SELLING PEXA TO YOUR CLIENT

[shanejacob]

Most clients in Western Australia are price sensitive when it comes to Conveyancing costs.  Although selling of PEXA creates additional costs instances over the last few months in WA have made this office more committed to on boardig our clients settlement process onto PEXA the platform. It clearly has the ability to reduce costs to our clients where there is no delay in settlement.  Why you ask :-

• Settlements being called off at the last minute due to clients signing documents differently, ie. S Smith or Sam Smith on the Transfer and Mortgage. 
• Running around last minute getting your clients to sign new documents or letters of explanation for Landgate delay settlement,  cause additional costs and can cause settlement to be called off that day. 
• No bank cheque fees to our client
• Settlement Clerks attending settlement late and having to reschedule settlement times
• No lost documents causing settlement delays 
• Snail mail taking 3-4 days longer with signed documents in the paper world  
• Delays in registration in the paper world -v- electonic world. 

Our clients need to have a clearer knowledge of the advantages and the benefits of our office completing financial and registration of settlement by using PEXA,  and how using PEXA can reduce these types of delays  - v - the paper world.

Moving forward in our future almost all of our transactions will be through PEXA based on legislative changes through Landgate proposed in 2018.   

The SJS team want to create a more proactive approach where the benefits of using PEXA are more clear to our client rather than trying to sell a product that costs more financially on settlement,  we try and use this product and service to reduce additional costs to our client in the long run.

It should not just be about short term cost to the consumer - it should be about the benefits :-

• Settlement being on time
• Ensuring our client always has a positive experience
• Our credibility and ensuring our clients settlements are not delayed in anyway
• Creating positive outcomes for our clients everytime
• Reducing additional costs by not having delayed settlements or settlements re arranged

Happy client - Happy Staff -Happy life =   :-)

[EmilyBilling]

Thanks for sharing these great tips and benefits when discussing PEXA with your clients! Having that conversation and talking about the benefits of e-conveyancing with clients is very important. 

@Jonathan @andrew_rothfield @LawyersConveyancing @KathrynOswald Can you add to Shane's tips? How do you approach the conversation of e-conveyancing with your clients?

@Robyn very similar to the conversation we we're having the other day. 

Cheers
Em 

Community Manager

[LawyersConveyancing · Accepted solution]

Well actually, I don't attempt to sell PEXA to my clients at all. If I can conduct a settlement through PEXA then I will, without the client having any say in it.

My view is that it is up to the client to convince me that I should expose my firm and my client to risk by using the clunky old system than to employ safer and more secure methods in effecting settlement.

I would add to this however. I really do believe that PEXA should consider advertising to the community so that consumers will actually demand PEXA settlements. I know that there are law firms and conveyancers out there who will stay with the paper system for as long as they can, and that the only thing that will change their attitude is where a client rings and asks, "And will my settlement be through PEXA?" Only when the Luddites realise that consumers are demanding PEXA settlements will there be a surge in uptake.

So, my view is that PEXA should pitch at consumers in terms of safety and convenience first, and then pitch to the industry as to the ease of use and lower overheads.

I want to see regular advertisements in real estate sections of newspapers, and perhaps even on TV about the "Power of PEXA" and the need to ensure that the choice of conveyancer should be based on professionalism, as indicated by their use of the PEXA platform.

[andrew_rothfield]

We're a Victorian conveyancer and we tell our clients:

1. We share the PEXA fee with our clients (i.e. they only contribute half the cost) as our client and our firm both benefit.

2. We stress the reliability of PEXA settlement, there won't be a settlement failure caused by a missing or incorrect document or bank cheque.

3. Buyers don't have to pay for any bank cheques, and sellers have access to their sale proceeds usually within an hour of settlement (rather than after 3 working days).

4. Land Victoria dealings are a little cheaper with PEXA, clients save $8.30 for a mortgage or discharge of mortgage and $8.00 or $9.00 for a transfer.

5. Buyers have their legal ownership established at settlement - they do not have to rely on their mortgagee lodging their documents.

[TheresaTing]

PEXA has buyer/ seller brochures that you can hand out to your clients to help you explain the benefits of settling electronically via PEXA.

Ask your PEXA specialist for a stack of brochures to display and use in your office.

Alternatively, You may download the brochures here

[AnnaHardie]

Hi Community, 

We have a few new members who joined today. You can share your views and join the discussion by clicking 'reply'. 

[AnnaHardie]

I spotted this on Broken Hill Conveyancing's facebook page. Sharing the benefits with buyers and sellers passing their office. A great way to start the discussion! 

Did you know that Broken Hill Conveyancing is Australia's leading e-Conveyancer? 

Broken Hill Conveyancing

[MorganConveyancing]

Except when Land Victoria decides to go down for the day.