One of the most important skills in my job is identifying which buyers are serious and ready to transact, versus those who are just window-shopping or aren’t in a position to make a genuine offer. Here’s how I qualify buyers for off-market apartments and investment properties, ensuring my clients don’t waste time chasing false leads.

Key Indicators a Buyer Is Genuine
1. They have pre-approval or proof of funds and will share details early.
2. They ask about contracts, settlement timeframes and outgoings, not just asking price.
3. Their questions are property-specific, focused on numbers (yield, vacancy, owners corp), and their own investment objectives.
4. They return quickly with follow-up questions and are proactive about booking a second viewing or presenting an offer.

Red Flags: When to Be Wary
1. ‘Testing the waters’ comments or constant lowballing without substance.
2. Reluctance to provide proof of finance or delays in follow-up.
3. Only asking about price, while ignoring real features or numbers of the property.
4. Vague discussions about timing or conditions with little urgency or clear plan.

How I Respond
In my own campaigns, I will ask direct qualifying questions and listen to the detail. If a buyer isn’t giving clear answers or is repeatedly non-committal, I spend my time helping owners reposition to attract stronger prospects.

Summary
Wasting time on the wrong buyer can cost weeks of lost campaign momentum. Working with an agent who has a clear qualification process can make all the difference.

For sharper buyer matching and more decisive sales, contact Genneva Smarrelli at http://collings.com.au/contact.