With the never-ending changes in our Real Estate Markets real estate professionals are starting to pay attention to the sound of new commission streams of income. Some realtors have either shied away or ran-away from such terms as “Cap Rate,” & “Cash-on-Cash Returns.” Terms that only the ‘smart’ and ‘numbers-oriented people use to determine if a Real Estate purchase is a “Good Deal”, or not. A majority of the realtor brethren attended real estate school because they are excited and passionate about the promise of selling real estate and making a fantastic living. That being said “Times are a Changing.” Even if you live in a Hot Market where residential real estate sells in 2-3 days there is an old approach to real estate that is growing faster by the day…..Residential Real Estate Investors.This deft group of real estate investors is taking real estate and the real estate investment world into a new era! No longer accepting the crazy volatility of the Dow Jones and NASDAQ families. Unwilling to accept the investment practices of their fore-fathers these Investors throw caution to the wind for returns above the traditional 5-6% in their Roth or IRA accounts. These Investors are bold and oftentimes aggressive. Today’s Real Estate Investors are all about the fast fix-n-flip, high appreciation, and rock solid monthly cash-flows. Cutting their teeth on investment in their own home-towns is only the beginning as the Serious Investors turn to points outside their own back-yards to other regions that demonstrate greater promise and higher returns. You may say well how does this older adult view their investment opportunities? For starters the age of these stealth hunters ranges from 28 to 68. From “Rich Dad-Poor Dad” book series to Trumps magical presence on “The Apprentice,” the young real estate entrepreneurs are making their dreams happen to the tune of 3-5 acquisitions a year! Got your attention now? The typical Investor has good to great credit scores. Excellent cash reserves or hidden resources of partners with cash, and a willingness to make the deal happen at nearly any cost. The best kept secret of all is that these investing beasts travel in packs. Where you see one another is very close behind. In other words they know the people that you need to know to grow your investor database even larger. If the real estate professional does a good job the happy clients are likely to refer many of their fellow-investors. Not just investor clients but their regular every-day real estate business. Face it, if you can demonstrate to your clients how adept you are with their largest personal purchase of real estate, then wouldn’t you suppose they will be over their “trusted real estate advisors” opinion on buying a basic home, condo or beach house?So what if you haven’t been focused in the real estate investment sector. And you are thinking this all sounds pretty good, let’s give it a try. First question to ask yourself is who have your clients been working with or exploring their options of real estate investing with over the past 3-4 months. Statistically 6 out of 10 clients have considered investing in real estate or have already begun doing so before their realtor even has a chance to blink an eye. Got your attention now? How about the fact that in less than one year I increased my annual commissions by 30% by just positioning myself within my primary data-base of clients. All I did was let them know that I was ready, willing and able to begin assisting them with their “Investment Realty” needs. What I learned during the first year was that if I could create an environment for my clients to learn more about real estate investing that they would thank me in a variety of ways….Most importantly they would call me before writing a contract and would make sure that I was involved in every contract that wanted to make a real estate purchase. Before long 30% went up to 45% and further. Even if you aren’t interested in expanding your client database, at least consider protecting the turf you have for so long spent tireless amounts of time and financial resources to maintain their allegiance. On the other hand if you are looking at your real estate career and are wondering how to reposition yourself for market growth certainly to go well into 2025, here are a few known facts about how real estate investors can improve your business.1. Real Estate Investors are literally everywhere. Successfully tapping into your current database could increase your annual commissions by 20-30%.2. Real Estate Investors will be loyal to the professional that helps fill the gap of their investment education. Workshops, mentoring groups, finding the “golden deals” in your market makes a huge impact!3. Investing in Real Estate Investors doesn’t have to mean that you lose your “typical” residential realtor position. Being a real estate investment specialist means you are smarter than the average realtor in the market.4. Mortgage professionals are struggling to provide real estate investors with property deals, so when you can place an investor into a good deal the referrals will begin to flow even more.5. Real Estate Investors tend to be more conscientious about your personal time away. Investors also like to shop Monday-Friday for their deals before the “Weekend Warrior” investors get out into the competition. This translates into more normal hours and days of operation for you and your business.6. Real Estate Investors buy-sell cycles are shorter than primary home purchasers resulting in more transactions in shorter time-frames.If any of these points are encouraging you to seek new options in your business then make sure to sign up for the monthly “Grow your Real Estate Investment business” e-mail newsletter from http://www.InvestorLoft.com additionally, other excellent tools to improve and expand your real estate business can be explored at the InvestorLoft’s educational Shoppe.
For the longest time now Real Estate Agents have come into the industry and tried to eke out a living by chasing every opportunity that presents itself. They are willing to drive long distances and work crazy hours just for a chance to earn a commission.They will try to make themselves available to anyone and everyone. Which in turn spreads them quite thin.What if there was a way to have people come to you? To close the door on all types of Real Estate and concentrate on one particular type. To have them call you because you are considered an authority in one type of Real Estate? To create a Niche Market!Well this is what some savvy Real Estate Pro’s have done and their real estate careers have taken off.But Marty, wouldn’t that Pigeon Hole me to one particular aspect of Real Estate Sales? Well let’s look at an example in the real world of this happening.If we look at the Hollywood Actor Danny Trejo, he is likely the most Pigeon holed actor I can think of in movies. He consistently shows up as the bad guy. He has a rough and tough look about him and usually plays the villain in a lot of movies.He is not often considered for a leading man role in Hollywood but rather he is relegated to villain roles. Oh and by the way, he starred in 27 television and movies in 2010! Not bad for someone who is Pigeon Holed.Not to mention his net worth is now more than 8 million dollars!You see, he created a Niche Market for himself.Anytime a producer needs someone for a villain role, he gets the call. Wouldn’t it be great if every time someone needed to buy or sell a particular type of Real Estate, we got the call?What I’m talking about is becoming a Real Estate Specialist in a particular sector of Real Estate. Creating a Niche market.By becoming the “go to” person, you set yourself up as one of very few who are able to provide outstanding service and information that another REALTOR would not be able to provide.Some examples of Realtors becoming authorities in their fields would be:
First time Buyer Specialist
A local Heritage home Agent
A Real Estate Pro who works only with Investment Properties
The Condo King!
A Relocation SpecialistYou get the picture.By setting yourself up as a specialist in one aspect of Real Estate, you are no longer competing with the masses. You are telling the public that this is what I do and I do it better than anyone else!But Marty, why would I want to Pigeon Hole myself into one box? Why would I want to shy away from other sales? Wouldn’t that work against me?A great point for sure. But think about it this way.Let’s say you have to get an operation, worse still let’s say you need brain surgery. Would you let your family doctor perform the surgery or would you look for a specialist like a Neural Surgeon?I think you can see the value in seeking out the Neural Surgeon. They are going to know how to do one thing, and that’s brain surgery. They do it day in and day out. That’s what they do. They are seen as the experts.They make a great living at what they do by providing outstanding service that could not be provided by most doctors.The same could be said about car mechanics. If you have an European car like a Mercedes, will you be taking it to a local garage or would you seek out a Mercedes specialist that works on their cars night and day?I think you see where I’m going with this. If it’s feasible in your area, then consider becoming a specialist in one type of real estate. Create a Niche market for yourself and excel at that Niche.Now remember in order to be a specialist or to be perceived as the expert, you will need to back it up. Just telling people you are the expert doesn’t make you one. You will need to provide outstanding service and information about your chosen niche of choice.If we use the Condo King example above, you will need to set yourself apart from other Real Estate Agents by learning everything you can about your local Condo market. Things like pricing and sales are obvious. But what about learning all the condo fees for each building? What and when a new special assessment may be levied against the condo owners. You would need to learn which building are designated for seniors, which buildings allow pets, and so on.You would need to figure out which buildings have better and more parking or which buildings have local transit to their doorsteps. Which buildings have the better amenities and which buildings have better views.Any information you can provide to your clients above and beyond what other real estate agents are providing will set you apart. Over time, you will find that people will be seeking you out to represent them in Buying or Selling.You will also notice other real estate agents will be referring you to their clients knowing that you know more than they do. They should know that you provide outstanding service and more importantly, will keep their clients happy and make them look good as well.This is a strategy that you may want to think about as an option for your Real Estate Career.Please do me a favor, if you are already doing this in your Real Estate Career then let us know in the comments below so we can share this with other Real Estate Agents who may be thinking about trying this strategy in their market place.All the best and good luck!MARTY GREENP.S. This post is brought to you by www.realestatecareermentor.com. Please sign up for our FREE newsletter with more great updates and Real Estate training info on how to make sure you achieve all your Real Estate Goals.