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82 Business View Australia - July 2015

original vision for the business was

born when I noticed that traditional

buyers of real estate were not

represented. There were a couple of

buyers’ agents around but I saw that

there was a niche in the market to

help buyers get a leg up and level the

playing field and really help them to

make more informed buying decisions.

“Traditionally there is a selling agent

to market the property, but when

the buyer comes along there is no

one on their side to find a property,

no one to help them to appraise it

and tell them what it is worth and

no one to help them to negotiate.

“Mosthomebuyersareprobablyselling

their properties every 10 to 15 years.

In that period of time the technology

changes in the way property is

marketed and the value of the property

also changes. So I felt that there was

an opportunity to help grow the buyers’

agent industry and I had a vision to

become the best in the business.

“It was interesting rolling out our

mission and vision many years ago. We

have actually achieved that mission and

vision over time. When we started there

was just myself and my wife but we now

have 12 members in our team, each

of whom handles a specialised area.”

Home-buyersandinvestorsrecognised

the value that Propertybuyer was

bringing to the table. The volume of

business grew rapidly and in the last

15 years the company has completed

over 2000 purchase transactions.

Propertybuyer rapidly diversified

into the luxury segment and started

helping buyers who were looking for

homes in the $10 to $30 million range.

It also started working for commercial

buyers who were looking for new

premises and commercial investors

who required high yielding assets.

In Rich Harvey’s experience, real

estate purchasers can get much better

results if they use a buyers’ agent. He

says, “Homebuyersmakeanemotional

purchase. Home buyers buy with their

heart and not with their head. So, a

home buyer will walk into a property,

fall in love with it, but not realise that

it may not be a suitable property

for them in two or three years’ time.

“The kids might have got too big for it

or it might be too far from the school or

too far from their place of work. They

need to future-proof their purchase.

But they rush in, fall in love and

make silly offers and pay whatever

it takes to get it. They are not really

considering the competition on

the property. These are a couple

of mistakes home-buyers make.

REAL ESTATE