Buyer work has never been so critical.

Buyers make up 50% of a transaction, not 20%. Please have this as a daily mantra. Yet why do we focus 90% on listings & 10% on buyers? It doesn’t make sense.

Adrian & Troy’s 10 Point Plan;

1. Don’t pretend to appropriately service 100’s of buyers 

2. Sometimes the best you can do with the high majority of buyers is place them on your buyer alert system to ensure they receive your weekly email with new listings from your office 

3. Select 6-12 buyers you have a relationship with & provide ‘vendor like’ service, ie call daily, email weekly new listings from REA or domain from competitors that suit their criteria, and meet with them once per week for coffee 

4. Offer to bid at auctions for these hot buyers 

5. Offer to negotiate with buyers agents or other selling agents for these hot buyers 

6. Double down at open for inspections and be 100% present by being engaging & interactive and hand out your business card as well as a brochure to every buyer you meet at your inspections

7. Ask actual qualifying questions not just ‘do you have finance?’, including;

* Can you exchange unconditionally TODAY if we can reach an agreement on price?

* What was your highest bid at the last auction you attended?

* What was your highest offer in the most recent cool off period you didn’t proceed with? 

* How many children do you have & what schools do they attend?

* Do you work from home & if not how do you get to work? 

* What are your family hobbies?

8. This type of buyer strategy I promise you will triple the amount of referrals you are currently receiving. We erroneously believe that referrals only originate from people we have sold to or who have bought from us. One hidden little referal source gem is from buyers we service beautifully who not necessarily end up buying from us 

9. The other hack from this hot buyer list is, given you have built such good rapport & offered great service to, once they do buy even through another agent, add them into your CRM, under ‘past clients’ so they fall under the same nurturing plan, ie anniversary calls etc. 

10. Focus heavily on ‘sell once buy’ buyers, ie hot buyers who will sell as soon as they purchase. 

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