This is a topic that provides a little confusion for students. What is meant by key decision makers.
When it comes to listing a property For Sale or For Rent (obtaining the listing), the agent needs to be appointed by the client (aka the principal) to represent them. This includes all parties that are listed on the Certificate of Title. However, it is not necessarily just those parties listed on the title that will be involved in the decision making process when it comes to choosing the agent.
Key decision makers are therefore anyone that has a vested interest in influencing those that will be signing the contract (authority document) in choosing the agent.
For example, you may have a young couple listing their property for sale, it is their 1st house they will be selling and their parents gave them money towards their deposit. The parents are not listed on the title, however they want to ensure that the young couple don't make a poor decision in their choice of agent, as they have a vested interested in making sure the property sells.
Failing to take into account all key decision makers will result in the potential clients deflecting the decision to commit to the listing as they will first need to speak to the other decision markers before they can sign the paperwork.
Therefore, as the agent, you need to ensure you ask the right questions when it comes to setting an appointment for the purpose of listing a property For Sale or For Rent to ensure that anyone that is a key decision maker will be present at the appointment to maximise the likelihood that you will get the business.
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