Top 10 Ways to Attract More Buyers

Interested in attracting more buyers? If so, here's 10 great places to begin:

1. Up to seventy-five percent of all buyers are first-timers.

   This means these potential clients are currently renting. Prospect high-end apartment complexes by door-knocking or by obtaining names from a list company (i.e. there are companies who sell lists of names that meet certain criteria. Some utility companies also sell their customers' names. There is a charge for each name).

2. Create a "Buyer's Guide" for your area.

   You may mail or use this piece for door-knocking. Your Buyers' Guide will contain information about various areas, sources for loans, maps of the area including school information, places of worship, etc.

3. Create a handout or prospecting piece that outlines the cost of renting vs. purchasing.

4. Hold a Homebuyers' seminar.

   Advertise the event by inviting buyers from your open houses, apartment dwellers from prospecting, in your ads, and in any other place you select. Have day care available for parents with small children. At the seminar provide information about the purchasing process, have a lender present to pre-qualify clients, as well as several listings to discuss that are well-priced and/or in good condition. (You may also check with your manager on how to conduct a "First Time Buyer Seminar")

5. Prospect for buyers for your listings in those neighborhoods that are near your listing and priced 20-40% less than your current listing

   (i.e. prospect in the area where your listing is a good source for "move-up" clients.

6. Only two percent of the agents call back open house leads.

   Call back all open house leads.

7. Prospect young professionals.

   Individuals who have been out of medical or law school for 2-3 years are often excellent candidates for home purchases.

8. Prospect families with two or more children who are living in an apartment.

   (Use a list service and cross-reference with income sufficient to purchase a home in your area).

9. Watch the magazines and newspapers.

   When you see a company is relocating to or from your area, contact the local HR person and see if they have a relocation package available to their employees. If not, contact your company's relocation department/coordinator to assist you in putting together relocation assistance for the company.

10. Prospect 55+ owners.

    These people may be buying a smaller retirement home or a second home in another location or assisting their adult children in purchasing a first home.