Want to sell more homes? Of course you do. But it’s not that easy, is it? If you really want to find new leads, then you’ve got to get inside the heads of buyers and sellers within your market.

The problem? Many Realtors get too comfortable. They rely on their personal experience and bias; they believe that they understand their target market just because they’ve been selling homes for ten, fifteen, or twenty years. Spoiler: that’s not always the case.

So you’ve got a choice ahead of you: do you want to stick with the identity of your “ideal buyer” that you conjured up over a 15-minute office meeting? Or do you want to find out who your target audience truly is?