Attracting Buyer Leads  

Do you like working with buyers?  

I especially like working with first time buyers.  

When I started in real estate in 1981, my company had a great training program.  They trained us how to work with buyers.  But what was missing what how to attract buyer leads.  There was a lot of information about getting listings, but for buyers, the best they could do was floor time and open houses!

I’ve learned a lot over the years, but I had to learn it on my own!  I’ve learned a lot in recent years from some Exclusive Buyer Agents (EBAs) I know.  They actually advertise form buyers only.  But if you don’t own your own Buyer’s Only company in a large town, as well as a large advertising budget, that is hard to do.

So how to you get buyer leads? 

Many years ago I went to a Steve Stewart Seminar at the Missouri Association of REALTORS® State Convention.  I’ve always remembered the title of that working with buyers seminar, “Buy From Me or Get Out of My Car!”  I also member his advice for getting buyer leads.  It sounds backwards, but it works.  For several months, don’t work with any buyers, but concentrate on getting listings.  Once you have a good inventory of listings, you’ll be in a good position to work with good buyer leads…..and refer out the bad buyer leads! 

But if you don’t want that route, you can get buyer leads without having listings.  You can prospect for buyer leads the same way you prospect for seller leads…..or even do them both at the same time!  If you do monthly mailings to a geographic farming area, your past clients and everyone else you know, you need to make sure your mailing doesn’t just talk about listing, but also about buying.  For example, some people who receive the mailing may be renters who are hoping to buy.  Plus, people who need to sell a house will also want to buy a house.  If you only talk about listings, they may list with you as the “neighborhood expert” AFTER they have bought from someone else!

The real estate industry has been very good at getting the message out that we are good at selling listings.  To attract buyers, you need to get the message out that you are good with buyers!  If you take listings and work with buyers, prospect for buyers along with the prospecting for listings you usually do.  And when you get a listing, market it to buyers in a way that gets the prospect to call you and not the person who is working floor duty!  (See the article about marketing listings.)

 

The author of this article is Linda Grissette.  Some of you may remember her as Linda Grayson.  Linda is a Broker-Associate with River City Real Estate.  She is also the company trainer.  Learn more about how River City Real Estate can help you make more money...even in today's market...browse through this site.

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