What the two-day programme covers
Day 1: Generate, Qualify and Prepare Quality Property Visits
1. Buyer Profiles and Lead-Generation Strategy
Define who the project is intended to serve using household needs, location preferences, budget, timing and decision drivers. Select approved project facts that give each buyer group a credible reason to enquire.
Practice activity: Build two evidence-based buyer profiles for an approved project and identify the facts most relevant to each.
2. Campaign Messages, Referrals and Community
Create messages for digital, event, referral and community channels. Connect a buyer situation to a relevant project fact, practical benefit and clear next step.
Practice activity: Rewrite weak advertisements and social posts, then prepare a voluntary referral prompt and community conversation starter.
3. Enquiry Response and Appointment Setting
Respond to enquiries with a relevant first message and permission to explore further. Clarify buyer purpose, household needs, location, budget, financing readiness, timing and decision makers.
Practice activity: Rehearse an enquiry-to-appointment conversation in rotating consultant, buyer and observer roles.
4. Lead-to-Visit Handoff and Appointment Preparation
Record the buyer facts and consent needed for a useful handoff. Prepare appointment confirmations and walkthrough briefs that establish continuity and accurate expectations.
Practice activity: Turn an anonymised enquiry into an appointment record, confirmation message and consultant brief, then review the handoff for gaps.
Day 2: Design and Deliver a Buyer-Led Property Walkthrough
Opening practice: Visit Brief Huddle
Connect the buyer profile, campaign message, qualification and appointment information to the planned visit. Identify any facts that still need clarification.
Practice activity: Use a lead record to prepare a two-minute briefing for the consultant conducting the walkthrough.
5. Property Walkthrough Essentials
Plan a route around the buyer’s stated priorities. Select approved facts and visual aids for each stop, maintain safety awareness and identify information requiring later confirmation.
Practice activity: Design a walkthrough route, explain the purpose of each stop and list the approved project information needed.
6. Conduct a Buyer-Led Walkthrough
Welcome the buyer, set the visit’s purpose and link relevant spaces and features to their needs. Check understanding and adjust the pace, detail or route in response to questions.
Practice activity: Complete a full walkthrough simulation, with feedback on relevance, accuracy, listening, transitions and buyer participation.
7. Agree a Clear Next Action
Review what the buyer found relevant, what remains unclear and whether another step is appropriate. Options may include a second visit, financing discussion, booking conversation, comparison follow-up or no further action.
Practice activity: Rehearse a walkthrough close and create a 30-day plan covering lead messages, enquiry response, appointment quality, walkthrough practice and follow-up.
