Carving a part in the investor market.
A pathway to growth that many agents are now travelling on
is a way to service their investor clients.
Agents are now looking for these opportunities because now more than
ever there is an understanding that to perform you must branch out and be a
little different than what the majority are doing.
By identifying investors and effectively servicing them
there are several benefits which can be gained:
-
Building a relationship with a repeat buyer.
-
Potentially higher commissions as there are
benefits for the client to invest in new property.
-
As you are assisting in the wealth building
process there is the increased potential for referrals from these clients.
-
Open up the opportunity to get a foothold in the
SMSF market which will continue to grow for a long time.
-
Positioning yourself differently than other
agents can be a big advantage to your profile.
-
Working with other professionals to service
these clients leads to referrals from business partners.
Many agents have tried working with this market in the past
with mixed results; from the agent’s point of view they are trying to sell
property and quite often this is where they lose investors. As a general rule investors want to see the
financial benefits as that represents the most value to them.
To most investors property professionals are relatively the
same in the way that all have access to good investments and no one agent has
access to all the good investments. So
what is the key to accessing this lucrative market? Give the investors what they are looking for.
The successful property professionals are teaming up with
other professionals such as accountants, financial planners and mortgage
brokers to educate these clients into becoming well informed investors. By working as a team it helps to create a
strong and trusted client relationship so that by the time the customer has
gone through the education process there is already a high level of trust.
The financial benefits, information and education are a part
of the process and the property purchase represents the execution of part of
the investment plan. This makes it easy
to present good properties to the client and let them select the property they
think is best. If you have ever been to
an investment property seminar than this is the process that is used.
Will Bell is a
mortgage broker that works with his network of property professionals,
accountants and financial planners. His
major focus is to create life time relationships with clients by giving them
access to the best information and advice.
If you wish to discuss
accessing the investor market with Will then he is contactable on 0448 111 046
or william@switchnowhomeloans.com.au
