Ask the CoachElite Agent

Ask the Coach: Buyer Management Plan

Real estate coach and performance mentor, Claudio Encina is in the hot seat answering your most pressing questions around everything to do with sales productivity and process.

Q. What are some ideas around having a buyer management plan? – Patrick Byron, Ray White Botany Green Square

The top achievers in this industry work their buyers to generate leads. With all buyers in the marketplace, consider creating a buyer management plan. The plan should be about how I can give the buyers an experience that ultimately they will never forget because the buyer you service today will be a seller someday.

The most effective way to service the buyer is to come from a place of ‘Help’ rather than ‘Sell’. Look to add value more than any other agent using ‘value hooks’.

One idea could be providing a Comparative Market Analysis of the last six months of sales in the suburb where they are looking to buy – a Due Diligence Report. You can create a Due Diligence Report through CoreLogic just like creating a comparative market analysis. We generally focus on sales where they live, but if we change our focus and educate them on sales where they want to buy we can create a foundation that adds rapport, connection and trust.

Another value hook is to take a video on your smartphone of the property at the photoshoot, showing the features and benefits that match your hot buyers’ criteria. Then email your hot buyer list personally with some commentary on your video to invite them as a VIP buyer to a preview; this is what we call high tech and high touch.

Do you have a pressing question you’d like to ask Claudio? To have your question answered, email

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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