Luxe Listings reveals inside story on why agents use cold calling

Inside Karl Stefanovic’s waterfront mansion

Gavin Rubinstein features in Luxe Listings.Source:Supplied

The docu-reality real estate show, Luxe Listings Sydney showcases the world of buying and selling real estate.

Filmed over 80 days, it takes viewers through 17 homes on both sides of the harbour cumulatively worth around $250 million.

Sifting through the dramatic plots within the six-art series are some important take-outs for buyers and sellers.

MORE: Inside Karl Stefanovic’s waterfront mansion

And there’s insights for those who are neither.

The show revealed just how REAL estate agents get their listings and why house owners get so many unsolicited calls from agents.

Forget the polite pitch in the post, cold calling hustling was highlighted in Luxe Listings as a way agents secure business.

Inside Karl Stefanovic’s waterfront mansion

One of the homes featured on the show.Source:Supplied

While some agents think the days of cold calling are over, there are some who get the office juniors to each make hundreds of upbeat cold calls every week, in the hope they pique seller interest. Even the so-called attraction agents, who have built up connections and reputation over their years in their neighbourhoods, take to the phone to boost their pipeline into active buyers and sellers.

The overall goal of these cold calls is to plant the seed of selling your property through them.

Of course agents will also seek to create a sense of urgency.

Cold calling is mostly used to generate listing and appraisal appointments, but can also be used when seeking buyers for a property stuck on the market.

There are scripts that estate agents use in their pesky phone calls.

Regardless of your interest or answer, the agent will want to get through their script, using the art of gentle interruption.

These scripts are certainly best adapted to local suburban circumstances, where the agent notifies the house owner of the latest result of a recent listing on the street where they live.

Informing the owner of a sale price is often seen by the house owner as helpful, especially if the house was sold off market or for an undisclosed price.

Even onsite auction prices are withheld from real estate websites these days, making it hard for the average person to find out a result.

Agents specifically withhold prices from the public domain in order to prompt neighbours to phone the agent seeking an update of the latest market value.

Expect to then go on the agents’ database.

Knowledge and contacts are powerful tools in the world of listings and the ensuing continued sales success.

Inside Karl Stefanovic’s waterfront mansion

Some of the biggest agents use cold calling as a tactic.Source:Supplied

It should be noted of course, the withholding of the auction price from websites also allows the selling agent some tactical advantage over rival agents who are unaware of the sale price until after official settlement.

In the cut throat competitive world of real estate listings, there are some dubious practices.

Often the sale price cold calling update that was advised on your street was not actually done by the agent who implies it was their sale.

And sometimes the suggestion that the calling agent has a buyer who missed out, and will now buy your unlisted home, is not accurate.

Originally published asLifting the lid on agents’ cold calling strategy

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