7 'SURE-THING' PROSPECTS TO TARGET

Rather than concentrate on generating leads and setting appointments, Realtors should zoom in on motivated sellers in a weak market. Target buyers and sellers who must make a quick move due to marriage, divorce, death, the birth of a child or another life-altering event. Seek out sellers who need to unload their current homes quickly before they lose a dream home, as well as investors looking for bargains. Homeowners having trouble making their mortgage payments are good candidates for short sales, and Realtors might want to become more active in this niche market. Finally, consider working with builders that need to unload inventory, companies that handle corporate relocations and banks that need to sell foreclosed properties.

Source: RISMedia (04/17/08) Proctor, Craig
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