The follow-up process with Chinese buyers is different from what most Australian agents are used to. Here is how to stay front of mind without coming across as pushy.
Why Standard Follow-Up Approaches Often Backfire
In Chinese business culture, a relationship needs to be established and trust built before a transaction can comfortably proceed. Premature pressure — the sense that an agent is pushing for a decision before a relationship exists — is often read as desperation or lack of integrity. It makes buyers pull back rather than move forward. Given that 94% of Chinese buyers are purchasing for personal or family use (Juwai IQI), the stakes of the decision are high and the relationship dynamic matters enormously.
The Right Channels for the Right Moments
WeChat is the preferred channel for ongoing, relationship-oriented communication with most Chinese buyers. Once you have exchanged WeChat contact details, treat it as your primary follow-up channel. It is more personal than email, less intrusive than a phone call, and allows for rich media sharing — photos, floor plans, video walkthroughs, and market updates all sit comfortably in a WeChat conversation. WeChat has 1.38 billion monthly active users globally, and for Chinese buyers in Australia it is their default communication environment.
Email is appropriate for formal communications — sending contract documents, detailed information packs, or market reports. Phone calls are best reserved for buyers who have clearly indicated they prefer phone communication, or for moments where a direct conversation is genuinely necessary.
What Good Follow-Up Looks Like in Practice
- Day 1: Prompt, warm acknowledgement via their preferred channel. Include the property information pack. No pressure language.
- Days 3-5: Follow up with something genuinely useful — information they asked about, a market update for their suburb of interest, a related listing that might interest them.
- Week 2-3: Check in casually, ask if they have reviewed the information or spoken with their family. Make clear you are available for questions and not in a hurry.
- Ongoing: Share occasional relevant content — a new listing, a suburb report, an article about school zone changes or infrastructure developments. Be a useful resource, not just a salesperson.
Reading the Signs of Genuine Interest
Chinese buyers who are serious about purchasing give indirect signals that are easy to miss. Asking detailed questions about building management or strata reports is often a sign of serious interest. Asking for a second inspection — particularly to bring a family member or advisor — is almost always positive. Asking for a floor plan to send to family overseas is another strong indicator. When you see these signals, respond warmly and thoroughly.
When to Increase the Pace
There are moments when a more direct approach is appropriate: genuine competitive interest in the property, a campaign deadline, or when the buyer has explicitly indicated they are ready to move. Chinese buyers respond well to honest urgency — ‘I have had three enquiries this week and there is a private inspection tomorrow morning’ is a direct and honest statement a serious buyer will appreciate. What they resist is manufactured urgency applied before the relationship is ready for it.
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