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Buyers are Often Sellers Too!

November 20, 2008 By Simon Baker 3 Comments



Often agents tend to think of buyers and sellers as different segments of the market to target.  However, when you think about it, buyers are usually looking to upgrade or downgrade their property and therefore are sellers too.  The challenge is making sure all buyers are sold on the agency’s sales abilities.

I used to often hear that portal sites are only good for finding buyers, not sellers. However, this fails to recognise that many buyers are also sellers. Not everyone buying a house is a first home buyer or looking to buy a second home, therefore they are likely to be either upgrading or down grading their home.

This, coupled with the fact that the majority of people move within 7 km of where they currently live, means that many of the people looking to buy a new house are likely to be also sellers in the same area the agent operates in.

The other piece of information that is important is that more often than not, someone looking to upgrade or down grade their home will look for their new home before putting their current home on the market.

However, how often does an agent look at email and telephone leads about a property that is for sale as being seller leads too? The answer is probably almost never.

Therefore what an agency should do is make sure that each and every lead that comes in is qualified to see if the potential buyer is also a seller. If they did this, they would generate a significant number of seller leads and we all know that you need a seller to have a listing.

Related posts:

  1. Nurturing Your Leads Part 2: Become a Leader by Adding Value
  2. NAR: Buyers Relying on Referrals
  3. getanoffer.co.uk Aims for “Serious Buyers”

Filed Under: Generating & Managing Leads, Generating Buyer Leads, Generating Seller Leads Tagged With: ,

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  1. Create a Buyer Register | propertyadguru.com says:
    January 13, 2009 at 5:33 am

    [...] Registering potential purchasers early enough may be beneficial in sourcing new listings. People often start to look around for a new property before putting their own home on the market.  Creating a relationship with them is your opportunity to impress early. See post “Buyers are Often Sellers Too” [...]

  2. Nurturing Your Leads Part 2: Become a Leader by Adding Value | propertyadguru.com says:
    February 7, 2009 at 3:33 pm

    [...] 1. Estate agencies have a duty to their clients (the seller) to actively and vigorously follow every prospective purchaser to the very end and exhaust all avenues of opportunity 2. Although a prospective purchaser may eventually buy through another agent, that does not mean they are unhappy with your service and in fact it may be the exact opposite. They may be more motivated to refer you in the future than the agent they actually purchased from. The point is, in this business you need all the advocates you can muster out their telling the world about your super service. 3. What if this or their next purchase is an investment property and they require a letting agent? 4. And most importantly, these prospective may be sellers too. They are not only judging you on your service to them as a buyer but how you will handle their sale and follow through on their prospective purchasers should they instruct you to sell their property. See related article: Buyers are Often Sellers Too. [...]

  3. How to: Create a Buyer Register | Property Ad Guru says:
    May 5, 2010 at 9:27 am

    [...] Registering potential purchasers early enough may be beneficial in sourcing new listings. People often start to look around for a new property before putting their own home on the market. Creating a relationship with them is your opportunity to impress early. For more on this, see our post Buyers are Often Sellers Too. [...]

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