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Getting the most out of estate agents - Jo Eccles, Sourcing Property

Getting the most out of estate agents

My column last month talked about how to get started with your search once you’ve decided you want to buy. This month, I want to address how to get the most out of estate agents and ensure that you don’t miss out on properties.

Being recognised as a good quality buyer is key in the search process. You want to be on the estate agents’ radar so that they contact you as soon as the right property comes up. For example, there are approximately 30 estate agents covering each small pocket of London, therefore, if you want to do a thorough, exhaustive search across the areas you’ve chosen, you need to be in touch with every single one of these – you never know which estate agent is going to be instructed on the perfect property for you, so you want each agent to know about your requirements.

Although a lot of buyers usually start their search on the internet - either on estate agent websites or internet search engines/portals - remember that the information can be out of date; it usually takes at least a few days from the time an estate agent is instructed on a property to organising the floor plans and photos, and posting the details on their website. A lot of good property goes under offer before any photos or floorplans are circulated, and this is where positioning yourself in the best possible light and maintaining good relationships with the estate agents comes into play.

So, how do you get to the top of the estate agent’s lists?

1) Register via the telephone
This gives you the chance to speak to the estate agent, explain what you’re looking for and answer any questions they may have. It’s also a good opportunity to highlight your best attributes as a buyer, e.g. you don’t have a chain or you’re paying 100% cash with no mortgage. Follow up by sending your contact an email so they have your details and a reminder of your search criteria.

2) Keep in touch
Sales negotiators are usually juggling numerous buyers/applicants at any one time, so it’s easy for you to be forgotten if you don’t stay in touch. Send them an email or pick up the phone at least once a week. This will keep you in the forefront of their mind and will show that you’re more serious and proactive than a lot of other buyers.

3) Always give feedback
Estate agents will be more motivated to help you if they know exactly what you’re looking for. Therefore, when they email properties to you, or you do a viewing with them, always give them feedback about what you do and don’t like about the property/its location etc. If the agent has a clear idea of exactly what you’re looking for, it’s likely they will pick up the phone to you, rather than another buyer, when that perfect property comes up.

4) Be polite!
It’s amazing the stories we’re told by estate agents about some buyers who are less than polite or consistently turn up late to viewings with no advance warning! The service you receive from an estate agent can be significant in you finding the right property, so the more they enjoy dealing with you, the better. The best property we hear about is usually when an estate agent notifies us about a new instruction ahead of it officially coming onto the market. This enables us to show our clients ahead of other buyers and often gives them an opportunity to make an offer and secure a property without competition from others.

Next month I’ll talk about the research you need to do once you’ve found the right property, and advice on deciding how much to offer for it…

Jo Eccles

Jo Eccles is Director of Sourcing Property, an award winning and independent London property search company. She is also a widely regarded property expert and frequently comments on the property market in the national press and on TV, appearing as the property and relocation expert on London Tonight, BBC News, BBC2's Daily Politics programme and ITV's Homes & Property series. For further information call 020 7244 4485 or visit: www.sourcingproperty.co.uk

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