Login
iscover
In today’s real estate sector, leads often come from unexpected places, meaning it is more important than ever for agents to put in the work and ensure they stand out.
To succeed in the competitive real estate market, agents are now more than ever tasked with making themselves stand out to prove to clients why they are the right agent for the job.
Comparison website LocalAgentFinder emphasised that it is no longer sufficient for agents to simply be “great salespeople”, as real estate professionals must become “great listeners, strategists, and relationship builders” to achieve industry success.
Whether a fresh entrant to the sector or an industry veteran, agents should adopt these four strategies to help themselves “stand out, earn trust, and win more listings”.
1. The value of a swift enquiry process
LocalAgentFinder highlighted that “speed still wins in real estate”, reasoning that whenever a property owner enquires, it is often the first agent to pick up the phone that ultimately secures the listing.
However, Daniel Lee, director at Brisbane agency Plum Property, said that being first isn’t just about availability and making a strong first impression.
“Speed is everything. When a vendor first reaches out, they’re already making judgements. Who responded fastest? Who picked up the phone straight away?” Lee said.
Lee noted that the first impression period can impact whether a listing will be successfully secured, and informs potential clients’ opinion on whether an agent is “switched on, reliable and ready to help”.
He said his agency, Plum Property, cut its average response time from over 20 minutes to just under three, directly seeing speed driving conversion results.
“That quick response says more than a hundred words; it communicates professionalism, reliability, and respect for the vendor’s time,” he said.
2. Taking initiative and digging deeper
While LocalAgentFinder acknowledged that not every lead presents a clear opportunity from the onset, agents must know how to unearth the prospects that frequently lie only a few questions away.
Lee said that agents can frequently be deterred when they hear the phrase “I already have an agent”, but noted that often this phrase can mean that a client is actually still exploring their options.
“Asking the right follow-up questions, like what they value in their current agent or how that agent plans to market the property, can uncover pain points and open the door for a more compelling alternative,” he said.
Lee said that agents must treat every lead like it matters until they concretely know otherwise, stating: “You don’t know what the lead is until you give it a go.”
3. Letting the service speak for itself
In light of today’s crowded media landscape, LocalAgentFinder noted that it has become increasingly important for agents to demonstrate their unique value instead of simply talking about their skill set.
Lee said that agents should focus on tailoring their messaging to a specific purpose and audience, including auction success stories, recent results in a seller’s suburb, or price points that align with a seller’s goals.
As part of this approach, Lee emphasised that “the most effective agents let their service speak for itself – not their hashtags”.
“The goal isn’t to be everywhere. It’s to be visible and credible where it counts,” Lee said.
“Focus on testimonials, client stories, and results that highlight your value in ways that feel authentic and relatable to the people you’re trying to reach.”
4. Building and maintaining client relationships
Despite the importance and value of a proactive approach to prospecting, LocalAgentFinder acknowledged that “not every listing is won on the first call”, with some sellers taking more time to convert than others.
Lee said that agents can distinguish themselves by the follow-up process they use to stay in the minds of potential clients.
“What sets standout agents apart is how they stay in the conversation, not with generic follow-ups, but with useful, well-timed interactions,” Lee said.
“Whether it’s a tailored market report, a local insight, or an invite to an open home, every touchpoint should add value.”
To build meaningful relationships with potential sellers, Lee explained that he adapts his follow-up process depending on how close each person is to making a decision.
“The goal isn’t just to stay in touch, it’s to stay relevant. And over time, that’s what builds trust and keeps you top of mind,” Lee concluded.
You are not authorised to post comments.
Comments will undergo moderation before they get published.