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Buyer Management

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Calls to former prospective purchases, Lee Woodward

It is not uncommon for people to enter the marketplace just to get an idea of what they could potentially buy before they even consider putting their own home on the market. Sometimes during the process of looking, they either lose interest or can’t find a way to raise sufficient funds for what they are after. It is at this time that many will put their idea of moving into the ‘too hard basket’, at least for the time being. As time ticks away however, the reason for their desire to move usually remains. Therefore it is a good idea to keep in touch with these people, even if they were looking months ago.

Here is an example of this type of prospecting scenario

Hello, is that Mrs Wills? My name is Lee from Complete Real Estate. You called our office some time ago about purchasing a property. I am looking after your file now and was wondering if you are still interested in moving.

By calling and offering them service, you have the potential to reignite the spark that first put the idea of moving into a person’s mind. With contact and rapport re-established, you can offer to give that person a neutral opinion on price, bring them to the marketplace and facilitate their move. This role is perceived as being that of a consultant, rather than an agent.

Order Lee Woodward’s book “What to say, what to send” at

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Calls to former prospective purchases, Lee Woodward