There are a fair number of real estate professionals on AR that work with buyers that are relocating, with some whose focus of their business is on relocation. Kristal Kraft is known for her blog on relocation to Denver, having moved there a number of years ago; the Marriotts (not the hotel owners, silly), Tony and Suzanne, write extensively on relocation to Phoenix and Scottsdale, Arizona, and provide relocation guides on different areas they service; and Rich Jacobson started a military relocation groupfor AR agents with experience in this market niche. Plus a whole host of other agents have written about, and worked with, relocation buyers and relo companies (sorry, too many to name...just do a search on AR for "relocation" under blogs and you'll see what I mean).
Clearly there are a substantial number of folks on AR who work with, or have worked with, clients who are relocating and have shared their thoughts on how to do so effectively. It can be a fun group to assist, but also time consuming and complex, depending on the circumstances. But think about this...unless they are just considering a move, they HAVE to probably look and buy quickly. Not quite a guarantee but almost.
If you are not working with relocation buyers, but would like to, or you have done some work with this niche but want to further develop your appeal to these buyers, what can you do?
Here are some thoughts on things you can do to foster this business and attract those relocation buyers, and experiences you may have that will help:
Tip #1 - Experience a relocation yourself. No, I am not suggesting you go out and do this actually, unless you want to. But if you HAVE relocated I believe you have an edge over an agent who has not. There is a level of empathy and understanding that comes from first hand experience that will help you with these clients (understanding moves with kids, pets, packing, house hunting trips, dealing with corporate relo packages, etc.). I've made 4 major moves, plus a bunch of minor ones, and it can make a difference in terms of knowing the issues that these clients are facing - emotionally, in particular. So think about what YOU learned when you moved (even a local move to another city in your state) and how you can leverage this experience to helping consumers.
Tip #2 - Gain experience helping folks relocate, even within the state. Let your broker and anyone you can that you can help these clients. Experience gained by helping others move will help YOU become more of a respected relocation professional, even if you have not moved much yourself. And promote those "success stories."
Tip #3 - Write about Relocation. Let others know what YOU know about relocation (a bit hard to do if you have not done it, but you can talk about clients you have worked with, and experiences with relocation companies). Post articles on your website or on your blog here on AR.
Tip #4 - Compile a list of services that will appeal to relo clients, and make sure they are on your website and obvious to those who may be looking for agents who focus on relocation. Can you help someone effectively search for a home long-distance? Do you offer a relocation package? Do you know some great websites for your area that will help relocating buyers with their research? You get the idea.
Tip #5 - Become an area expert- relocating buyers want lots of information about the new area, either while trying to narrow their focus on where to move, or once they have made the decision where they want to be. Make sure YOU are the expert they can call on...someone who provides consumers with information about services, the area in genera, and the housing market, and one who can direct them as to where to learn more about schools, crime, jobs, shopping, etc. Localism is a great way to do this and it will benefit you with the search engines. Plus you will demonstrate to local buyers and sellers that you are the area specialist that they can call on. You can create community profiles with visual tours using Real Estate Shows, for example.
Tip #6 - Align yourself with some companiesin your area who are relocating employees, or hiring folks from out of state. Getting your foot in the door may not be easy, but the best contact will likely be the Human Resources Department (the top person, if you can). Perhaps you know some friends or neighbors who work at larger companies and who can provide an entrée (no, not food J). HR will normally be involved with relocation, both in and out, and you may be able to engage them by showcasing all the relocation services you provide that DON'T cost the company any money and that can benefit them and their employees (remember WIIFM?). And there may be a side benefit too - how about leveraging that focus into home buying seminars for current employees?
Tip #7 - Market yourself, network within professional groups you belong to (CRS, ABR), target some agents (that you find here on AR and have gotten to know) in some key locations that you know are sources of relocating buyers (e.g., folks from the NE may tend to move to Florida, at least for retirement purposes). You may have to do some research for your area (check with the Chamber of Commerce) to learn when new residents are coming from.
Tip #8 - Showcase your use of technology. Buyers relocating from other areas, especially several states away or in another time zone, will need to rely on an agent who uses technology to keep the process moving along, from the initial house hunting until closing. Communication is critical - how do you demonstrate YOUR skills in this area?
Keep in mind throughout that consumers want to know how YOU can help THEM! So don't focus on how wonderful you are, but on the benefits YOUR services and information will provide folks who are moving to your area.
I love working with buyers who are relocating. And I have found that if you can speak to their needs and concerns effectively, and add value to their transition, you will have a raving fan.
If you have some other ideas, I'm sure others would love to hear.
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