Sellers: John and Rachel

Their property: A substantial Remuera northern slopes homestead in the Grammar Zone with outstanding sea views on almost 3000m2 of land.

Sellers' motivation: John and Rachel had lived in their home for about 12 months and were planning to totally re-model the house. Quotes for alterations proved to be very expensive and they were losing enthusiasm for a project that would cause them to move out while building progressed.

How they decided on me: I first met John and Rachel in 1998. Since then they have bought and sold a few homes through me. John has continually referred his staff to me and I have helped several of them to buy and sell houses. Trust has built up between us during those transactions.

Selling Method: John and Rachel wanted to be passive sellers ie: they didn't want to spend large amounts advertising the property. They certainly didn't want open homes or nosey neighbours browsing through the house. They listed quietly with me and over a period of a few months I showed about four qualified buyers in their price range (over $3million).

Marketing: There was no sign, no advertising, no internet, etc. My networking efforts found the buyers that viewed this property.

Results: The eventual buyer was looking to spend far less than the eventual sale price of $3,175,000. The buyer had a quality home in the Eastern Bays that my vendor was willing to trade. After the trade was completed I sold the Eastern Bays property within two weeks for $1,300,000 (again through my network). I then sold that purchaser's property at auction in Orakei for $1,000,000.

Main Success Factors: John and Rachel were passive sellers. They successfully tapped into the database of one of the most active agents in their area.