Buyer Databases - Quantity or Quality

Written by Victoria Knox Wednesday, 29 June 2011

Most agents will tell you they have databases with buyers ready and waiting to purchase. I’ve even had a client tell me that one high profile agent told her that they had a database of thirty thousand buyers!

Unfathomable as this sounds, its actually not the quantity of names on the list that’s so important.

Names and telephone numbers tell the agent nothing about these buyers. Only good agents bother to ask good questions of buyers to find out the what, when, where, and why questions which motivate the buyer to buy.

Databases that include such information are therefore gold mines when it comes to matching a home to qualified, genuine buyers who want to buy now and minimise the stress to the seller who does not want their home on the market for lengthy periods of time.

The key to a good quality database is for a real estate agency to have one central point of contact. This means one number – the agency’s office telephone number and no after hours or mobile numbers on any other marketing or signboards. Each enquiry is logged in the office and telephone numbers are not lost by salespeople running around in the suburbs.

When it comes to using databases, quality follow up beats lists of possibly erroneous names and numbers any day. And buyers really appreciate an agent who will contact them when a home comes on the market which may satisfy their particular needs.

This after all, is good old-fashioned service, which is what a good agent should provide.

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