times

Step 4 – Open Inspections

Step 5 – Editorial and Social Media

Step 6 – Test it First

7. OPEN FOR BUSINESS

Step 1 – Launch the Property Online

Step 2 – Database Buyer Match

Step 3 – First Saturday Open Home

Step 4 – Data Entry, SMS Follow Up

Step 5 – Call Backs and Feedback to the Owner

Step 6 – Just Listed, DLs Delivered

Step 7 – Database and Enquiry Follow up

Step 8 – First Mid-week Open for Inspection

Step 9 – Call Backs, Discussion and Feedback

Step 10 – Target Buyer Appointments and Second Inspections

Step 11 – Continue Open Homes, Call Backs and Feedback

8. NEGOTIATION

Step 1 – First Offer and Start Negotiations

Step 2 – Present the Offer to the Owner

Step 3 – Negotiate to Agree on Terms, Price, Deposit, Settlement Date and Final Price

Step 4 – Cross-check with all Buyers who Inspected

Step 5 – If not Sold, Continue to Auction

9. AUCTION

Step 1 – Setting the Scene

Step 2 – Sold or Negotiated at Auction

10. GETTING THE DEAL DONE

Step 1 – Sales Advice and Terms

Step 2 – Bank Valuation

Step 3 – Physical Signing and Exchange of Contracts

Step 4 – Putting up the Sold Sticker

Step 5 – Deposit Money – Who, Where and TFN

11. SETTLEMENT

Step 1 – Buyer’s Remorse

Step 2 – Buyer Access Prior to Settlement

Step 3 – The Seller is Packing to Move

Step 4 – Professional Cleaners and Presentation

Step 5 – Final Inspection

Step 6 – Conveyancer Details Prior to Settlement

Step 7 – Settlement Day

Step 8 – Order on the Agent

Step 9 – Agent’s Review Request

12. HOME AGAIN

Step 1 – The End of your Journey

13. DETOURS

Step 1 – Travel Tips

Step 2 – Green is Good

Step 3 – Buy and Sell Assessment

Step 4 – What Could Possibly go Wrong?

Step 5 – Tell-tale Signs

Step 6 – Community

Also by Geoff Grist

Glossary of Terms

State Government Bodies

1. GETTING STARTED

Step 1 – Preparing for Take-Off

You have decided to sell your home or investment property and you want what every property seller wants – the best advice to enjoy a rewarding real estate experience to achieve top dollar in a reasonable timeframe. Only a great real estate agent can meet your needs, in much the same way as working with a great travel agent can deliver a more rewarding holiday experience than you can get by making the arrangements yourself.

Think of a great real estate agent as the project manager for your Journey to Sold. Selling your greatest asset is a process-driven activity that requires a broad range of experience to anticipate the pitfalls ahead and navigate you safely to your final destination. You may be surprised at how many things can and will go wrong during your sale, so choosing a great real estate agent is like travel insurance for a safe and profitable journey.

Your real estate journey is specific to you: each property seller will find a slightly different way to get to their final destination.

You can choose to travel economy, premium, business, first class or even private charter. You can also choose your level of accommodation, from backpacker’s hostels or one- and two-star accommodation, right up to five-star luxury resorts. As with all things in life, you will get what you pay for and, if you want a better experience and a higher level of service, then your choice of real estate agent will determine your level of comfort throughout your journey.

Your property sale is just like planning your world trip:

You need to decide when to depart and return, or when you need to be sold by, and when you need to be in your new home. What are your critical dates?

What’s your final destination? Where are you going to move to after you sell?

What’s your budget? Are you travelling as a backpacker or first-class passenger? How much are you prepared to invest in the success of your sale?

Have you done your online research? You need to do