How to Attract Buyers

Many of the techniques you use in prospecting for sellers are equally effective in finding buyer clients.

  • Work open houses. Be sure that every visitor signs the guest book and, if possible, chat with each visitor not just about this listing, but about their general buying needs.
  • Develop contacts with the human resources departments of any major employers in your area and offer your services for relocating employees.
  • Be sure that your Web site has a buyers’ section with information on schools, shopping, and services in your market area.
  • Offer a buyer-oriented report on your Web site—for example, “A Buyer Checklist for Evaluating a Home.” Let buyer clients e-mail you for a copy and develop a mailing list based on these responses. Or create a form they can use for requests.
  • Promote the same buyer's report on postage-paid postcards that can be mailed back to you at no cost. Mail these cards quarterly to past clients in your market area.
  • Obtain bridal registry lists from department stores. In a year or so, these new-marrieds may be considering homeownership.
  • Target renters in higher end properties; they’re more likely to be able to afford to buy.
  • FSBOs might welcome your assistance in finding a new home for them, especially if the sellers pay your fee.
  • Suggest to sellers that you also assist them in locating a new home.
  • Conduct homebuying or other real estate-related seminars for your target buyer groups.
  • Work with a public or private adult education to develop a course on real estate ownership.

Adapted and expanded from tips by Avery Yarbrough, Avery Yarbrough and Associates, ARB, Birmingham, Ala,. in Today’s Buyer Representative.

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