Pricing is key to selling, says top realtor

Over-pricing is the most common mistake made by property sellers, says one of Rotorua's top realtors.
Paul Sanford says sellers need to meet the market they're in if they want a quick and successful sale.
"Sometimes properties take a long time to sell because they're not priced to the current market."
Mr Sanford should know. He has been named the best commercial sales consultant in Harcourts' central region for the second year running. The region encompasses Bay of Plenty, Hawkes Bay and Waikato.
He credits his success to transferring his customer service skills from his time as owner of Star Appliances to real estate, which he took up in 2006.
His wife Dee was already a real estate agent and he was approached to set up the commercial division. Since then he's been involved in selling a full range of space and said the principles of selling appliances were the same as for selling real estate.
"When I first got involved I did a survey to see what wasn't in the industry and it was the complete customer service, right through to settlement and everyone being happy, that wasn't being done."
As a result he set up a customer service team to help buyers and sellers with all aspects of the purchase including brokering. This team of two takes care of extra paperwork that both buyers and sellers should think about.
"I take the customer service attitude I had with Star Appliances through to the real estate.
"In three years when your appliance breaks down you want to get it fixed, it's the same service when a guy wants to sell the building he bought through you."
Mr Sanford said buying and selling commercial real estate was similar to residential but while househunters look at their prospective neighbourhoods, commercial buyers should investigate whether the buy will pay off.
"In selling the biggest mistake is not meeting the market, the current market you're in. Sometimes properties take a long time to sell because they're not priced to the current market. Buyers tend to spend money on due diligence and get the necessary reports to make the purchase a more viable purchase. Do the research - that's what I'd encourage everybody to do as much as possible."
Rotorua was becoming a popular city for commercial real estate with buyers from outside the Bay of Plenty - both nationally and internationally - choosing to invest in properties.
As well as encouraging outsiders to move in Mr Sanford said he was excited at seeing new businesses start up in the city.
"Having transtasman flights has created some interested and people are starting to think of Rotorua for investment.
"There are always people buying and selling but it's also important we encourage new business into Rotorua. It's crucial that we're not just moving around but creating business and developing the town."
Mr Sanford's win was announced at the Harcourts end-of-year awards in Hamilton, attended by Harcourts employees from across the central region.
He now goes forward to the group's annual conference which is being held in Christchurch on May 19.
"I'll always try to win again - I don't want to be taken off the top," Mr Sanford said.