How to Capture More Buyers & Win More Listings

Most buyers are also sellers, if you build the relationship right.

Start with Strong Buyer Management

Real estate’s best-kept secret? Buyers are sellers 65% of the time.

The key is knowing how to engage them early and build genuine trust, not just to secure the sale but to win their listing too.

That’s where your buying pipeline comes in.

The First Step: “Awaiting Requirement”

At Freedom, our system supports you to manage both buyers and sellers throughout their unique property journeys. 

When you add Buying Opportunity details to a new Lead, or convert an existing Contact or Account, you enter the first active stage in your buyer pipeline: Awaiting Requirement.

At this stage, your goal isn’t to sell, it’s to connect. You’ve identified a potential buyer, and now it’s time to build rapport, qualify their requirements, understand their communication style and set expectations on timing.

Once you have this information, move them to the next stage without delay.

What Top Agents Do Differently

Top agents don’t treat this as a checkbox step; they treat it as the start of a long-term relationship.

Here’s what best practice looks like:

• Send a thank you card or small gift to stand out.

• Add them to your monthly newsletter to stay top of mind.

• Introduce them to your buyer management team (if applicable).

• Create multiple Requirements as they may be open to buying both land and a home.

• Personalise your communication. Use custom Letters & Forms within the Opportunity.

• Send tailored emails using the Requirement field to refine your messaging.

Each of these steps builds trust, and trust is what turns a buyer into a seller.

Why Most Buyers Don’t Tell You They’re Sellers (Yet)

Even when they’re ready to list, most buyers won’t tell you straight away. Why?

Because they’re waiting to see:

1. Do you follow up consistently?

2. Do you represent sellers with pride and professionalism?

When you answer “yes” with your actions, not just your words, that’s when the real opportunity opens up.

Want to learn the full strategy for managing buyers who become sellers? 

Join Agent Growth for free and access exclusive training courses, templates and support to build a smarter pipeline: www.agent-growth.com.au.

Alternatively, fill out the form below to speak with us.