What Every Real Estate Client Is Looking For

It's late afternoon Friday, and still he hasn't called. What's a real estate agent to do? Potential clients are out there, reading your ads, Facebook pages and other forms of real estate agent marketing, yet they are not contacting you. You've met them at the open houses, offered your business card, followed up with friendly emails, so what do you have to do to get them to get in touch?

It's simple: An attitude adjustment. While agents may work hard to get potential customers to contact them, customers have no real interest in doing so. Rather, home buyers and sellers have a fairly one-track mind when it comes to their real estate path.

In a nutshell, buyers want new homes and sellers want to know what their homes are worth. They are really not interested in you. So how do you stand out from the crowd? In their real estate agent marketing efforts, too many real estate agents make the mistake of talking about themselves instead of directly addressing and offering solutions to a prospect's needs. A content strategy helps you stay focused on what you have to offer and what your clients are looking for.

REALTORS® should start each day asking themselves the following three questions:

• Who do I want to reach?
• What do they want?
• How do I get what I want by giving them what they want?