How Real Estate Teams Utilize Buyers Agents

Real estate trainer and coach Brian Icenhower talks with mega agent Larry Harper to learn how Larry utilizes buyers agents to expand his business and provide better customer service to his clients. Larry Harper has been recognized by Real Trends and the Wall Street Journal as one of the top producing real estate agents selling over 250 homes per year.

Buyers Agents: For Customer Service & Increased Revenue

Once successful real estate agents grow their listing inventory to a significant number, the ability to follow up with all of the telephone & online buyer leads from the listings is diminished. With buyers agents in place converting these leads into clients, a real estate team’s seller clients can be assured that every buyer inquiry will be followed up with in a timely fashion. Additionally, buyers agents can also convert many of these inquiries into clients to search for other available properties on the market to bring the team revenue that it otherwise would have missed out on.

Buyers Agents Must Lead Generate

The difference between lead conversion and generation is an important one. Buyers agents must not only convert the teams leads into clients, but also should participate in generating new leads along with the team. Otherwise, an unhealthy dependent relationship is created where buyers agents are always complaining about a lack of quality leads. Buyer agents must also be held accountable to lead generate along side the team’s rainmaker to ensure that they are generating a number of new leads roughly equal to the number they are converting.