Rich Harvey

Then we step into the next two phases, which is negotiation and due diligence.

We love negotiating, Craig.

It's one of the best things about my job.

I really, really enjoy it.

It's not so much about beating the agents at their own game because good agents know how to negotiate too.

But the minute you walk into an open house, you're starting the negotiation process.

So that agent is sizing you up to go, does this person have the budget?

Do they have the experience?

You know, because the selling agent is there to maximize the price where there is the buyer's agent to make sure we don't overpay and get it for the lowest possible price, but still beat the competition.

So how do we negotiate?

Well, we prepare firstly a very detailed appraisal report for our client and we give them advice based on five or six comparable sales on what the property is actually worth.

And so we go in armed with all the facts.

And then we use those facts in our negotiation process with the agents.

If it's an auction property, we'll try to buy the property pre-auction, but if we can't, we'll attend the auction on the client's behalf up to a pre-agreed limit.

So we just take all of that emotion out of the process.

You can imagine so many home buyers go, Rich, I have to have this property.

And I'll say, look, just put the brakes on.

We're going to get it, but just don't show all of your emotion to the agent.

We just need to put a layer of protection around what you're looking to do here.

Then we also organise the pest and building inspections.