How to Attract Buyers
Many of the techniques you use in prospecting for sellers are equally effective in finding buyer clients.
TIP: Be creative in selecting organizations for your seminars. Ski clubs, adult sports leagues, and even the local singles hangout may be great sources for first-time buyers. PTAs, garden clubs, book clubs, fraternal organizations, and professional groups may be interested in presentations on move-ups, second homes, or housing retirement.
- 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.
TIP: The growing number of FSBOs are a prime target for buyer’s representatives, says real estate trainer Julie Garton-Good. Show FSBO sellers that you can help them achieve top dollar for their properties and ensure the sale is completed easily.
- 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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