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The Grass is Greener Across the Street!

By
Real Estate Agent with Bullard Homes, Inc.

 One of the biggest decisions that you have to make when you are looking for prospects is, "Where do I market?"  Most of us will think about the nice subdivision where all the wealthy people live, the new subdivision being developed, or the nice quiet subdivision on the outskirts of the city.  One area that we hardly ever think about is right across the street from our house!  I have 3 Real Estate Agents that live in my subdivision.  Do you know how many times they've stopped by and introduced themselves? - 0 -  Do you know how many postcards I've received from them in the mail to make me aware that I have a Real Estate Professional in my subdivison? - 0 -  I can't count how many times I've received postcards and door hangers from the agents on the other side of town...

Marketing to neighborhoods in your area is a huge sales advantage.  For example, if a prospect wanted to list their home, they would feel most comfortable listing it with someone they know - you - their neighbor...  If a prospect calls to look at a house you can "stop everything else on a dime" and meet with a prospect in minutes while the other agent has to drive across town or they will try to force that prospect to make an appointment.  If a prospect inquires about the average prices of homes, the school district, or the police department in your area you have the most knowledge and it came first-hand... 

Sellers want Real Estate Agents that are readily available and have a dynamic knowledge of the neighborhood.  Why do you want to focus on L.A. when you've lived Stockton most of your life.  Why do you want to spend money on gas driving for prospects an hour outside of town when there are hundreds of prospects 1 minute away from your home?  Why do you want to mail out postcards to the prospects in the new subdivision when you don't know one thing about the neighborhood?  As human beings we are most comfortable in our own environment.  We feel comfortable talking to people and about things we have a good knowledge about.  Focus on areas that you have a good knowledge about and make that your "Area, Subdivision, or Neighborhood of Specialization."  The next time you plan to market for prospects stick to what you know, prospect in your area of specialization, and make sure you look across the street! 

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