| Why Good Agents Sometimes Tell You What You Don’t Want to Hear |
| One of the most important conversations I have with property owners often starts with a simple question: “Jonathan, what do you think our property is worth?” It’s a fair question. And it’s one I take very seriously. For most people, their home is much more than bricks and mortar. It’s where they’ve raised their family, created memories, invested time and money, and built a life. So, when I provide an appraisal, I understand that the figure I give isn’t just a number. It can have a real emotional impact. Sometimes, the value I believe the market will support is exactly what the owner was hoping to hear. And sometimes, it isn’t. Those conversations aren’t always easy. But I believe they’re an important part of doing my job properly. My role isn’t to tell you what I think you want to hear so I can win your listing. My role is to give you honest, informed advice about what I believe the market is likely to do. That might mean explaining that a renovation you have invested heavily in may not return dollar-for-dollar what you’ve spent. It might mean suggesting that your property needs some preparation before going to market. It could mean recommending a different sales strategy, adjusting expectations around price, or even suggesting that waiting for the right time may be the better option. None of these conversations are intended to discourage you. They’re about making sure you have the information you need to make a confident decision. The market makes the final call As agents, we don’t control the market. We don’t determine interest rates. We don’t decide how many competing properties will come onto the market. And ultimately, we don’t choose what a buyer is prepared to pay. What we can do is understand the local market, monitor buyer behaviour, analyse comparable sales and draw on our experience to provide realistic advice. In the Murray River region, every property and every buyer is different. What works for one home may not necessarily work for another. That’s why I believe a good appraisal should be more than simply putting a price on your property. It should be a conversation about your goals, your property, the current market and the best strategy to achieve the outcome you’re looking for. Honest advice builds trust I’ve always believed it’s better to have an honest conversation at the beginning than a difficult conversation halfway through a campaign. If the market tells us we need to adjust our expectations, I’d rather discuss that openly. If buyer feedback suggests we need to change our strategy, I’ll tell you. And if I believe your property has the potential to achieve a stronger result with the right preparation and positioning, I’ll tell you that too. The goal isn’t to be right for the sake of being right. The goal is to give you the best possible information so we can make good decisions together. Over the years, I’ve had many conversations with property owners who initially didn’t agree with my advice. Sometimes they needed time to consider it. But I’ve also had clients come back later and say: “I didn’t want to hear that at the time, but you were right.” I don’t say that because agents are always right. We’re not. Markets change. Buyers surprise us. Circumstances change. And every property has its own story. But I do believe that experience, local knowledge and honest advice can make a significant difference to the outcome of a property campaign. Selling is a partnership When you choose an agent, you’re not just choosing someone to put a sign in front of your property and advertise it online. You’re choosing someone to guide you through a major financial decision. Sometimes that means celebrating the good news. Sometimes it means having a difficult conversation. And sometimes it means telling you something you may not want to hear. But if the advice is honest, considered and based on the market, it’s advice worth listening to. At Kerr Real Estate, my approach is simple: I would rather tell you the truth and build a relationship based on trust than tell you what you want to hear simply to win your business. Because the best result isn’t always achieved by the agent who promises the highest price. It’s often achieved by the agent who gives you the clearest advice, creates the right strategy and stays committed to the process from start to finish. Thinking about selling? Every property is different, and every seller has different goals. If you’re considering selling in Tocumwal, Cobram, Barooga or the surrounding Murray River region, I’d be happy to have an honest conversation about your property, the current market and what I believe your options are. No pressure. No unrealistic promises. Just straightforward, local advice to help you make an informed decision. Kind Regards,  Jonathan Graham Sales Agent | Auctioneer 0405 506 670 jonathan@kerrrealestate.com.au |
Why Good Agents Sometimes Tell You What You Don’t Want to Hear
