If you list you'll last.
Who among us hasn't received or given that advice... or both? I've tried every trick in the book during my 30+ years in real estate to attract more sellers and nothing else has ever produced more seller leads than blogging does.
But the posts I write to and for home sellers are not what attracts them. Not a single homeowner contacted me after I wrote an eight week series targeted to home sellers.
To my surprise, it has been posts written for buyers' eyes that have provided me with a number of listings. It seems that sellers have their own idea about who the likely buyer is for their home, and they are smart enough to go looking for a real estate agent they believe will attract that likely buyer to their home.
If you're one of my subscribers, you've probably already read how my very first post, a market study on Crofton Maryland real estate, resulted in two listings. That was the last thing I expected, but both sellers wanted to list with someone who markets to Crofton home buyers. This is, in fact, my target market and I have had other Crofton listings (and sales) result from my posts about the community, as well.
- A post about waterfront listings in Anne Arundel County generated a lead for a million dollar plus waterfront, although the seller still hasn't listed with anyone. I competed for this listing with two waterfront "experts" and they didn't get it yet either. (Additionally, I expect to close next month on a $985,000 sale with a buyer who was attracted by one of my posts about waterfront property.)
- A market study on nearby Davidsonville that I wrote one evening when I couldn't think of a blog topic provided me with a $700,000 listing which has since sold and settled. The seller wanted to list with an agent who markets to buyers for Davidsonville.
- Another market study on a nearby Crownsville property written under similar circumstances provided another $700,000 listing. Unfortunately it did not sell before the seller decided to wait out this market, but it's a listing I would never have had without that one blog about the Crownsville area.
- I have a current listing for a $650,000 property with a seller who believes the likely buyer will be relocating to Anne Arundel County, and they saw my online relocation package targeted to their likely buyer.
- Earlier this month, I made a listing presentation to a seller whose $350,000 property is located near one of the major BRAC employers - The seller is convinced that someone relocating to work there or at nearby Fort Meade is their likely buyer. The seller didn't appreciate my likely sale price and chose an agent who offered a more optimistic number. Yet this is an opportunity I would never have had without blogging to BRAC buyers.
Of course, there are many more stories like these, but that's not all. When you write for buyers, REFERRALS will come to you, as well.
Yesterday I had a call from a military wife in North Carolina who read my blog about expansion of the Homeowner Assistance Program for military families in the recent stimulus package. She couldn't find a single agent near her home who was familiar with it. (Isn't that amazing, when the agents in her area serve incoming and outgoing military families?)
I ended up referring her listing to an ActiveRainer and then referred her as a buyer to another ActiveRainer in Washington State. Neither of them had read my blog about this program, but I forwarded a link along with the referral.
The bottom line, my friends, is simply this:
Write for Buyers, and all kinds of real estate business will come your way.
Margaret Woda is a licensed Associate Broker in the Washington, D.C. - Baltimore - Annapolis area. She specializes in Anne Arundel, Howard and Prince George's Counties, Maryland, including Fort Meade, Andrews AFB, and the U.S. Naval Academy. If you enjoyed reading this post, check out Focus On Crofton and Your Online Relocation Package for Anne Arundel County.