Write for Buyers, and Sellers Will Come

Real Estate Agent with Long & Foster Real Estate, Inc.

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.


  • sold

    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.

Buying a home

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.

Copyright notice

Margaret Woda's blog footnoteMargaret 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.

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This infoMargaret Wodarmation was provided to you by Margaret Woda, an Associate Broker with Long & Foster Real Estate in Crofton Maryland. Contact Margaret today for general real estate information or to learn how she can help you buy or sell a home in Annapolis, Bowie, Crofton, Davidsonville, Gambrills, and Odenton. 

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Margaret Woda
Long & Foster Real Estate, Inc. - Crofton, MD
Maryland Real Estate & Military Relocation

Kathy - Well stated!

Mary, I think that's what our blogs do... introduce us and our approach to business.

Svetlana - Who would have expected it, right?

Jessica - I appreciate your comment and hope you become a subscriber.

Sally - Funny how this works, isn't it?

Working backwards to catch up on comments.  Don't worry... I'll get to you if I haven't already!

Mar 27, 2009 07:44 AM #102
Paul Silver
Tiverton, RI
Rhode Island full service real estate firm

Of course, we also get buyers... not bad all by themselves... great post... from a great tactician...

Mar 27, 2009 09:30 AM #103
Tyra General

Hi Margaret,

I noticed you mentioned that you complete many Market Studies. I'd be interested in finding out more about the top resources you suggest to utilize when creating those Studies.

Thanks & Congrats!!!


Mar 27, 2009 09:49 AM #104
Carrie Sampron
Home Smart Realty Group - Highlands Ranch, CO
ABR SFR & Kathy Sampron (303) 931-3629 Highlands R

Carrie and Kathy SampronMargaret:  We're still kinda new to this blogging and reading a post like this is so encouraging.  Thanks for such sage advise.  Carrie

Mar 27, 2009 10:12 AM #105
Margaret Woda
Long & Foster Real Estate, Inc. - Crofton, MD
Maryland Real Estate & Military Relocation

Focus Professionals - You're right, but that's what we planned.  I never expected to get so many sellers from my posts.

Tyra - You can purchase market studies from Altos Research, and they're awesome.  However, our MLS makes some statistics available monthly and I share that info (along with some info I research myself) - often in the form of charts or graphs.  Then I add commentary in a conversational style.  That's what seems to make the difference.

Carrie & Kathy - Keep writing and new business will come...

Okay folks, a few at a time... hang in there and I WILL respond to your comment.

Mar 27, 2009 02:51 PM #106
Sandy McAlpine
Search Lake Norman Homes For Sale - Lake Norman NC

Market reports seem to be what buyers really want in your area! I have been doing some of those...It's a weird time in our area, very slow sales, lots of inventory. 

Mar 28, 2009 01:50 AM #107
Terry Chenier
Homelife Glenayre Realty - Mission, BC


I haven't yet converted a blog to a deal; Id be interested to know how you did that.

Mar 28, 2009 05:45 PM #108
Margaret Woda
Long & Foster Real Estate, Inc. - Crofton, MD
Maryland Real Estate & Military Relocation

Terry, I do think it is content.  Perhaps it was "easy" for me to put myself in buyers' shoes since I moved so many times as a military wife... or perhaps because I shared the buying and moving experience with my adult children...  But that's what you have to do when you write for buyers.  Answer their questions in a conversational manner.  Add commentary to statistics.  Add personal stories for examples.  Provide links to additional information.

Mar 28, 2009 11:12 PM #109
Nick Good
The Good Home Team with Keller Williams Realty - Allen, TX

I agree with you about blogging for buyers leads to sellers.  Keep up the good work and I am now a subscriber to your blog!

Mar 29, 2009 04:49 AM #110
Treva Fox-Christy

Very enlightening post. I am also going to subscribe to your blog. I know I will get much info from it. Thanks

Mar 29, 2009 10:44 AM #111
Mike Saunders
Lanier Partners - Athens, GA

Margaret - I have been wondering about this lately, my posts on a local blogsite have been primarily seller oriented. I have been considered more of a buyer's orientation lately and this post has helped move me in that direction.

Mar 30, 2009 12:19 AM #112
Stuart Dobson
eLoanRates.org - Thornton, CO


I'm glad you have had success with your buyer oriented posts.  I've had a tough time writing lately for seller based posts, so maybe I will rethink my goals and strategies a bit.

thank you,

Mar 30, 2009 02:40 AM #113
Margaret Woda
Long & Foster Real Estate, Inc. - Crofton, MD
Maryland Real Estate & Military Relocation

Mike and Stuart - This was not a planned strategy.. it was a natural result.  Click through to my Online Relocation Package (link at the bottom of this post) and you'll see what sellers are finding.

Mar 30, 2009 02:45 AM #114
Paula Burt, Prudential Bob Yost Homesale Services

Margaret, Thanks!  Great Article! 

I have been putting off starting my own blog here, just hanging out and reading blogs & posts to get a feel for it.  I had decided to start my own blog on 4/1, and needed to decide what topic to use to get started.  Your article pushed me over the edge, and I will be getting started today or tomorrow.

Thanks again!

Mar 30, 2009 05:23 AM #115
Matthew Hans
Exit Central Realty - Delaware Home Sales - Bear, DE
Delaware Real Estate

Great idea, I am a newbie not only to active rain, but to real estate also... Great time to get in you say? Well thanks to great advice like this, I feel like I am going to be ok.

Thanks for keeping me from barking up the wrong tree for a long time.  How do you feel the rainmaker is contributing to your business...  I guess that is how you are reaching those buyers and sellers?  Any advice would be appreciated.

Mar 30, 2009 08:12 AM #116
James "J.R." Samsing
Litchfield Park, AZ

Amen. Plus so many sellers in my market are upside down that I think they feel reassured when they see articles about buyers activity, what buyers are looking for and successsful transactions. It is definitely more fun being on the buyer's side right now... 

Apr 01, 2009 06:48 AM #117
Laura Evans
Berkshire Hathaway HomesServices PenFed Realty - Lake Ridge, VA
The Evans Team

Outstanding info Margaret. I learned and relearned a thing or 2. Thanks

Apr 03, 2009 05:14 AM #118
Margaret Woda
Long & Foster Real Estate, Inc. - Crofton, MD
Maryland Real Estate & Military Relocation

Laura - Glad to hear it!

Real Estate Services - You're right.  Sellers need all the re-assurance they can get.

Matthew - New agents who start in the business in a tough market are the BEST down the road because it's necessary to learn closing skills and use them.  You'll do fine!

Paula, that's great!  Just put a conversation on paper that you have with an imaginary buyer about your favorite restaurant or park or whatever.  Read other people's market reports and get ideas for what you might do.  Good luck!


Apr 03, 2009 07:03 AM #119
Kelly Koselek Toronto homes and condos
Royal LePage Real Estate Servides Ltd Johsnton & Daniel Brokerage - Toronto, ON
Real Estate Agent Toronto Homes and Condos

Margaret - great post!

Thanks for the excellent blogging ideas.  I am new to blogging and believe (hope?) it will work.  I am glad to see someone's excellent results.

Apr 12, 2009 03:52 PM #120
Sonja Adams
Samson Proprties - Purcellville, VA

Thanks for sharing your successes...they give us hope and a plan for our blogs...

Jul 08, 2009 02:47 PM #121
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Maryland Real Estate & Military Relocation
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