What do you actually ask buyers before you start hunting for them?

Question

I used to just keep a list of names and email them whenever I found something remotely interesting. Maybe 1 in 20 would reply.

Lately I have gotten way more annoying with my questions upfront. Before I even start looking for a lot for them, I pin them down on 5 things:

Exact counties. Not "Florida", give me 3-5 actual names.

Lot size min and max. Do not tell me "anything" because that is a lie.

Hard price band. What will you actually wire for this?

Zoning and use. Residential, ag, commercial?

The dealbreakers. Flood zone, no road frontage, no utilities?

When I have that written down, I feel like I am not just throwing darts blindfolded. I can look at a property and know in 5 minutes if it is worth pursuing for that specific buyer.

Is anyone else doing this to this level of detail? Or do you still just blast out deals to a big list and hope someone bites? I am curious what is working for other people.

Travis Goodwin · Answer

Love this post. This is exactly why relationships outperform huge buyer lists. The more you understand a buyer's criteria, buying timeline, and decision process, the less time you waste chasing deals that were never a fit. A small group of serious buyers with clear expectations will almost always outperform a massive list of people who never actually close.

Caleb Brown · Answer

I am an agent but I do the same thing. You want to understand and know what the buyer is looking for. You then can have them in different buckets for when you send deals out. If you blasted a deal out it can work but I prefer to refine and send it out to smaller lists but with higher chance of them being interested