How to Cultivate Buyers

 April 2, 2014

There is only one ingredient that goes missing when the real estate market slows down and turns cold as ICE and that is, BUYERS.

There’s no two ways about it the entire industry is completely dependent on new buyers stepping up and making offers and then closing real estate transactions.


Here’s 4 steps on how to cultivate your own buyers in any market:


#1 – Corporate Relocation.

One of the secret meal tickets of many agents nationwide is their focus on corporate relocation.

It takes some research and legwork but it can be well worth it especially if you understand when big companies merge or decide to relocate to another city like State Farm insurance who recently announced they are leaving Illinois and relocating to Dallas, Texas.

This news guarantees that thousands of people living in Bloomington, IL will be headed south and looking to buy property.

It’s up to you Dallas area agents to contact these high potential prospects and get them to hire you as their agent or buy your listing.

It’s also up to you Bloomington, IL area agents to get their old houses sold, either way it’s an excellent opportunity that you don’t want to pass up.


#2 – First time homebuyers.

Programs like NACA continue to assist entry level home buyers in the working class.

These programs provide counseling and workshops for their members and when they “graduate” or complete the training they are approved for a conventional home loan backed by FHA.

Dedicating time to this niche will ensure you have transactions in the pipe line when the conventional retail buyers in the “market” slow down.


#3 – Investors

Read: Why Agents who Work with Investors are a Special Breed.


#4 – Special Interests groups.

Charity causes such as breast cancer survivors groups.

Political organizations such as the TEA party.

Professional organizations such as NSBE.

All have one thing in common, they are unified by a passionate special interest.  If you share this as a real estate agent you already have a leg up on the competition.

Some people may feel that connecting themselves to a potentially controversial idea that they truly believe in could somehow be risky and push away customers costing them business.

This couldn’t be farther from the truth.

In fact people are looking for an excuse to work with someone who shares their values.

If you don’t know people prefer to do business with other people they like.

An easy way to be liked is to be part of an organization that many people themselves support.

Therefore, if they see you as supporting the same organization they will be more likely to support you with their business.


Now it’s over to you.

What techniques have you used to cultivate buyers?

Darnell Jackson

By Darnell Jackson

Darnell Jackson has completed over 75 real estate transactions in his career he also founded and several other internet properties. He believes we come from absolute greatness and accomplishing the extraordinary is the least that we should expect from ourselves. Follow Darnell @FreedomMMC on Twitter, SoundCloud, and YouTube.