@Jim Herrera Good question and discussion. For me, I distinguish myself as an investor-friendly realtor by being available to answer questions about the market, both on-market and off-market properties. Many investors simply want to talk to you about what you see on the market without a sales pitch from you every time you talk. It is about being a resource to the investor and helping them make sound decisions on their investments. It is a lifelong relationship and not one that ends with the signing of closing documents. You can add value even by knowing people in the community like contractors, insurance people, stagers, etc. I think of myself as more of a real estate professional than I do a real estate salesman (although you have to sale as well).
Of course, I also present value by having access to market data through the MLS. However, I carefully control this aspect of my business by not doing CMAs at the spur of the moment with every investor that calls on me. Too much abuse potential with no ROI for me. I need to know that we will be business partners together before I give out this service too often. I will give out a certain amount of CMAs at no charge and then charge a nominal fee for any after that...if I do business with an investor by closing a file, I will waive the fee for a quarter. Six or more transactions will result in a lifetime waiver. It is a matter of establishing a trust between myself and my investor clients. The road goes both ways.
You are right that when this arrangement works well, it is a boon for both the realtor and the investor. We both end up making money and build a good rapport at the same time. As an investor myself, I look for ways I can help my clients make better decisions and they help me to grow as a professional. I am on my way to making that first million!
