Winning the business
Choosing and defending auction versus private treaty
The vendor has a strong view about method that may not suit the property or the market.
Do this now — in this order
- 1Match method to buyer depth, not to office preference.
- 2Be honest about what auction does when enquiry is thin.
- 3Explain the role of a price guide and the risk of guide creep.
- 4Set the reserve conversation date at the start of the campaign.
- 5Explain what a pass-in actually costs in momentum and perception.
- 6Give the vendor the decision with consequences attached to each path.
What to say
Method honesty
"Auction works when we have competition. If we don't create it, the auction becomes a public deadline that hands buyers leverage. Here's how I'd decide by week three."
Why it works
Method is a strategy decision, not a branding decision. Agents lose credibility when the method serves the office rather than the property.