One of the most important decisions you will ever make in your real estate career is choosing what kind of customer to focus on. Everyone you work with will have different needs, but one of the reasons why Homesale Realty agents are so effective is their ability to recognize the commonalities.

As you build your real estate brand, you will most likely become an expert on just one or two of the many real estate customers out there. Developing this level of specialization is ultimately a good thing since it will enable you to hone your marketing and target it to the kind of customer you most want to work with.

Focusing on a particular type of customer means you will become known as the "go-to" expert for that kind of person. That makes a difference since it drives referral business—including direct referrals from satisfied customers and indirect referrals from your positive reviews. And that builds up over time.

Early in your career, however, it's wise to get exposure to a wide variety of different customers. This is the best way to truly understand what type of customer offers you the kind of experience you want. You'll see who you can serve best and who energizes you the most on a day-to-day basis.

Let's take a closer look at some of the most common kinds of real estate customers:

1. First-Time Homebuyers
   First-time homebuyers represent one of the most common specializations in real estate. By listening carefully to their needs and anticipating their questions and concerns, you can become their agent for life. Be patient! Help them by educating them on the process and setting clear expectations every step of the way.
   
   
2. Upgraders
   Upgraders are homeowners with an existing home and wish to sell it to move to a bigger property or one in a different location. First-time sellers usually fall into this category. Even though they have bought before, the selling process is usually completely new to them—so that's where you'll need to focus your advice.
   
   
3. Downsizers
   Downsizers are current homeowners who are selling their property to move into a smaller, simpler, or user-friendly one. The most common scenario for downsizers is moving after children leave the house ("empty nesters") and moving to prepare for retirement. These clients need a good listener who can offer them emotional support.
   
   
4. Investors
   Compared to "flippers," who want to get in and out of a property quickly after adding some value to it, your investors are usually focused on holding a property long-term. Investors enjoy facts and figures, so they'll find it easier to calculate the return on their investment. Off-market deals are also highly appreciated.
   
   
5. Renters
   Renters are rarer than real estate clients, but they do come around from time to time. For instance, a renter may be in town on a temporary work assignment and need accommodations, or a parent, uncle, or aunt may be looking for the right place for a young relative. To help them most, get familiar with rental agreements.

Positioning Yourself as an Expert

No matter what type of customer you decide to focus on in your real estate career, people will ultimately come to you based on your unique expertise. BHHS Homesale Realty will help you get there even faster with our award-winning training programs and focus on mentorship with leaders who are where you want to be.

Contact BHHS Homesale Realty to find out more, or join our team.