Too many Buyer’s Agents treat settlement as the end of the client relationship.
It shouldn’t be.
A past client already knows you, has experienced your service and—if you did your job well—already trusts you.
That makes them one of the most valuable audiences in your business.
The key is to stay relevant without becoming annoying.
Here are four practical ways to do it.
1. Build a 12-month post-settlement communication plan
Do not rely on remembering to “check in”.
Schedule useful contact points after settlement in your CRM:
30 days.
3 months.
6 months.
12 months.
Ask how the property is performing, whether anything has changed and whether they need help with their next step.
2. Give them a reason to hear from you
Do not send endless “just checking in” emails.
Send information that matters.
For investors, that could include market changes, rental performance, portfolio strategy, tax-rule updates or when it may be time to review the next acquisition.
For owner-occupiers, provide local market updates, renovation considerations or property-value insights.
3. Review the strategy—not just the property
For investor clients, offer an annual portfolio review.
What has changed?
Has equity increased?
Has borrowing capacity improved?
Does the portfolio still match their long-term goals?
What role should the next property play?
This creates a natural pathway back into your service.
4. Make referrals part of the client journey
Do not awkwardly ask, “Do you know anyone who needs a Buyer’s Agent?”
Instead, remind satisfied clients who you are best placed to help and make introductions simple.
A client who genuinely understands your value will often be happy to refer others.
The goal is not constant selling.
It is continued relevance.
The best Buyer’s Agencies do not disappear once the keys are handed over.
They remain the trusted property advisor their clients come back to when the next decision needs to be made.
Settlement should close the purchase—not the relationship.
Be a Best Practice Buyer’s Agency. Powered by BA Workflow.
Lead generation should not depend on referrals arriving randomly or hoping a social media post suddenly takes off.
A professional Buyer’s Agency needs repeatable lead channels that consistently put the business in front of the right people.
Here are four practical ways to build them.
Create something that solves a real problem for your ideal client.
For investors, that might be:
“The 7 Questions to Ask Before Buying Your Next Investment Property Under the New Tax Rules.”
For owner-occupiers:
“The Buyer’s Checklist Before Making an Offer.”
Use Meta ads, your website and email marketing to drive prospective leads to it.
1. Create a referral system with professional partners
Do not simply “keep in touch” with mortgage brokers, accountants and financial planners.
Create a defined referral proposition.
Show them exactly who you help, what happens when they refer someone, how you protect their client relationship and what updates they will receive.
Make referring to you easy.
2. Turn every enquiry into a nurture sequence
Most leads are not ready today.
Build a 60–90 day email and SMS sequence that answers the questions buyers repeatedly ask:
Where should I buy?
How much should I pay?
What does due diligence involve?
When should I walk away?
Stay visible until they are ready.
3. Build authority around one buyer problem
Instead of posting about everything property-related, own one problem.
Investor strategy.
First-home buying.
Downsizing.
Interstate investing.
Executive investors.
Create articles, short videos, case studies and lead magnets around that specific problem until the market associates your name with solving it.
4. Use client results as lead-generation assets
Every successful purchase should produce more than a testimonial.
Turn it into a case study:
The client’s problem.
The strategy.
What you rejected.
What you ultimately purchased.
Why.
And the outcome.
That demonstrates the thinking behind your service—not just the property you bought for your client.
Lead generation becomes easier when prospects repeatedly see evidence that you understand their problem and have a professional process for solving it.
Don’t build your Buyer’s Agency around chasing leads. Build a system that consistently attracts, educates and converts the right ones.
Be a Best Practice Buyer’s Agency. Powered by BA Workflow.