How to develop relationships with agents to your advantage with Cesca Greene – BONUS SERIES Ep.13

In episode 13 of the Property Investing Journey series, Mike is joined by Buyer’s Agent Cesca Greene, to explore the merits of developing strong relationships with sales agents, and how doing so can benefit your property journey.

There is a long history of perceived mistrust and scepticism when it comes to buying property and dealing with real estate agents. Deemed a necessary evil, many buyers tell stories of being misled is their quest for home ownership or property investment. According to Cesca it doesn’t have to be this way.

It’s a rare thing to buy a property without dealing with a sales agent. In Australia, it’s much more common to deal with an agent on the seller’s side, than it is for a buyer to engage an agent. This disparity is part of the problem and it’s easy to understand why there’s confusion as to who is working for whom.

Cesca believes that building a strong relationship with sales agents is critical to the process, and it’s important to remember that the sales agent works for the vendor. The buyer is the customer but oftentimes the lines become blurred in the eyes of the public.

If you’ve ever had a challenging experience with a sales agent, or simply want to avoid one in the future, you can’t afford to miss Mike & Cesca’s conversation on this topic.

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Mike is joined by Buyer’s Agent Franscesca Greene (Cesca for short), to explore the merits of developing strong relationships with sales agents, and how doing so can benefit your property journey. There is a long history of perceived mistrust and scepticism when it comes to buying property and dealing with real estate agents. Deemed a necessary evil, many buyers tell stories of being misled is their quest for home ownership or property investment. According to Cesca it doesn’t have to be this way.

• Buyer’s agent vs sales agent – does it need to be adversarial?
• The benefits of engaging a buyer’s agent
• The importance of building rapport with sales agents
• How to get past the historic misperception of the sales process
• Buying off-market
• Cesca’s top tips to better relationships with agents

“The skills you use to develop positive relationships with any human being are the same skills that will set you in good stead to have positive relationships with sales agents. That’s maybe the revelation – that they’re human“ Cesca 2:39

“Because there haven’t been a lot of buyer’s agents in Australia compared to sales agents, there’s an historical misunderstanding about who’s working for who“ Cesca 4:38

“They’re selling us the property but we need to sell them our buyers. We need to say ‘Hey, this is why my buyer is going to be the best for your client and for you, and this is stuff that you can tell your vendor as to why we should be your buyer and this is why it’s going to work’. So we’re both selling something to each other.“ Cesca 8:47

“I think, unless you have a lot of time on your hands, and obviously I’m biased in saying this, it probably makes sense to let a buyer’s agent do it for you, because it’s going to be hard to spend the hours that we do, day in and day out, evenings, weekends, nurturing those relationships“ Cesca 18:47

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