Ask the CoachElite Agent

Ask the Coach: How to Gain More Listings and Stand Out in a Tightening Market

Top coach Claudio Encina answers your questions on obtaining listings in a tightening market.

Q. Any tips with more listings and fewer buyers around? – Alan Fettes, Ballard Property Group Double Bay

In changing markets, we often see that we need to adapt to certain conditions to ensure we can get sales across the line for our vendors and keep the days on market below industry average. It will require a new set of skills, mindset and strategies.

Firstly, some thoughts to consider. Do I have a buyer management system? If the answer is no, now is the time to level-up the buyer experience! Remember, ‘rapport opens doors’.

We generally focus on the next sale, so we tend to ask questions about where buyers are moving from to identify if they have a property to sell. Instead, our focus should be to understand their needs, to create a foundation that adds rapport, connection, and trust.

The most effective way to service buyers is to come from a place of ‘Help’ rather than ‘Sell’.

How can you stand out and make the experience memorable and personal?

There is one commodity we can’t replace and people have a lack of: time. Use technology to your advantage by doing a walk-through with a client to view the property before it comes live on the market by using FaceTime. Do private appointments to build more rapport with buyers, rather than just sending them through the open home time. Take a video on your smartphone of the property with the features and benefits that match their criteria, and personally email or text the video with some commentary to invite them as a VIP buyer.

High tech and high touch will help you work closely with buyers to create more interest in your properties, leading not only to sales but also degrees of separation in your marketplace.

To have your question answered email To connect with Claudio visit

Show More

Claudio Encina

Claudio Encina works directly with some of the leading agents and sales teams in Australia to identify how to deliver optimum performance. For more information visit