Using your Buyers as a Farm to create leads and transactions!

Title Insurance with First American Title Company ePro, MBA

Everyone wants to become a listing agent and that is their priority but I like to think Buyers are valuable to and can lead to listings.

What are the characteristics of your Buyer -- they want a __ bedroom, __ bathroom, __ square foot home in a particular neighborhood.  Take the physical characteristics to your data source.  Title Companies are great at this and get your farm -- it may only be fifty records or hundreds, regardless -- it is a very defined targeted farm.

Your job should be to put a letter together that says, "Hello my name is ___ and I have a buyer interested in your type of property.  Your __ bedroom, ___ bathroom, ___ square foot home that you purchased on ___ is something that my buyer might be interested in looking at.

Please contact me or I will be in contact with you over the next couple of days.

Then FOLLOW UP -- put other post cards out -- door knock -- do whatever it takes -- maybe, just maybe one of those properties in your farm will want to sell -- how about that, a double ended deal might be possible.

Plus, you are doing everything in your power to meet the needs of your buyer and earning your commission.

Don't forget the power of personally addressing the envelopes or personally putting a stamp on the envelope == it won't look like junk mail and get tossed.

You will make an impact and promote yourself along the way.  Make it a profitable day!

Posted by

Make it a profitable day!

Scott Hoen

Direct:  (714) 250-5014

Cell:  (714) 270-9607

"The Views expressed herein reflect only the individual's personal views and are not the views of the author's employer."


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Michael Sahlman - Keller Williams Realty - Miami Beach, FL
e-PRO - Miami Beach Florida Luxury Homes

Interesting idea Scott. I might have to try that on a limited basis. It does seem quite time consuming unless one is not too busy.

Jul 30, 2008 11:11 PM #1
Dawn Maloney
RE/MAX Haven - Northeast Ohio Real Estate Specialist - Hudson, OH
330-990-4236 Hudson & Northeastern Ohio

I like this, and I have a use for it - I will let you know how it goes! Thanks!

Jul 30, 2008 11:23 PM #2
Raylene Lewis
Century 21 Beal, Inc. - College Station, TX

too true

Jul 31, 2008 12:00 AM #3
Silver Hill Realty
Silver Hill Realty - Willingboro Township, NJ

Mark, you are giving away precious secrets that some of us use to make a lot of money.  I would be concerned, but most people are too lazy to do the legwork!

Jul 31, 2008 12:01 AM #4
Tony & Darcy Cannon
Keller Williams Legacy - Woods Cross, UT
The C Team

Scott, It is certainly something worth trying!  Thanks for sharing it!

Jul 31, 2008 12:53 AM #5
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Scott Hoen

VP, Marketing Systems & Sales Tech, ePro, MBA
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