What if you've been doing real estate the wrong way all along, chasing buyers for properties, instead of sourcing properties for buyers?

Let's flip the script:

Most agents list a few properties, post them online, and then wait ... hoping a buyer magically shows up. That works sometimes. But what happens when the market is slow? Or when that "hot" property doesn't catch fire?

Now ask yourself this: Do you know what your buyers are actually looking for, or are you just hoping your listings match someone's needs?

Here's the truth:

You'll close more deals and build longer-lasting client relationships when you stop thinking like a seller and start thinking like a matchmaker.

Learn this the hard way:

Years ago, Joan had three decent listings that she thought would sell themselves. Every day, she blasted the links, updated the prices, and even made fancy flyers. Nothing. Then one afternoon, she had coffee with a client who casually mentioned he was looking for a three-bedroom apartment close to a hospital, ideally with a kids' play area nearby. None of Joan's listings fit, but she knew she'd seen something like that from another agent's listings on the RED.

So she made a few calls, pulled together some options, and found him the perfect place. He was so impressed that he referred her to two of his friends. One deal turned into three. And none of them were from her own listings.

That's when it clicked:

Stop pushing properties. Start solving problems. Think about it, how many agents in your city are all promoting the same five listings? The competition is brutal when everyone's showing the same house. But if you become the go-to person who listens, understands, and hunts down what a buyer needs, you stand out instantly as buyer's agent.

Here's a simple strategy:

Start building a "buyer wish list." Every time someone makes an inquiry, whether on WhatsApp, Facebook, or your site, ask detailed questions:

• What's your budget range?

• Preferred locations?

• Must-have features?

• Timeline for moving?

Keep this data in a spreadsheet or CRM. Over time, you'll start seeing patterns. You'll know that 60% of your buyers want properties near schools, or that many young couples are asking for small gated communities. That's when you stop marketing blindly, and start targeting wisely.

Being buyer-driven turns you into a property hunter, not just a property poster, and that's where the real value lies.

Let's be honest, buyers don't care how many properties you've listed. They care how many options you can show them that match their dream. The more specific your match, the faster the sale.

You might even ask:

"But what if I don't have a property that fits their criteria?"

Perfect. That's when your network kicks in. Talk to fellow agents, search databases like RED, check out For-Sale-By-Owner platforms, or even ask landlords directly if they'd consider selling. It's a lot more work, yes, but it's also a lot more rewarding.

When you bring a buyer exactly what they want, even if it wasn't on your books, you've not just made a sale, you've made a client for life.

The agents who win in today's market aren't those with the most listings, they're the ones with the most solutions.

So stop asking yourself, "Who can I sell this property to?"
Start asking, "What property can I find for this buyer?"

That shift changes everything.