5 Reasons to Focus on Sellers Instead of Buyers

Focusing on seller clients has proven to be a more sustainable way of building a successful real estate career than focusing on buyers.

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Real estate agent with clients

Savvy agents are focusing their efforts on landing seller clients instead of buyer clients. Find out why...

“You have to list to last.” This expression is as old as the real estate industry itself. But it still holds true.

Focusing on seller clients has proven to be a more sustainable way of building a successful real estate career than focusing on buyers.

There are several reasons for this, and today we’re counting down the Top 5!

5. You have more control over your schedule when you work with sellers.

As fun and satisfying as it is helping buyers find a new home, the process can be tough on you as the real estate agent. As a buyer’s agent, you really have to work around your buyers’ schedules.

If your buyers call you up last minute asking to look at a few houses, you can kiss your Sunday afternoon goodbye! It’s really difficult to plan your life around buyers’ whims, but that’s the expectation for buyer’s agents.

As a seller’s agent, you’re not expected to attend showings. Your efforts should be focused on marketing your listing, which can usually be done on a schedule that works best for you.

4. Working with sellers is more efficient than working with buyers.

Most agents can only handle a few buyer clients at any given time. Buyers are incredibly time-intensive, requiring many working hours (over weeks and months) to get a deal under contract.

But you can handle many more sellers because you don’t need to invest as many hours to get them under contract. Marketing a listing takes a lot less time than showing buyers around.

3. Working with sellers gets your name out there.

When you land a listing, you get to market like crazy! Signs and advertisements to promote your listing all include your own branding and contact info.

Your community will get used to seeing your name everywhere, which will keep you top-of-mind for local residents.

2. Listings bring in buyer leads automatically.

Getting your name out there isn’t even the best part about all that marketing. Did you know that agents typically gain two solid buyer clients for each listing?

Marketing your sellers’ listings will bring buyers to you, so you never have to prospect for buyers. You can focus all your prospecting on sellers, and still get new buyer clients.

You may be focusing on sellers, but that doesn’t mean you should ignore these buyer clients when they fall in your lap! If you enjoy working with buyers, work with them. If you don’t, you can refer them to other agents and collect a referral fee. Or add a Buyer’s Specialist to your team. However you handle them, these buyer leads are a win!

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1. You’re protected by a contract when you work with sellers.

Every agent has wasted countless hours showing properties to buyers who end up renting. Or end up buying in a different area, or (worst of all!) end up buying with another agent!

There are no guarantees in real estate, but when you work with sellers, you have the protection of a Listing Agreement.

The Listing Agreement gives you exclusive rights to the listing for a set term. Assuming you do everything you need to as the agent to get that listing sold, you get a paycheck!

Working with sellers puts you in the driver’s seat. You’ll have more control over your schedule, your efficiency, your marketing, your leads, and ultimately, your career.

So get out there and land a listing this month!