How and where do agents find buyers?

Agents are constantly in contact with the largest number of potential buyers possible to generate a steady flow of prospects specifically interested in your property. Typically, 60% of all buyers come through these referrals and ongoing marketing, about 20% come from "for sale" yard signs (where permitted) and general company reputation and less than 20% come from promotions and advertising. These percentages vary by area and company. It's not uncommon for less than 12% of sales to come from classified advertising, for example.

By far the largest number of buyers come from referrals sent by satisfied past customers, corporate contacts, friends, acquaintances, relocation networks, the Multiple Listing Service and cooperating seller's agents or buyer's agents. Regular sales meetings and listing tours in your agent's office also promote your home to agents throughout the company. Agents and companies continually work to maintain a "pool" of buyers through an extensive network of contacts and sources. That's why agents and real estate companies frequently have buyers on hand, just waiting for the right home to come on the market.

In some areas, other buyers come from open-house signs or call in after seeing the phone number on a yard sign. These "sign calls" often produce excellent prospects for that home because callers have already shown an interest in the neighborhood by driving through.

Still other buyers come from extensive advertising placed by real estate companies and agents.