People Choose People

Ever wondered why people choose you as their agent? Or why there’s one particular agent everyone’s talking about who seems to get all the business? Is it their marketing? Their networking? Their automation and systems? Or might it be something far more personal?

You had me at hello

I was speaking with one of our industry partners recently and they shared a story that perfectly answers this question.

They sold their own home earlier this year and, like many vendors, went through the process of selecting a real estate agent.

The agent they chose wasn't the one with the flashiest marketing. It wasn't the one with the biggest social media presence. It wasn't the one with the most sophisticated technology stack.

In fact, the deciding factor came from an experience they had months earlier while attending an open home.

And here's the interesting part…they weren't even looking to buy in that area. They were purely researching agents. They wanted to see how different agents operated before deciding who would eventually represent them when it came time to sell.

What makes a winner

Here’s something else interesting…the agent who won the listing was the one who followed them up diligently after an open home.

The second reason they selected that particular agent? Product knowledge. Now just good product knowledge, but ‘exceptional’ product knowledge.

It wasn’t about bright shiny objects, or the latest real estate industry trends. It wasn’t because of flashy marketing. It’s wasn’t technology. It wasn’t automation.

In fact, the agent barely used any automation at all.

• No SMS campaigns.

• No email sequences.

• No AI-generated follow-ups.

Instead it was good old fashioned service. Just direct phone calls, consistent communication, and genuine professionalism.

He made them feel like they mattered. He knew his product. He answered questions confidently. He followed through. And most importantly, he stayed in touch.

The surprising lesson

Now here's what makes the story even more interesting. This particular industry partner owns a highly successful business in the AI technology space. They understand automation better than most people.

Yet when it came time to choose a real estate agent, they didn't choose the most automated agent.

They chose the most human one. That's a lesson worth paying attention to.

Technology is important. Systems are important. Efficiency matters. But none of those things replace trust, and trust is built through human connection.

Every open home is a future listing opportunity

One of the biggest mistakes agents make is assuming everyone walking through an open home is a buyer. They're not.

Some are future sellers. Some are investors. Some are neighbours. Some are simply researching the market. And some are quietly deciding which agent they would trust with their biggest asset.

The reality is that every open home is an audition for future business. The person who walks through your open today may never buy that property. But they may list with you in six months. They may refer a family member. They may recommend you to a colleague.

Or they may remember your professionalism years from now when they need an agent. The question is: what will they remember?

Tip 1: Become a product knowledge expert

The easiest way to stand out is to know more than everyone else. Great agents don't just know the number of bedrooms and the land size.

They know the story behind the property. They understand the local market. They can explain comparable sales. They know the nearby schools, infrastructure projects and lifestyle benefits.

When buyers ask questions, confidence creates trust. When vendors observe that confidence, they notice. Before every open home, ask yourself: "If someone asked me 10 detailed questions about this property and this area, could I answer all 10?"

If the answer is no, spend another 15 minutes preparing.

Tip 2: Follow up like a professional

Most agents follow up once. The best agents follow up consistently. That doesn't mean becoming a pest. It means staying connected.

A simple phone call after an inspection can separate you from 90 per cent of the market. Not to pressure people. To help them.

Remember, the agent in this story won the listing because they followed up diligently and professionally.

Consistency creates familiarity. Familiarity creates trust. Trust creates opportunities.

Tip 3: Ask better questions

Many agents spend too much time talking and not enough time listening. Instead of launching into a sales pitch, become curious.

Questions like:

• "What's been the best property you've seen so far?"

• "What did you like about it?"

• "Is there any reason you haven't made an offer yet?"

These conversations uncover motivation, timing and decision-making factors. More importantly, they help people feel understood. And people remember agents who genuinely listen.

Tip 4: Treat every visitor like a future client

This might be the most important tip of all. Never assume someone isn't worth your time…the quiet buyer at the back of the room…the neighbour who stops in for a look…the couple who say they're "just browsing"…any one of them could become your next listing.

Approach every interaction with professionalism, curiosity and respect. Because people decide how they feel about you long before they decide how they feel about the property.

The takeaway

Marketing matters. Technology matters. Systems matter. But none of them replace genuine human connection.

The agents who remain front of mind aren't always the loudest. They aren't always the most automated.

They're the ones who consistently show up, know their product, follow through and make people feel valued.

So the next time you're standing at an open home, remember this: You may be selling a property today, but you could be winning your next listing at the very same time.

About the Author

Manos Findikakis is the CEO of Agents’Agency, Australia’s first multi-brand real estate network, ‘the only fully integrated solution for you and your people to create an unforgettable experience.’

For all enquiries and more information on how the Agents’Agency can help you take your career to the next level, click here to get in touch.