Written from the trenches of Auckland real estate by Amit Sharma — Bayleys agent, 10+ years marketing experience.
A walk-through is not a tour — it is a conversation. The agents who get the highest conversion are the ones who ask three or four well-placed questions in the first sixty seconds: how long have you been looking, what brought you to this suburb, what would have to be true for this to be the one. The answers shape everything that follows.
Greet every group at the door by name, not "hi, just sign in over there." A signed-in stranger is a record. A named guest is a relationship.
Resist the urge to follow people around. Let them feel the home. Be available in the kitchen or by the back deck — the spaces where buyers naturally pause when they are interested.
Always follow up within 24 hours, ideally the same evening. A short, specific message ("you mentioned school zones — here is the in-zone document") beats a generic "thanks for visiting" by a wide margin.
And track everything. Names, comments, level of interest, second-visit requests. By week two of a campaign, the database tells you where the offers will come from — long before they are on paper.