Types of Connections – and How to Work Them

As a StreetEasy Expert, there are five different types of buyer connections that may come your way: Building, Like Listing, Townhouse, Luxury, and Buyer Match. Each has unique needs and desires for a home and an agent, and working them accordingly is crucial. Here’s how to have success with Building, Like Listing, Townhouse, Luxury, and Buyer Match connections. This guide tells you how to do so with the utmost success.

To define the connection types:

• Building – Building connections have shown interest in a particular apartment building.
• Like Listing – Like Listing connections have shown interest in listings similar to ones you’ve had success with.
• Townhouse – These connections are looking to buy a townhouse.
• Luxury – These connections are seeking a luxury apartment.
• Buyer Match – Buyer Match connections are matched with you based on what they’re searching for; for example, a two bedroom co-op under $1.5M in Greenwich Village.

PREVIEW:

Building

Building connections have shown interest in a particular building. Focus on nailing the first call and using the ALM (Appointment, Location, Motivation) framework. If it’s a co-op building, use your knowledge of the building’s co-op board to help the buyer get approved. Based on your previous deals in the building, assist the buyer in coming up with a realistic but winning bid.

Like Listing

Like Listing connections have shown interest in listings similar to ones you’ve had success with. Make note of the things the buyer likes about the listing, using the M (Motivation) in ALM. Ask questions like “What about this listing caught your eye?” When looking for other properties to show the client, keep their answers to this question in mind.

If the connection isn’t qualified, develop a plan. When can they realistically move? What can they get done between now and then? Establish that when they’re ready to move forward, you’ll be there for them and can set up showings.