Buyers Who Find Sellers

Want to know listing agents’ “dirty little marketing secret?”

Sometimes, they don’t find Buyers — Buyers find them.

With today’s advanced technology, social networking, etc., it’s increasingly common for Buyers’ Agents to broadcast exactly what their Buyers are looking for.

They do that at Realtor meetings; on Broker Web sites (Edina Realty has a for-Realtors-only area called “Network One”); and on MLS through something called “reverse prospecting,” which lets Buyers’ agents share their search criteria with listings that are good matches.

Even better from the Listing Agent’s perspective: the Buyers who find you are usually the most motivated, and have already decided that they want the kind of house your client is selling!

P.S.: I used to — but don’t anymore — send out blind mailings on behalf of clients interested in a very specific geographic location.

That’s because the home owners who respond — and there are always a handful — typically are not serious about selling, or have an outlandish idea about what their home is worth (which is essentially the same thing).

About the author

Ross Kaplan has 19+ years experience selling real estate all over the Twin Cities. He is also a 12-time consecutive "Super Real Estate Agent," as determined by Mpls. - St. Paul Magazine and Twin Cities Business Magazine. Prior to becoming a Realtor, Ross was an attorney (corporate law), CPA, and entrepreneur. He holds an economics degree from Stanford.

Leave a Reply