Working with Buyers Agents to Generate Landlord Referrals - 10 Helpful Strategies.

Not every buyers agent works with property investors. Some focus mainly on owner-occupiers, commercial property or locations outside your service area.

Before proposing a referral relationship, learn:

• Which clients they represent

• Where they commonly purchase

• The property types they target

• Whether they assist investors

• How involved they remain after settlement

• What rental information they usually need

• How they select professional partners

Focus on buyers agents whose clients, locations and standards align with your property management service.

A property management team can help at several stages of an investment purchase.

These may include:

1. Before the search: Providing general local rental market information.

2. During assessment: Preparing a rental appraisal for a property under consideration.

3. Before purchase: Commenting on likely leasing preparation and tenant appeal.

4. Before settlement: Planning photography, advertising, access and required work.

5. After settlement: Beginning the leasing and management process.

Discuss these stages with the buyers agent and agree on where your involvement will be most useful.

Buyers agents may need rental appraisals quickly while assessing potential properties.

Create a clear process for these requests. Ask for relevant details, including:

• Property address

• Property type

• Bedrooms and bathrooms

• Parking

• Condition

• Improvements

• Floor plan or photographs

• Current tenancy details

• Expected settlement date

Support the suggested rental range with current comparable evidence and local enquiry knowledge.

State any limits clearly. An appraisal prepared without inspecting the property may need to be reviewed after settlement. Avoid increasing the figure to make a proposed purchase appear more attractive.

Your role is to provide sound rental information, not to decide whether the client should purchase the property.

A rental figure is useful, but buyers agents and their clients may also benefit from practical property management observations.

Your team may be able to comment on:

• Likely tenant groups

• Features that may support renter interest

• Presentation issues

• Obvious maintenance needs

• Expected advertising preparation

• Local leasing competition

• Access considerations

• Features renters commonly request

• Items that may need specialist checking

Remain within your area of expertise. Do not provide building, legal, tax, financial or investment advice unless properly qualified.

Explain when the client should seek advice from a building inspector, solicitor, accountant or another suitable professional.

Waiting until settlement to begin preparing for a tenant can create unnecessary delay.

Offer the buyers agent and client a simple pre-settlement plan covering:

• Expected settlement date

• Property access

• Current tenancy status

• Required repairs or cleaning

• Photography

• Advertising preparation

• Rental pricing review

• Inspection scheduling

• Documents and owner instructions

• Proposed leasing date

The plan should reflect the contract, access arrangements and the client’s circumstances. Do not assume work can begin before the owner has the legal right or permission to proceed.

Agree on a straightforward way for the buyers agent to introduce your team.

A warm email could say:

Hi [Client Name], as discussed, I would like to introduce [Property Manager] from [Agency]. Their team can assist with updated rental information, leasing preparation and ongoing management after settlement. I will leave you both to arrange a suitable time to speak.

This allows the client to see who has been introduced and why.

Give the buyers agent:

• One direct contact

• A backup contact

• Expected response times

• A short service overview

• A rental appraisal request process

• A first-time landlord guide

• A pre-settlement checklist

The easier the process is, the more likely it will be used.

Buyers agents often work closely with clients over many months. They need to know that an introduction will not weaken that relationship.

Your team should:

• Contact the client only about the agreed matter

• Avoid adding them to unrelated marketing without permission

• Protect their property requirements and personal information

• Refer buying questions back to the buyers agent

• Avoid approaching selling agents about the client’s search

• Refrain from recommending competing buying services

• Acknowledge the buyers agent’s role

• Avoid pressuring the client to appoint your agency

These standards should be followed by every team member who handles the referral.

The buyers agent’s reputation can be affected by what happens after the introduction.

The new landlord should receive:

• A prompt personal response

• A clear explanation of the service

• Accurate information about fees

• A suitable management proposal

• Clear next steps

• A named contact

• A realistic leasing plan

• Professional communication

Where appropriate and permitted, confirm to the buyers agent that contact has been made. Do not share private information about the client’s decisions without consent.

Co-branded content can help both businesses support property investors.

Possible projects include:

• A property investor buying and leasing guide

• A pre-settlement checklist

• A local rental market webinar

• A first-time landlord information session

• A guide to preparing an investment property for tenants

• Short videos answering investor questions

• An article about building a professional property team

• A suburb rental market report

Each professional should contribute only within their area of knowledge. The content should educate the client rather than serve as a long advertisement for both businesses.

A property management business may also meet landlords who are preparing to purchase another investment.

With the landlord’s permission, introduce them to a suitable buyers agent.

You can also support the relationship by:

• Sharing relevant rental market observations

• Meeting each quarter

• Reviewing appraisal processes

• Discussing common investor questions

• Inviting the buyers agent to educational events

• Acknowledging every referral

• Referring suitable buying opportunities

• Tracking outcomes in the CRM

Do not contact the buyers agent only when you want leads. Remain useful between referrals.

Before building the partnership, confirm that:

• The buyers agent works with suitable clients

• Your locations and property types align

• Rental appraisals are reliable

• Response times are clear

• Pre-settlement support is available

• The introduction process is simple

• Client permission is obtained

• Confidential information is protected

• The buyers agent’s role is respected

• New landlords receive a strong onboarding experience

• Suitable referrals are returned

• Each introduction is recorded and acknowledged

Buyers agents will refer clients when your team makes their work easier and improves the client’s property journey. Provide reliable information, protect the relationship and deliver the level of service the introduction deserves.