Tom Vlahos of Xceed Real Estate has seen a lot of changes in the industry throughout the past three decades.

His career has included being in the Top 21 of Australian Real Estate Agents for 15 consecutive years, as well as achieving a Master Salesman Award and multiple REIWA Million Dollar Club Awards.

He holds a Diploma in Business Management, a Diploma in Property and is a licensed real estate and business agent.

Mr Vlahos said the secret to his success was building strong personal relationships.

“Whilst we live in a time where digital media is an important and very useful tool in selling real estate, nothing beats the personal touch,” he said.

Mr Vlahos said most of his listings come through word of mouth and referrals, with multiple members of the same family having requested his services in the past.

“I have sold homes for grandparents, parents, children and grandchildren all in the same family. To me, that is really special knowing they trust me to look after them," he said.

Tom said his advice to agents was to not "forget the basics”. 

“Remember your clients are entrusting you with one of their biggest assets. Make sure you build a relationship with them," he said.

“Likewise, when working with potential buyers, take the time to understand what they are looking for – spend the time to speak to them."

Tom’s Top 5 Tips for agents:

1. Be a Human

This may sound strange, but I think in the digital world we live in, it is easy to forget the human to human relationship. Take the time to meet with your clients in person, pick up the phone and speak to someone vs sending a quick email. Remember, people do business with people. 

2. Be honest and do your research

Go into every appraisal with thorough research. As agents we have access to great data. Present this to your clients. Show them that you know their area and you know what realistically they can achieve for their property. 

3. Communicate the process throughout – to both the buyer and the seller

This is so important. The process of selling (and buying) a home can sometimes feel a little daunting to people. Let them know what each stage of the process involves. This ensures a smooth process for everyone too. 

4. Don’t discount traditional marketing techniques

Some of the biggest success I still have today when selling properties is through marketing techniques like local letterbox drops. Remember each property is different, some come up with a marketing solution that suits that potential buyer market. 

5. Work as a team

At Xceed we are so fortunate to have a sales team that really, honestly supports one another, yet I know this isn’t always the way in the industry.

The team approach brings to the best result for both your client and the buyer. For example, if your listing doesn’t suit a potential buyer that has walked through a home open, there is a chance a colleague’s listing might. Working together results in a great result for everyone.

To find out more about Xceed, phone or email Tom via the details below. 

Click here to visit the Xceed website

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