So many agents live by the idea that ‘buyers are liars,’ so instead of servicing them, they focus all their energies on listings instead. But for those of us who don’t follow that logic, there are massive opportunities.
Where can we find buyers, and how can we offer them value without spending weeks on end showing them house after house? The truth is, we shouldn’t be showing buyers that many properties in the first place; by asking the right questions, we can narrow down the search from the start.
The key to being a successful buyer’s agent lies in growing our knowledge and expanding our network to build relationships with everyone from clients to competitors.
On this episode, Founder at PorchLight, Mark Pattison shares how to build a successful business by focusing on buyers.
Three Things You’ll Learn in This Episode
Find a niche
To have success as a buyers agent, we have to niche down. Focus on a small, tight-knit community. By serving one group, we can get more referrals.
Ask the right questions
Ask buyers open-ended questions, focused on uncovering the client’s ‘why,’ and be sure to write down what they say. This ensures we find exactly what the client wants and needs, without spending weeks or even months showing them an endless list of unsuitable properties.
Keep learning
We can only bring our clients value if we’re well-informed of industry trends. Keep building onto existing knowledge and take notes wherever possible. Remember, information is money.
Guest Bio
Mark Pattison is the Founder of PorchLight. After graduating with honors from Albers School of Business and Economics at Seattle University, Mark went on to work for a number of prestigious brands before deciding to enter the world of real estate. Marks has an extensive real estate background and insider’s knowledge of San Diego.
To find out more about Mark, visit:
https://www.exploredshomes.com/about
https://www.linkedin.com/in/markapattison
You can also find him on instagram at @MarkSellsSanDiego
Links mentioned on this episode: