Author – Ken Hobson.
The challenge for many real estate agents isn’t just finding buyers – it’s matching the right buyer with the right property before they even ask for it. That’s where artificial intelligence (AI) is starting to make a big difference.

AI is becoming more advanced, learning not just what buyers say they want, but what they actually mean, do, and feel. By analysing things like search patterns, time spent on listings, and even the tone of an email enquiry,

AI can act like a digital buyer’s agent – guiding the buyer to properties they might not have found on their own.

Let’s explore how this works and what it means for your real estate business.

Why This Matters 

Finding the perfect property for a buyer has always been a mix of skill, listening, and local knowledge. But in competitive markets – like the inner suburbs of Sydney, Brisbane or Melbourne – even the most experienced agent can miss opportunities.

Here’s why AI-powered property matching can make your job easier and your service more impressive:

• Faster Matches: AI can assess thousands of listings in seconds to find good fits.

• Smarter Insights: It looks beyond filters (like number of bedrooms) and into behaviour (like saved searches, price views, or clicks).

• Buyer Loyalty: Buyers feel understood when recommendations match their hidden preferences.

• Off-Market Discovery: Agents can connect buyers with properties before they’re advertised—giving them a head start.

From Filters to Feelings: How AI Understands Buyers Differently

Traditional property search is based on filters – price range, location, number of bathrooms, etc. But buyers are more complex than that. Many can’t fully explain what they want until they see it. AI helps uncover this through:

Behavioural Analysis

AI looks at:

• How long a buyer looks at certain listings

• What features they zoom in on (e.g. kitchen photos vs. backyards)

• Which properties they ignore or close quickly

• Their interactions across platforms (portal, agency site, email)

This paints a picture of what they value – even if they haven’t said it out loud.

Natural Language Processing (NLP)

Modern AI tools read the words people use in emails, chats, and form submissions. For example:

• “We’re looking for something cosy but modern”

• “We love natural light and low-maintenance gardens”

These phrases contain clues that AI can connect to listings with matching features, even if those features aren’t ticked in a search filter.

Sentiment Detection

AI can also detect tone—whether someone is excited, frustrated, hesitant, or urgent. This helps agents prioritise hot leads and refine how properties are presented.

Example: Matching Buyers to Off-Market Listings

Some advanced platforms are already using AI to match buyers with properties that aren’t even listed yet.

Imagine this:

• A buyer has been browsing coastal homes under $1.8M and saving listings with large balconies and ocean views.

• They’ve also clicked through on “contact agent” buttons but haven’t booked an inspection.

• Meanwhile, you’ve just secured a new listing that ticks all their boxes, but it’s not going live for another week.

AI alerts you that this buyer is a likely match – even though they’ve never enquired with your agency before. You can then contact them personally with a pre-listing invitation.

This is next-level service that impresses buyers and gives them something they can’t get from a portal alone.

Where AI is Making an Impact Today

Here’s how AI is already changing property matching:

1. Buyer Profile Building

AI tools can automatically build detailed profiles of buyers using data from:

• Email and SMS interactions

• Website behaviour (clicks, searches, downloads)

• Portal activity

• CRM records

This creates a living, breathing buyer profile that updates in real time.

2. Smart Property Recommendations

Instead of showing the same generic listings to everyone, AI tools suggest properties tailored to each buyer’s history, preferences, and sentiment.

3. Lead Prioritisation

Not all buyer enquiries are equal. AI can help agents:

• Score leads based on likelihood to act

• Identify repeat visitors or highly-engaged users

• Suggest call-back priorities

• Detect “ghost leads” who may just need the right property prompt

This means less time chasing cold leads and more time working with people who are genuinely ready to move.

4. Off-Market Alerts and Pre-Listing Nudges

Because AI is always watching user behaviour, it can:

• Suggest when a listing in your agency (even if not live) matches a buyer’s activity

• Recommend nudges like, “This buyer may be interested in your upcoming property at X address”

This allows agents to offer exclusive previews and build buyer loyalty.

Getting Started: How to Use AI for Buyer Discovery

You don’t need to be a tech expert to begin using AI for smarter property matching. Here’s how to get started:

1. Review Your CRM or Platform Tools

Many CRMs used in Australia already include basic AI features.

Check what’s available in your current platform—many of these have lead scoring, smart match, and AI-generated property alerts.

2. Organise Your Buyer Data

AI works best with good data. Make sure:

• All buyer enquiries are added to the CRM

• Notes from open homes or phone calls are recorded

• Email conversations are synced

The more data the AI sees, the smarter it becomes.

3. Turn on Smart Match Features

If your CRM offers “buyer matching,” “lead scoring,” or “intent tracking”—turn these features on. They often require just a few clicks but can unlock powerful insights.

4. Use AI Alerts to Guide Your Calls

Rather than calling buyers randomly, start with the ones AI has flagged as “high intent” or “likely to buy soon.” This makes your calls more relevant and productive.

5. Customise Your Buyer Email Campaigns

Platforms like ActivePipe or RiTA can send personalised listings based on buyer preferences, rather than generic property blasts.

What This Means for the Future of Real Estate

As AI continues to improve, property matching will become even more predictive and personal.

Here’s what we can expect over the next 12–24 months:

• Voice-activated buyer tools: AI could match listings to buyers based on voice calls or voicemails.

• Automated buyer nurture sequences: AI will manage long-term follow-ups, re-engaging cold leads with the right property at the right time.

• Increased buyer loyalty: Buyers who feel understood are more likely to stay with one agency.

• Better vendor outcomes: More accurate buyer matches lead to quicker sales and fewer days on market.

Human Skill Meets AI Power

Using AI to discover and match buyers isn’t about replacing the agent – it’s about amplifying your ability to serve.

AI can sift through thousands of data points in seconds. But it’s still you, the agent, who understands the local market, knows how to negotiate, and builds lasting relationships. When you combine your skill with smart tools, you offer something no portal or app can match: genuine expertise, backed by intelligence.

So if you haven’t already, start exploring how AI can work with you. Whether it’s lead scoring, buyer matching, or off-market discovery – this is where smart agents get ahead. Where speed, service, and insight matter more than ever, that edge could make all the difference.