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Getting Realtors Begging You to Buy Their Listings

By: Wendy Patton
© 2010. All rights reserved.

There are two main issues that involve Realtors® and investors:

  1. Should I become a Realtor®?
    2. and
  2. How can I work with Realtors®?

Working with Realtors®

Many investors think that real estate agents don't have the best deals, or they have all been picked over by the time they actually hit the market. I believe that some of the sweetest deals are sitting on the market. We automatically think that Realtors®, or their clients, will snatch up the best deals before they hit the market. It is true that some of the best deals do get snatched up before they hit the market, but—there are many other deals left behind that no one sees. The reason that no one sees them is because they are looking for traditional' or what I call "retail" homes, not "lease option" homes. These are two very different markets. The retail market is what 90+% of the people and investors understand. The Lease Option market takes up a portion of the remaining 10% of the market.

I look to work with Realtors® that understand the concept of lease options and can help their sellers understand lease options. This understanding can take time. Your job is to assist Realtors® to understand lease options. I do this by using several techniques. First, I have a letter that I send to a listing agent explaining the concept, second, I have a presentation that I do for my local real estate offices, and third I network and continually tell Realtors® what I do. I hear investors tell me all the time that Realtors® just don't understand or want to understand what they do. I can only say that patience and persistence pays off. Realtors® aren't trained in unique selling techniques; they are trained in the "Retail Market"' which is 90+% of what is out there. As investors, it is our job to continue to help those around us understand what we do so they know when to call us.

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