The buyer plays such a crucial role, not just at the auction, but also for the future reputation of your brand.

Of course the primary concern is that they buy the property, however the level of engagement can dictate the energy within the crowd. This in itself is very important to the initial outcome AS WELL AS your brand perception.

Bearing in mind that within these buyers are future vendors and neighbours, it is VITAL that you show particular importance to the buyer and connect with them in an authentic way.

So how does the team go about making these connections? Andy mentions 2 keys that can help to unlock the TRUE potential of the buying crowd.

Empathy Is Everything

Agents tend to forget one thing before the auction begins, and that is that buyers are nervous too!

All buyers want to do is the right thing for them, which is totally understandable. If agents were to appreciate the feelings & emotions of THE BUYER, then they will feel more positive going into the auction.

It is the auctioneer’s job to increase the pressure, but the team needs to make buyers feel comfortable enough & engaged to the point that they are happy to be there and bid.

Change Your Tune For Each Buyer (one for the auctioneers)!

One volume & one speed will NOT get you the best result!

A big burly Aussie chap will not respond in the same way that your grandmother would if you were to shout and count in the same tone and volume.

Look to switch your tone, volume & body language to suit each particular buyer. That will absolutely improve your engagement level & increase your chances of more bids.

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