Recently I met a Realtor who works part time, only in the morning, because she has a regular job in the afternoon. She meets only motivated buyers that are contacting only her to show them very well targeted houses, that means one or two, that they buy in a couple of weeks paying cash.
Real estate doctors.
She spends few hours researching the properties based on very well detailed specifications of her clients and then she spends a few hours showing them to the buyer and, since it is a cash deal, she has no problem getting the seller to come to terms, and she earns her commission every single time.
No driving around tire kickers, no financing issues, no changing minds and most of all no delays. This is all real and happening in today’s market right here in Florida, where I leave, that is one of the most distressed real estate markets in the nation.
Would you like to be in her shoes? I bet you do! How can you get there? Well it’s time to thinks of of the box and get out of the typical “vertical niche” approach that Internet Marketing has tried to force on us (because it works to well for affiliate marketers) but that doesn’t really apply to real estate selling.
This lady, who has been in real estate for a long time, has developed an horizontal market niche approach. In her professional career she has also worked for some major pharmaceutical companies and has developed personal relationships with many medical doctors that were dealing with her for other types of businesses in which they were ALSO making money.
This has created very good personal and professional relationships and who do you think these medical doctors go when they need to sell or buy a house? They go to her of course. Therefore she has only a very definite set of clients, which all belong to the medical profession, and that entertain her services in real estate due to her license and knowledge in that field also.
It is a very simple and dynamic concept that will assure her a market forever. She has created her buyers’ list first and now THEY go to her asking to buy.
Could you develop something similar in your own market? I bet you can. You say you don’t have experience? What’s the matter? It is not important what you know, it is important who knows you. Once you have the relationship secured, you can get mentoring or training and get up to speed.
Roberto Mazzoni
P.S. If you have some aspect of real estate that you don’t quite understand and would like to get some help. Drop me a comment on the blog or on Twitter and I will get back to you.
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