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While many agents choose to place all of their energy on the vendor experience, an REB Top 50 Women in Real Estate agent says maintaining solid buyer interaction is equally essential.
Speaking on the Secrets of the Top 100 Agents podcast, Claudia Portale of McGrath Estate Agents Mosman said one of the biggest focus areas for her and her team is buyer management — a strategy she noted has paid off during her career.
“I’ve always focused on buyer management, and the structure of my team allows for making sure that we categorise our buyers,” Ms Portale told host Tim Neary.
“We give as much importance to our buyers as we do to our vendors, and I definitely have a team member who is dedicated specifically to buyers. So, it all stems from structure in my team, which I find is very important. But everyone has a role and that’s basically how we’ve run it over the last six years.”
Ms Portale said she hit the ground running by focusing on buyers when she first started out. Since then, she’s realised a need to uphold the attention paid to this side of the market.
“I didn’t have a lot of vendor clients at that point, so when I did get my first listing, and typically you’ll have a number of buyers that come through that, and you’ll start to work with those people and at some point, they become your buyers and then become your sellers,” she said.
“One thing I still continue to hear from almost every buyer I deal with is that they’re always thanking me for being so available and so honest in my dealings with them.
“It just seems to me that they’re not as respected, we tend to put a lot of focus on vendors and vendor management, but not so much on the buyers. We have to realise that buyers are going to be buying, going to be vendors one day, and they’re going to refer you to friends and family.
“So, I just, I guess, identified at the very beginning that that was probably the best course for me, in terms of learning and getting to know more people in my community and more buyers in my marketplace.”
ABOUT THE AUTHOR
Emma Ryan
Emma Ryan is the deputy head of editorial at Momentum Media.
Emma has worked for Momentum Media since 2015, and has since been responsible for breaking some of the biggest stories in corporate Australia, including across the legal, mortgages, real estate and wealth industries. In addition, Emma has launched several additional sub-brands and events, driven by a passion to deliver quality and timely content to audiences through multiple platforms.
Email Emma on: Emma.Ryan@momentummedia.
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