Buyers are everywhere and your next property buyer could also be your next seller.

With many property buyers in the market coming through open homes and a stack of new email enquiries hitting your inbox each day, how can you come from a place to provide a higher level of experience?

Rapport opens doors. To build rapport you need a strategy to level up the buyer experience and help the buyer to not feel like just another number. Working with all the buyers that you are meeting at open homes on the weekend is about having an effective buyer management plan to create buyer relationships.

Some of the top achievers in this industry work their buyers to generate new and future business. The most effective way to service the buyers is come from a place of ‘Help’ rather than ‘Sell’.

Most agents tend to come from a place of sell rather than taking the time to help buyers. Look to add value more than any other agent using ‘Value Hooks’. For example, look at providing a Comparative Market Analysis of the last 6 month sales in the area they are looking to purchase or provide some type of report to where they are looking to buy, that’s help.

“I've learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” Maya Angelou

We generally focus on sales where they live but if we change our focus and educate them on sales of where they want to buy, you can create a foundation that adds rapport, connection, and trust. Below are some different examples of how you can add value hooks to your potential hot buyers.

Ideas to ‘Help Buyers' Value Hooks:

  • Stay in contact with relevant information that is specific to their needs.
  • Provide a CMA report to where they are buying with a list of sales for last 3 months - educate the buyers.
  • Use multiple a variety of touch points by applying High Tech and High Touch - SMS, email, letters and phone calls.
  • Offer to help on bidding for them at auction or making offers on their behalf.
  • Negotiate of their behalf when making an offer on other agents properties.
  • Advise them about other properties in the area they might be interested in purchasing and don’t be afraid to let them know of your competitors listings, they have are probably aware through property alerts anyway.
  • Call your Hot Buyer list on a Monday and Friday (twice a week). Monday reach out to your hot buyers to see how their opens went on the weekend and Friday call about new any listings and invite them to your open homes.
  • Next time you are at your latest listing property photoshoot, think about which hot buyers you could reach out to, by taking a video on your smart phone of the property showing the features and benefits that match their criteria. Showcase the property for about 1 min (no-selfies) with some commentary.  Then personally invite them via email or MMS as a VIP buyer. Remember we spoke about High Tech vs High Touch - give them personal touches.

“I've learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” Maya Angelou

About Claudio Encina

Claudio Encina is a highly regarded Australian real estate coach, speaker, mentor and trainer. With more than 20 years industry experience, including almost a decade as a leading agent in Sydney, Claudio is driven by his passion for helping clients implement proven sales techniques, systems, strategies and skills to increase their productivity and profitability in all market conditions.

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