Changeovers are people who sell their current property to buy another. They’re juggling the buying-and-selling act, which can feel like walking a tightrope. For agents, this means a massive opportunity to step in, make their life easier, and turn these moves into a win-win for everyone involved.
What Are Changeovers, Exactly?
Think of changeovers as life transitions on the move. Your clients are upgrading, downsizing, relocating, or chasing new dreams—buying one home while selling another. It’s a big deal for them and a big opportunity for you.
But here’s the thing: not all changeovers are the same.
Two Types of Changeovers
- Active ChangeoversThese clients are ready to roll. They’re actively hunting for a new home and need to sell their current one ASAP. They’re motivated and they’re ready to get the ball rolling—dream clients, right?
- Passive ChangeoversThese folks are more “wait and see.” They’re not in a rush but are open to moving if the right property pops up. They might not be immediate business, but with a little patience, they can become one of your most rewarding clients.
Active Changeovers: A Double-Edged Sword
Active changeovers sound like a jackpot—they’re eager buyers and sellers. But here’s the catch: if they buy through another agent, guess who they’re likely to use to sell their home? That’s right, the other agent.
Your Move: Be their go-to person before they make any moves. Show them you’re the expert, the professional who knows the market inside and out. Build trust early on so they see you as their best option for the whole process.
Passive Changeovers: Playing the Long Game
Passive changeovers might seem like a slow burn, but don’t underestimate them. They’re a pipeline of future business just waiting to be nurtured.
The secret sauce? Stay in their world. Share market trends, send them properties that fit their wish list and check in every so often. When the time comes, they’ll think of you first.
How to Strike Changeover Gold
If you want to win at the changeover game, you’ll need a plan. Here are some simple but powerful strategies to turn these opportunities into results:
1. Spot Them Early
Listen for life changes—babies on the way, job relocations, kids leaving the nest. These are all signals that someone might be thinking about making a move.
2. Build Real Relationships
People don’t just want a transaction; they want a connection. Be someone they trust. Check-in with helpful updates, ask questions and genuinely care about their goals.
3. Offer Value Without Pressure
Especially with passive changeovers, it’s all about playing the long game. Share insights, provide free market appraisals and keep them in the loop on properties or trends they might love.
4. Stay Organised with Tech
Use a CRM to manage your changeover pipeline like a pro. Track conversations, set reminders and automate lfolow-ups so no one slips through the cracks.
5. Show Them What You’ve Got
Don’t be shy about your expertise! Highlight your track record, knowledge of the area and strategies for making their transitions smooth and successful.
Maximising Active Changeovers
Active changeovers want to move fast. Even if they’re eyeing properties listed by other agents, offer your guidance. Help them evaluate their options or provide insights on pricing. Going the extra mile shows you’re someone they can trust—and that’s worth its weight in gold.
Keeping Passive Changeovers Engaged
Passive clients need to know you haven’t forgotten them. Send personalised updates, share listings that might catch their eye and stay in touch. When the perfect property appears, you’ll be the first person they call.
Why Changeovers Are a Big Deal
Here’s the bottom line: changeovers aren’t just transactions—they’re relationships waiting to happen. When you take the time to understand their needs, provide value and stay consistent, you’re not just getting one deal. You’re building a lifetime of referrals and loyalty.
So, what’s next?
- How will you position yourself as the changeover expert?
- What small step can you take today to connect with potential changeovers?
The goldmine is there. All you need to do is start digging.
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