If you want to be competitive and hit the ground running as a real estate agent in 2021, now is the time for planning. And it starts with defining what your ideal client looks like.
Many real estate agents make the mistake of claiming that their ideal client is anybody thinking of buying or selling. But there’s so much value in specifically identifying your ideal client. Once you know who they are, you can deliver more targeting messaging to them, wherever they are and at the right time. But the hardest part is narrowing down their profile.
To kick-start this process for you, here’s our guide to determining the five key characteristics of an ideal real estate client.
Whether they’re young first home buyers, a middle-aged couple, or a senior, it’s important to understand exactly what a client in any age brackets is looking for in order to best find them and serve their needs. Dealing with senior buyers is very different from dealing with first home buyers, which is different from dealing with families and with single buyers or couples.
2. Relationship Status
You may be working in the inner-city, and your ideal client is either a professional couple or single, who are in the market for an apartment and not thinking of having kids any time soon. You could target married couples or families, and even get specific about many kids they have. Depending on your area, you might be looking for couples with just one child, or large families looking for big homes with plenty of space to grow.
3. Professional Status
If your clients cannot afford to buy what you’re selling, then you’re going to have trouble meeting your goals. Take the time to determine what type of money your ideal client can afford to spend and what products or services they’re expecting for that amount of money. You can break this characteristic down even further by targeting based on income, occupation, or education level.
Set boundaries for your primary property market, and stay within them. Do you have a geographic area that you know best? How far is too far to list a house or show property? Protect your time, and don’t service listings that are too far away. If any leads or new business comes to you outside of your desired zone, then you have choices as to whether you have the time or the knowledge to handle that listing.
When you specialise in a property type or condition, it makes it easier for you to talk about supply, demand, prices and rents. Do you prefer newer homes, or will you list older homes as long as they have a pre-inspection? Do you want to show homes that need a lot of work and help those buyers to find vendors to do the work? Or would you prefer to show move-in ready homes?
Who is Your Ideal Client?
Creating an ideal client will help you to become a more specialised agent in the long run. Once you’ve decided who they are, you’ll know what challenges and pain points they face. You’ll also be able to understand their main objections and be better prepared to overcome them.
For great strategies on how to serve the needs of your clients, enrol with us here at Global Real Estate Training. We offer affordable, high-impact online real estate training courses that help you improve your real estate career anywhere in Australia. For more information, contact us today.