Special offer

The Specialist Discovers Riches in The Niches

Real Estate Agent with Big Block Realty 858.232.8722 CA BRE# 01261476

The question was asked today, and a very good question at that, because it's a focused and purposeful result-seeking question many should consider in their own businesses when deciding to work in a niche-market.

Candice A. Donofrio Thank you for allowing me to use your question here.
Candice asked:

"If you were an agent wanting to go into a different, specialized area of practice, how would you attract seller clients?"



For example, you've been in general real estate for a while and you really want to attract builders and developers. How do you present yourself as the one to go with over the more established agents in that area? 
Or, from residential to commercial . . . cracking into a market that has coverage, but you want to rise to top of mind of your target demo.
OR any shift in 'specialization' . . . how to gain traction . . .

I shared 3 times in my Q&A answer, but realized I've done this at least 5-6 times in my real estate career, since 1999. I'll share 4 of them here:

  • Certified Military Home Specialist 5X Certifications
    Specializing in Active Duty & Veterans
  • Certified Luxury Home Specialist 2X Certifications
    Specializing in The Luxury Market - a different animal to under $2MM homes.

  • Real Estate Collaborative Specialist-Divorce (RCS-D)
    Specializing in  collaborating with attorneys and helping divorcing couples make informed over emotional decisions. Super specialized legal training.

  • Certified Distressed Property Expert (CDPE) 3X Certifications
    Trained in CDPE and at Nuevo Riche University in Glendale, AZ for 2 years in pre-foreclosure, foreclosures, auctions, multi-door investing, buy and hold investing, vacation rental investing, 401K investing in real estate, trust sales, probate sales, S-Corp formation, LLC formations, etc.

I went from general sales to specializing in Veterans, and then almost soon after Distressed Properties since Veterans were 2004+ and distressed was needed by mid 2006-2011. Then, I went from general sales and specializing in Veterans to adding Divorcing Home Owners, partnered with Jason E. Gordon in both cases.

  1. I got the training (listed above). Many of these were several weeks of training.
  2. I added the services to my websites and blogging.
  3. I created the specific marketing for the programs I offer.
  4. I networked, networked and still network in groups that serve these groups. I started a Veterans Business Alliance and Joined Vet's Community Connections. I started attending Collaborative Divorce Law mixers and meetings.
  5. I got myself booked into speaking engagements to present to these groups and groups that serve these groups.

I hope that helps you Candice and anyone else considering doing the same.

Posted by

Thomas J. Nelson
REALTOR®, CRS, RCS-D, CDPE, e-Pro, Certified Military Home Specialist, Luxury Home Specialist, Author, Keynote Speaker and  Podcast Host 

Serving Coastal San Diego from Carlsbad to Coronado, Downtown, Balboa Park Area,
La Jolla/UCSD & Mission Bay Park Areas
I Offer Rebates to Veterans
& Active Duty

Facebook l Linkedin
Website I About Me
Search For Homes

(858) 232-8722
             call or text me
                      email me


RCS-Divorce     Southern California Chapter of Certified Residential Specialists (CRS)

Disclaimer:  Nothing in this blog article is to be construed as legal advice, tax advice, medical advice or financial advice.  For legal advice see an attorney.   For tax advice, health or financial advice see a tax attorney, certified public accountant, or other qualified professional.
Michael Jacobs
Pasadena, CA
Pasadena And Southern California 818.516.4393

Hello Thomas - a good question and well-thought-out response.  

Jan 28, 2023 06:12 PM
Thomas J. Nelson, REALTOR ® e-Pro CRS RCS-D Vets
Big Block Realty 858.232.8722 - La Jolla, CA
CEO of Vision Drive Realty - Coastal San Diego

Thank you Michael Jacobs ...you sir are a gentleman and a scholar!

Jan 28, 2023 06:25 PM
Michael Jacobs

Thank you but I assure you I think you might find more than a few opposing views.  

Jan 28, 2023 06:33 PM
Jason E. Gordon
CMG Mortgage, San Diego, CA - San Diego, CA

You are a true professional my friend and it is an ongoing honor to collaborate with you. Wishing you continued success

Jan 28, 2023 06:52 PM
Brian England
Ambrose Realty Management LLC - Gilbert, AZ
MBA, GRI, REALTOR® Real Estate in East Valley AZ

You certainly have a lot of wisdom to share and I am really looking forward to spending some time with my friend Candice A. Donofrio in February!

Jan 29, 2023 04:17 AM
Candice A. Donofrio

"Networking"  LOL it is very effective!! 

Jan 29, 2023 06:09 AM
Candice A. Donofrio

LOL we send Brain home in another dimension! 
You are welcome. Thank you for good content! 

Jan 29, 2023 07:34 AM
Thomas J. Nelson, REALTOR ® e-Pro CRS RCS-D Vets

Ah yeah Candice A. Donofrio , networking with you my darling would be a rough morning but a fun night! 😂 It's probably safer for me that you're a state away. Love it! Good stuff and thank you for allowing me to use your question in my post!

Jan 29, 2023 07:15 AM
Candice A. Donofrio
Next Wave RE Investments LLC Bullhead City AZ Commercial RE Broker - Fort Mohave, AZ
928-201-4BHC (4242) call/text

YUP! This began as an offline conversation between me and an experienced residential broker wanting to break into CRE. Then, 'how to get listings in a market already dominated?' and off to Q/A where TJ expounded here . . . none of us are as smart as all of us! 
This year I celebrate 20 years in CRE, and a few more in general RE. 
It's always a delight to hear from folks who don't know me, "I know you are the one to talk to." 

All this is how. No magic bullet, but take the ride! 💖👊😎

Jan 29, 2023 06:13 AM
Michael J. Perry
KW Elite - Lancaster, PA
Lancaster, PA Relo Specialist

In his timeless book , See You at the Top, Zig Ziglar taught me years ago -

“ That you will never get anywhere as a Wandering Generality , You must become a Meaningful Specific !” 

Jan 29, 2023 06:59 AM
Thomas J. Nelson, REALTOR ® e-Pro CRS RCS-D Vets
Big Block Realty 858.232.8722 - La Jolla, CA
CEO of Vision Drive Realty - Coastal San Diego

Zig and his buddy Jim Rohn were two heroes of mine. Michael J. Perry those are amazing words worth repeating! Thank you for sharing!

“ That you will never get anywhere as a Wandering Generality , You must become a Meaningful Specific !” 

Jan 29, 2023 07:14 AM
Patricia Feager, MBA, CRS, GRI,MRP
Selling Homes Changing Lives

Thomas J. Nelson, REALTOR ® e-Pro CRS RCS-D Vets - you are defintely devoted to people in need. I applaud you and wish you good karma every day. 

Mar 07, 2023 12:15 PM