by Linda Brakeall

As Realtors, we are all too accustomed to working with any buyer that calls us, or even wanders across our path! That approach, or lack of approach, is not an effective use of your time.

Statistically, out of any five buyers picked at random, one will be YOUR buyer. That one will absolutely love you, follow instructions, be a joy to work with and - get this - actually buy from you in a reasonably short period of time.

It gets better. That buyer will make loan application in a timely fashion and close the loan. Furthermore, that buyer will tell all of his friends how good you are and they'll do business with you too!

Sound good? The problem then becomes: How do you find your buyer?

First track your closed business for12 to 18 months. Make a chart that lists the buyer by name and devise a profile system. Include in the buyer profile the following items:

Occupation
Age
Income
Purchase price
First home buyer, up grader or transferee?
Was the buyer big picture or detail oriented?
Source of the buyer?
How long did you spend with the buyer from initial contact to written contract?
Was the decision maker male or female?
If you could use three words to describe this buyer, what would they be?

After doing that, a profile should emerge. If you had 50 sales in the last 12 to 18 months, all of your buyers won't be identical. But perhaps 10 to 20 percent will have a large number of things in common.

Perhaps you've been very successful with female accountants in their 30's. In that case, hit the phone book, look for female accountants and farm them!

Maybe 20% of your buyers came from previous customers. If so, you need an organized approach to keeping in touch with all previous customers.

If 20% of your buyers were transferees, then you need to find more of those and create marketing pieces to publicize your specialty!

Got the idea? Find out who you've been effective with in the past and go find more of those! It's time well spent.

Links

How Can We Shift Our Prevailing Reality?

Neale Donald Walsch at his finest in this 7 minute excerpt from the We are God, God is Love presentation. Neale explores the nature of God religion and the individual. Why are we here? What is our purpose?

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Want To Sell More Houses? Choose Your Buyers!

by Linda Brakeall

Links

Videos

Downloadable PDFs of Sample Programs.