Wouldn’t your working life be a lot more pleasant if you were able to attract more of your favorite real estate clients?
You can attract more of your favorite real estate clients, and the first step is to identify them.
Who are your favorite real estate clients? And why are they your favorites? Do you enjoy them based on who they are or the kinds of property they buy or sell?
Let’s begin with who they are.
They could be:
- First time buyers – excited over home ownership, and in need of your advice and guidance.
- Move-up buyers – familiar with home ownership and the requirements for obtaining a mortgage. They might not need as much assistance, but perhaps they’re more sure of what they want.
- Luxury home buyers and sellers – they might have a slightly different attitude about your role in helping them achieve their goals.
- Downsizers – maybe a bit apprehensive about leaving a home they’ve loved for years, and perhaps a bit overwhelmed at the idea of parting with some of their belongings. They need patience and understanding as much as your real estate guidance.
- Probate sellers – grieving over the loss of a loved one and perhaps overwhelmed by the rules and regulations surrounding the sale of a home in probate. They need your empathetic help and advice – and plenty of patience.
- Divorcing sellers – who need careful handling along with your real estate advice. You may be called upon to negotiate between the sellers as well as between the sellers and the buyers.
The list goes on…
Your favorite real estate clients have specific needs and wants depending upon their situation in life at the current time.
Sometimes it’s the property that determines the identity of your favorite real estate clients.
Your favorites might be those who want to buy or sell:
- Waterfront homes
- Unimproved waterfront land
- Equine properties
- Historic homes
- Development acreage
- Vacant lots
- Rental properties
- Multi-family properties
These are very likely your favorites for 2 reasons:
Because you share their interests, so the people who own those kinds of properties are “Your kind of people.”
Because you enjoy the properties and have a wealth of experience and information to share. You know about the regulations that surround different types of properties and you have specialized knowledge.
- If you sell historic homes, you may know just where to go to find old window panes or a carpenter who can replicate antique crown moldings.
- If you sell waterfront, you know about erosion and how to contain it within the bounds of the regulations.
- If you sell equine properties, you know about the riding trails, boarding stables, etc.
The buyers and sellers of every one of the properties on my list will benefit from having an agent who possesses specialized knowledge.
How can you attract more of your favorite real estate clients?
By making sure that your agent bio reveals your specialties, AND by filling your website, your blog, and your social media pages with information valuable to those clients.
When you write social media posts, talk about how much fun you had helping your most recent first time buyers and how much you enjoyed sharing their excitement.
Or – talk about how gratifying it was to help someone downsize into a home they now love. Whatever your specialty, tell some short stories about your enjoyment in helping those clients.
And don’t stop there…
When you write community pages for neighborhoods and subdivisions, make sure to focus on the areas that correspond to your favorite clients.
If you write a page about your entire community, give some extra attention to the existence of the kinds of homes that your favorite clients want to buy or sell.
When you write property descriptions be sure to emphasize the features that your favorite clients want most.
If you serve a group that comes together now and then…
If your favorite clients gather in certain places, be sure to be visible there.
For instance, if you serve seniors who are downsizing, offer to speak at a meeting at the senior center. If your focus is condo living, or gated 55 & over communities, attend some homeowner meetings at your favorite properties and introduce yourself.
If you like to serve the equine community, visit the nearest tack shops. If you love the water, visit the marina and the shops that sell boating supplies. If you love first time buyers, offer to partner with a lender who offers programs for them – and hold a seminar!
Banish your FOMO!
You know what that is, right? Fear of Missing Out.
Giving extra attention to your specialties isn’t going to make you miss out. Having a specialty or two won’t prevent you from helping other prospects. When you’re doing a good job, you’re bound to get referrals, so (unless they need expertise that you don’t have), go ahead and help them.
Giving extra attention to the needs and interests of your favorite real estate clients is only going to cause you to have more clients who want your specialized service.
Go for it!