Edition 2 James Market News Property Report - Flipbook - Page 18
Real Estate Matters
The Trust Bridge
How do we handle challenging sales, like during
a tough market, or a home with freeway noise
that failed to sell with another agent? The answer,
I think, lies in understanding people.
Firstly, buyers, sellers, and agents have emotions,
expectations, and perspectives.
Secondly, there needs to be a bridge between these
emotions, expectations, and perspectives for a coming
together, an exchange, a transaction between buyer and
seller. And what is that bridge? Money? No. That’s the
fuel for the vehicle crossing the bridge but it’s not the
bridge itself.
Agent? No. The agent is the boat or vehicle, but not the
bridge. The bridge is trust. Every deal is built on trust
(or the lack of it) – trust in the players, trust in the
process, and trust that the result will be good for you.
Trust that if you step onto this bridge, you’ll get to the
other side and be better for it.
So, how do we sell and buy homes in challenging
situations? Negotiation skills, timing, and luck all play
a part, but every transaction comes down to trust.
It’s the key that holds relationships together, and real
estate is all about relationships – sometimes fleeting,
sometimes long-lasting.
Agents, sellers and buyers seeking actions can make
deals come together by finding common ground.
Work hard, collaborate and find the connections that
build trust, the bridge needed to transact.
Mal James 0408 107 988
mal@james.net.au
Simone Clarke 0400 304 111
simone@james.net.au
