4 Tips to Find Your Ideal Client

Written by Posted On Wednesday, 21 February 2024 00:00

As a real estate agent, we frequently focus on what niche we will work, but have you ever given any thought to who your ideal client actually is? If you’re of the mindset that you have to take every client that contacts you, you may be wasting a lot of your time and precious energy on clients who really aren’t a great fit for you.

Think about it: If your niche is urban lofts, and someone in the suburbs wants to move farther out of the city, do you think you’ll be able to serve them well? Probably not, as that’s not your specialty. Well, the same rules apply to the type of person you chose to work with. If you’re a no-nonsense kind of person, do you really want to work with that client who seems to be followed by a swirl of gossip and drama, and is needy to boot? You’ll end up frustrated, and chances are, your client will too.

I suggest  you spend some time getting a clear idea of who your ideal client is. Here’s how to do that:

1. The very first thing you want to do is make a list of all the characteristics you enjoy in the clients you work with (and if you’re new to the business and don’t have any clients, then think about the kind of person you want to work with). Start listing all those adjectives and traits: optimistic, intelligent, community-minded, pet-lover, art enthusiast…you can even specify what part of town they live in, whether they are first time buyers, and details like that -- there is no right or wrong here! This is your list of the kind of person you like to spend time with.
2. Next, go through that list and narrow it down to 5-8 traits that are absolutely necessary to have. I’d recommend that one of those traits be someone who has the means to get approved for a mortgage!
3. Then to compare, make a list of the kind of client that is your worst nightmare and you never want to work with that kind of person again. Do the same thing as you did in #2, and pick out the worst of the traits so you know what your deal-breakers are. Being very clear about those non-negotiable traits will make it easier for you to say “no” if you have a prospect with those traits. It’s so much better to refer that person to someone else, and collect the referral fee, than to waste your time with someone you truly can’t stand!
4. Finally, each day ask yourself what you can do to put yourself in front of more people that match your “ideal” list. As you focus more on the traits you desire, you’ll start to see the quality of your clients improve.

We spend too much of our lives working to be miserable by the people we’re working with. Decide that you’re only going to say “yes” to the clients who are a good fit, and refer the rest. You will find that you are more energized by your work, you’re having more fun, and more importantly, your clients are leaving you rave reviews, and you’re making more money than ever before as you attract the people you resonate with the most. 

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Terri Murphy

Terri Murphy, Communication engagement specialist, author, speaker, consultant, and Master Coach with Workman Success.  She is the author of 5 books, TedTalk speaker and co-radio host on KWAMtheVoice.com. Contact: TerriMurphy.com or Email: [email protected]


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