And Keep a Competitive Edge
By Real Estate Speaker and Coach Darryl Davis
Anyone who has ever attended one of my real estate programs, or heard me speak at a real estate event knows I’m all about the listing inventory. I don’t just mean listings are the name of the game – I’m saying listing inventory is the name of the game.
Here’s the thing though – talk to any top producer and they’ll tell you the same thing – keep your skills with buyers sharp as well. On average, most top professionals get 25% of their business from buyers, and you should too.
Here are two great reasons to work with buyers:
- They’re easy and quick money. If this is not true for you, you’re probably not working with them correctly. Now, let me share something interesting about my background: I hated working with buyers. I really did. I enjoyed working with listings. But now I believe that working with buyers is a necessary “evil,” so to speak. So, when you do not like doing something, but you need to do it, you learn how to do it in less time and be more effective. My goal for you is for you to be able to take a buyer out, show them maybe three, five, or eight homes at most, and make a sale.
- They are a break from listings. Here is what I recommend, as I’ve said in my sessions and keynotes on Time Management: focus on building your listing inventory. Go on a listing campaign and list as much as you possibly can, until you get tired of hearing your own dialogue. When that happens, you are not being with them, you are talking at them, yes? So, when you get to that point, you take a break from listings and you go “play with buyers”. As I’ve also said previously, “playing” with buyers is where you just take them out, show them some houses, and the attitude once again is, “Hey, I don’t care if you buy or don’t buy, because I built my inventory.” Working with buyers can be fun. When it’s not fun, it’s because you are too committed to making a sale. Then it is not fun at all; it’s stressful. And we’re NOT about creating more stress.
Members, we’ve got some great tools in our Playing with Buyers section of the Classroom. Check them out if you haven’t already, and put them to good use!