What is Buyer Needs?
The Buyer Needs play flips the script—starting with real demand, not a sales pitch. You show up with a buyer already looking for a property just like theirs. Even if that owner is not ready to sell today, they will be far more likely to call you - the agent with buyers - when they are.
The Right Audience
Owners whose property matches active buyer needs, defined by features like location, size, zoning, and use. They may not be listed, but when they see you consistently working with real buyers, you become the natural choice when they’re ready.
Outreach Channels
Direct mail is great, as they may keep it even if not ready today. Calling builds relationships. Email can still be personal while reaching more prospects faster. Online ads usually aren't an option unless your buyer is acquiring many properties.
Measuring Success
Track callbacks and emails that reference your buyer directly. Monitor how many conversations lead to listing appointments. These signal the message is resonating. Evaluate quarterly to see how many listings originated from buyer-driven outreach.