There are plenty of ways for real estate professionals to cultivate business beyond lead generation campaigns and social media posting. As our valued clients already know, the best clients are the ones where you are not competing for their attention or a listing. In the current marketplace, there are plenty of opportunities to present.
Many current homeowners and tenants have plenty of motivation, but don’t even know it. Educating them on how much better things could be is (or should be) part of the job of acquiring more clients. Some long-time homeowners have hundreds of thousands of dollars worth of equity they are not using or leveraging to grow their wealth. Others may own a house on a property which is now zoned for additional housing units to be constructed and rented. There may be homeowners looking to sell that could provide seller financing and act as the bank for their buyer, generating thousands of dollars more in interest over years to come than the property is currently worth.
The same holds true when it comes to cultivating buyers. There are tenants paying thousands of dollars each month in or near locations where they could be owning. They may not be aware that there are motivated sellers, down payment assistance programs, or tax incentives which may be available. They may not understand how having a mortgage impacts their annual taxes, builds equity, and increases their overall net worth.
There are more examples which can be found by doing the research, or by having your research person or team (such as FIRST IN) do the monitoring for you. One example is property taxes, which can be significantly higher in some communities. Suppose a nearby community (15 minutes away) charges $2,400 per year less in property taxes on a 1,800 square foot home. It means a homeowner could have a similar house just 15 minutes away for $200 per month less on their mortgage.
If one homeowner takes advantage of that information, it is a transaction which would never have happened without presenting that specific research. Being “first in” as the broker to provide that possibility puts you in the best possible position to cultivate a deal, while not having other agents to compete against. At the very least, if the homeowner is not interested, it opens the door for you to provide them with more unique opportunities in the future. Chances are you will find out more about what it would take for them to move. You would be the only broker with that valuable information, and be able to plan accordingly to follow up!
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