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January 7, 2015

Selling Houses to People Who Aren’t In The Market.

by mark mclean

thinkingHappy New Year and welcome to another year of Mastermind. We kicked off the year with a bang, talking about our hopes and dreams and aspirations for the new year, oil and interest rates, the power of Facebook ads and their new policies and we talked about billboard and bus shelter ads. All good stuff.
But the one topic that garnered the most interest was a round the room discussion about where the agents find their clients. Naturally you would expect answers like Facebook, socializing, friends and family, door knocking and open houses but one agent talked about her unique approach. She looks at a lot of houses and condos. She goes out all the time, often with a buddy. They look at everything, all over the central core. Some of the time she is looking for her buyer clients but sometimes she walks into a house and thinks “oh, I know who would love this house…”. Then she calls her friends and tells them to drop everything and come and see this house. You would be surprised at her success rate. Now, she has one of the largest social circles of anyone I know and she is a trusted and likeable person so when she tells people to drop everything…they often do.
This approach goes beyond just touching base with your past clients, because she does that too. This is as targeted an approach as I’ve ever heard. A lot of the time the clients aren’t ready to pull the trigger on such short notice, but if they are she negotiates the transaction and then gracefully coordinates the sale of their home. The process is so seamless that often the clients don’t know what hit them. It’s like they jumped ahead two months and woke up in a different house.
I loved this approach. It goes to re-iterate the point that buyers, and for that matter sellers, can come from anywhere. They can even be people you never thought were even in the market. So next time you are out visiting open houses and see something that would be perfect for (insert name here) give them a call right away. At the very least, you have made a connection or sparked an idea.

Happy Selling!

mark mclean is the Broker/Manager at the Bosley Real Estate Queen St W office and President-Elect for the Toronto Real Estate Board. The opinions expressed here do not reflect the opinions of TREB or Bosley RE.

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