Counterpart to The Motivated Seller

“I have a buyer coming to town and we will be buying a home for them, next Tuesday/Wednesday.”

–Realtor “broadcast” email, describing the Buyer’s price range, desired home criteria, geographic preference, etc.

When you think about the housing market and motivation, most people think about Seller motivation.

“Why are they selling?”

“How fast do they need to close?”

“How firm is their price?”

“Urgent Buyer Need”

But the motivation (or lack thereof) on the other side of the table is just as critical¬†to getting deals done — namely, Buyer motivation.

In contrast to Seller motivation, Buyer motivation is usually measured in just one variable:  timing.

Whether it’s true or not, an agent who broadcasts an “urgent Buyer need” (see above) is likely to get more responses, faster than someone representing Buyers with a more “leisurely” timetable.

It doesn’t get more urgent than a 48 hour window to buy (the client almost certainly is “re-lo” — short for “corporate relocation”).

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.

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