We recently asked Homeseekers why they sometimes choose to contact the listing agent directly instead of a buyer’s agent when browsing through listings.
The answers were honest, sometimes blunt and they reveal exactly what you need to address if you want to win them over – whether you are getting buyer leads through our Connect program or through your own prospecting.
What we heard from buyers.
Here are the most common reasons buyers gave:
- Speed: “I assumed they would be faster to respond.”
- Accuracy: “I thought they would have the most accurate information about the property.”
- Low commitment: “I will engage with a buyer’s agent when I am ready to buy.”
- Access: “We want to see the house before engaging with a buyer’s agent.”
- Deal-making myths: “I thought it might help me get a better price or save on commission.”
- Quick info: “I just wanted quick information, not help from another agent.”
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When those roles [listing and buyer’s agents] work together, everyone benefits – and both buyers and sellers get the best possible experience.
Spencer Wong
Product Director, REW
Turning buyer preferences into your advantage.
None of these responses are anti-buyer’s agent. They are simply reflections of what buyers value at that moment. By meeting that need first, you can open the door to a longer relationship. Here are some ways you can respond to these common reasons.
- Speed: “I can get you answers right away, and I can also make sure you have the full picture.”
- Deliver a fast first response to set the tone.
- Accuracy: “The listing agent knows the property best, and I can get you that information plus details from comparable homes and neighbourhood trends.”
- Position yourself as adding to the property knowledge rather than competing with it.
- Low commitment: “I can be your resource while you are browsing, with no pressure until you are ready to move forward.”
- Offer a light-touch way to stay connected.
- Access: “I can arrange a showing for you, and line up similar homes so your time is well spent.”
- Make seeing the property the starting point, not the end goal.
- Deal-making myth: “It is a common belief, but the listing agent’s role is to get the best result for the seller. My role is to focus entirely on your best outcome.”
- Keep it factual, not confrontational.
- Quick info: “Happy to get that for you. What is the top thing you need to know right now?”
- Give them what they asked for before introducing your other services.
Remember, making it clear why working with a buyer’s agent is a good idea could happen in a variety of ways. Preparing and rehearsing a few replies ahead of time can help you handle these inquiries and make the process smoother for everyone.
A simple conversion path.
Here’s a simple formula to remember that’ll help you address inquiries from clients:
- Acknowledge why they reached out the way they did.
- Provide the quick win they are looking for – information, a showing or confirmation.
- Add unique value – like the details of the neighbourhood the Homeseeker is considering, advice tailored to their buying journey, your knowledge of make-or-break amenities, etc. – that they would not get from a property-only conversation.
- Invite them to keep you involved without pressure.
Why this matters.
These buyer mindsets appear whether the lead comes through a program like Connect or through your own marketing. Understanding them allows you to adapt your first contact so you meet the buyer where they are, address the real motivation behind their choice and show the benefits of having you in their corner.
This is not about taking something away from the listing agent. It is about ensuring the buyer is fully supported while the listing agent focuses on representing the seller. When those roles work together, everyone benefits – and both buyers and sellers get the best possible experience.
Interested in learning more about becoming an REW One Member and how Connect can help get you in touch with clients faster? Get in touch with us today for more information.
