Become an Off-Market Match-Maker

Jason Pantana, Tom Ferry business coach (4).jpg

In practically every market the inventory is dreadfully lowโ€”and because of thatโ€”buyer loyalty appears to be diminishing. What I mean is, Iโ€™ve been hearing an unusually high number of reports like, โ€œAll my new leads already have an agent!โ€ Granted, this isnโ€™t anything new โ€” itโ€™s just that it seems to be happening more frequently. And I think itโ€™s indicative of buyersโ€™ questioning whether or not their agent is truly showing them EVERYTHING thatโ€™s on the market. So, desperate to find more homes to view, buyers seek out and scan every home search site they can spot, looking for hidden listings. Enter your opportunity: become the ๐™ค๐™›๐™›-๐™ข๐™–๐™ง๐™ ๐™š๐™ฉ ๐—บ๐—ฎ๐˜๐—ฐ๐—ต-๐—บ๐—ฎ๐—ธ๐—ฒ๐—ฟ. How?

โถ Mail letters to homeowners in neighborhoods or along key streets where your buyers want to purchase. In past similar markets, agents literally door-knocked with a purchase offer in hand. I wouldnโ€™t necessarily recommend door-knocking these days, but you get the gist.

โท Utilize tools like Remine to source homeowners whose equity position and tenure in the home match up with โ€œlikely-to-sell.โ€ Send them letters. I would say email them, but that goes against permission-marketing in my book. That said, consider creating custom audiences to target ads in the Facebook and Google advertising platforms.

โธ Use the tax records and contact absentee owners. Given the rise in home values, they may be thinking the time is ripe to sell. Ask, โ€œHow many months (or years) would you have to rent this home out to total the amount of cash you can walk with (and re-invest elsewhere) if you sold today?โ€

โน Email your entire database asking if anyone knows of (or owns) a home that meets the search criterion of your buyers. Now is the time to hustle!


Iโ€™ll bet you there are a bunch of homeowners who, if they could find their ๐’…๐’“๐’†๐’‚๐’Ž ๐’‰๐’๐’Ž๐’†, would be willing to sell. Itโ€™s a circular problemโ€”meaning, sellers would sell except they arenโ€™t because they canโ€™t find homes to purchase... and on it goes. So offer to do for them the very thing that led you to contact them in the first place: to be their ๐™ค๐™›๐™›-๐™ข๐™–๐™ง๐™ ๐™š๐™ฉ ๐—บ๐—ฎ๐˜๐—ฐ๐—ต-๐—บ๐—ฎ๐—ธ๐—ฒ๐—ฟ. Get it? Then get to work ๐Ÿ‘Š