Agent wins listing thanks to his relationship with a mortgage broker

When Ray White Ferntree Gully sales agent, Chris Watson prepared for a listing presentation for a Rowville property, he knew the vendor’s had already made up their mind to go with another agent in the area.

“The vendors had made it clear that they were just bringing in other agents to keep the agency they had chosen honest. Still, I decided to go in and do my full presentation because I knew I had something a lot of agents in the area lacked: a successful relationship with a mortgage broker,” Chris said.

A big part of Chris’ listing presentation is a segment on finance and understanding how much prospective buyers are likely to borrow when they go down various pre-approval avenues.

“It’s a bit of an education process around buyer borrowing capacity and how a mortgage broker fits into the equation. The take-home message is simple: if you can give buyers access to more money, it’s likely they’ll use it.

“And if all these buyers get the right kind of pre-approval for a higher amount of money, they’ll be even more prepared to spend it,” Chris explained.

Ray White Ferntree Gully has a fully integrated Loan Market business into their network of offices, which enables Chris to work exclusively with Loan Market broker Kat Skold. Kat is on the ground to help Chris’s buyers with their loan options to ensure they are prepared and financially confident before they purchase, particularly when it comes to auction properties.

The vendors in this case had decided not to go to auction, however, after Chris’ presentation, their perspective changed.

“They hadn’t been informed about buyer finance prior to our meeting and afterwards their whole plan had flipped on its head. All of a sudden, I had won the listing and the vendors were going to auction - all because of my relationship with Loan Market

"Many agents think that having a relationship with a mortgage broker is only about referral fees but that’s only the start of it, as proven in this case working with a broker wins me business,” Chris said.

The property, located at 23 Linnel Court, Rowville, went to market today and is scheduled for auction on 18 November.