Building Relationships with Conveyancers and Solicitors.

An agent does not need to become an expert in conveyancing or property law. In fact, one of the best ways to build trust is to respect where the agent’s role ends.

A conveyancer or solicitor may assist with matters such as:

• Reviewing contracts

• Preparing legal documents

• Explaining contract conditions

• Managing searches and adjustments

• Communicating with the other party’s representative

• Monitoring important dates

• Preparing for settlement

• Advising the client about legal risks

The exact services available may depend on the professional, the transaction and the state or territory.

When a client asks a legal question, avoid guessing. Explain that the matter should be confirmed with their conveyancer or solicitor.

This protects the client and shows the legal professional that you respect their advice.

A large list of legal contacts is less valuable than a smaller group of dependable professionals.

Look for conveyancers and solicitors who:

• Communicate clearly

• Respond within reasonable timeframes

• Explain complex matters in plain English

• Treat clients with patience and respect

• Understand residential property transactions

• Provide clear information about their services and fees

• Respect the agent’s role

• Handle confidential information carefully

• Remain calm when a transaction becomes difficult

Pay attention to the feedback you receive from clients. A professional may appear impressive during an introduction but be difficult to contact once work begins.

A good first contact should be brief and specific.

Introduce yourself, explain the area you serve and describe the types of clients you usually help. Then explain why you believe the connection could be useful.

You might say:

“I work with homeowners and buyers across the inner western suburbs. I am looking to build stronger relationships with conveyancers who communicate clearly and place a high value on client care. I would welcome a short meeting to learn more about your practice and how you support property clients.”

This approach is more professional than asking, “Can we send each other referrals?”

The first meeting should help both parties understand:

• The areas and clients each business serves

• How enquiries are handled

• Typical response times

• Preferred communication methods

• Services provided

• Professional boundaries

• How client introductions should be made

• What each party expects during a transaction

A referral partner needs confidence that their client will be treated well.

Explain how you work, but keep the description practical.

You may discuss:

• How you prepare sellers before a campaign

• How you communicate during negotiations

• How you handle sensitive situations

• How often clients receive updates

• How you manage contract and settlement dates

• How you respond when a property matter becomes complicated

• How you protect private client information

• How you refer legal questions back to the appropriate professional

Specific examples are more useful than saying you provide “exceptional service.”

A strong introduction gives both people enough context to continue the conversation.

With the client’s permission, an email introduction may include:

• The client’s name

• Their preferred contact details

• Whether they are buying or selling

• The property address, if appropriate

• The general stage of the transaction

• Any important timing

• The service they may require

Do not include personal, financial or legal information unless the client has agreed and the information is needed.

Avoid sending a client’s details with a message such as, “Please call this person.” Explain who is being introduced and why.

Professional relationships are tested during real transactions.

Agents can make the process easier by:

• Providing documents promptly

• Confirming important dates

• Keeping contact details accurate

• Passing on relevant information

• Avoiding legal interpretations

• Responding calmly when problems arise

• Advising the client when legal guidance is needed

• Confirming important discussions in writing

• Respecting the professional’s time

Do not contact the conveyancer or solicitor only when something has gone wrong. Clear communication from the beginning helps prevent confusion later.

If a matter is urgent, explain what is required and by when. Marking every email as urgent makes genuine urgency harder to recognise.

A relationship becomes stronger when both sides contribute something useful.

An agent may provide:

• Local market updates

• Information about common seller concerns

• Invitations to client education events

• Introductions to other trusted professionals

• Local property reports

• Opportunities to contribute to educational content

• Feedback about the client experience

• Prompt assistance when their client needs property advice

The aim is not to keep score. It is to create a professional relationship in which both parties know they can ask for help when a client needs it.

Conveyancers and solicitors can add valuable knowledge to seller and buyer education.

Possible subjects include:

• When a seller should arrange a contract

• What buyers should do before signing

• Common causes of settlement delays

• Understanding important contract dates

• What happens between exchange and settlement

• Questions to ask a conveyancer before selling

• How agents and legal representatives work together

This content may be presented as:

• A written question and answer article

• A short video

• A webinar

• A seller seminar

• A downloadable checklist

• A newsletter interview

• A joint social media series

Each professional should review the sections connected to their own area of expertise before publication.

Professional relationships need regular contact, but not constant requests for business.

A sensible relationship plan might include:

• A useful market update every few months

• A personal check-in after a shared transaction

• An invitation to a relevant event

• An occasional coffee meeting

• A thank-you after an introduction

• A discussion about improving the shared client experience

• Appropriate recognition of their contribution to joint content

Keep notes in your CRM so the relationship remains personal. Record shared clients, previous introductions, preferred contact methods and important follow-up dates.

Some professional relationships involve referral fees, gifts or other benefits. Requirements can differ between professions, businesses and locations.

Before entering any arrangement:

• Check the rules that apply in your state or territory

• Follow your agency’s policies

• Confirm whether disclosure is required

• Put any agreement in writing

• Avoid arrangements that could affect independent advice

• Keep the client’s interests first

A referral should be based on confidence in the professional, not simply on who offers the largest benefit.

Avoid:

• Asking for referrals during the first introduction

• Giving legal advice outside your role

• Referring clients without understanding the professional’s service

• Sharing client details without permission

• Contacting the professional only when you need something

• Failing to thank them for an introduction

• Sending vague or incomplete transaction information

• Becoming defensive when a problem is raised

• Recommending only because of a referral fee

• Treating the relationship as a short-term source of leads

Before developing the relationship, check that you have:

• Researched the professional and their services

• Confirmed that your clients are a suitable match

• Arranged a proper introduction

• Explained how you care for referred clients

• Understood their preferred communication style

• Respected professional boundaries

• Agreed on how introductions should be handled

• Created ways to provide value

• Recorded the relationship in your CRM

• Planned suitable future contact

• Checked any referral arrangement carefully

A strong relationship with a conveyancer or solicitor can improve the experience of sellers and buyers. When both professionals communicate well, respect each other’s roles and put the client first, referrals are more likely to develop naturally.