There are numerous new rules to survival in the current real estate market. A lot of them however, I have looked at the demand side of the equation. Sure, if you market properly for listing leads you may have numerous properties to offer the new exacting customer, but where do you find that New Exacting Customer?
1) Opportunists: Although a lot of individuals feel that we have not hit bottom, the people looking to invest are starting to pop up. There are a lot of real estate investors are searching for that next opportunity, foreclosure, or discounted sale. The savvy Realtors that can help investors with the details of getting control of a property with less than 100% down, there may still be opportunities to be had. It may behoove you to promote your services and experience to the investment market, either for individual real estate services, or even consultation and guidance.
2) Relocation clients: Yes it is now a buyer’s marketplace, but that does not mean that there aren’t buyers. Contrary to three years ago, buyers today have their choice of both the property that they want and the agents that they want to work with. To get the focus of these clients, position yourself as an aggressive savings manager with expertise in helping buyers get the best possible deal and the home of their dreams. As for attracting these clients, place ads, co-op market with your local coffee shop, fitness club and small businesses, and host how to buy foreclosure webinars and seminars.
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4) Specialist in Real Estate Owned properties: Both on the buying and selling side, the agents that deal with the banks have a ready-made inventory on discountable properties. Contact the loss mitigation department of various banks to see if they have inventory that you can sell. Also, if you are familiar with the requirements of the banks to purchase bank owned property, you can position yourself as a specialist for both the investor and the movers looking for a deal.
Visit Jamie Xysliion at MLSNI to understand more about real estate and how real estate agents work to attract clients. Jamie currently manages lockbox real estate resources as well as MLSNI.