Want To Sell More Houses?
Choose Your Buyers!

by Linda Brakeall, Author, Trainer, Sales Coach

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 a 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 for 12 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.

Copyright Linda Brakeall. All right reserved. Linda Brakeall is the author of Unlocking The Secrets of Successful Women in Business, and has trained 36,000 people in 27 states in sales, marketing, presentations, and communications since 1992. She has authored over 100 magazine articles on sales, marketing, selecting salespeople, managing sales teams and communications. Linda is a member of the National Advisory Councils for GoGetRealEstate.com and GoGetLoan.com. Learn more about Linda and what she can do for you at LindaBrakeall.com or visit GoGetLoan.com/Get/LindaBrakeall.