Many brokers and brokerage companies still preach outdated assumptions to property owners about buyer behavior and marketing strategies. While traditional practices emphasize targeting a narrow list of "qualified" buyers, this restricted approach fails to capture the broader value potential that comes from appealing to a diverse range of buyers. By limiting exposure, brokers risk underselling a property, typically for their own benefit.

Outdated Thinking: The Limited-Buyer Myth

A prevailing belief within traditional brokerage models is that marketing a property to a narrowly defined group of buyers provides a faster, smoother transaction process. This belief, however, doesn’t align with current buyer trends. Data from the National Association of Realtors (NAR) underscores a growing trend in high-demand states like Texas, where 37% of commercial property transactions involve out-of-state buyers, while 22% include international investors. This indicates a demand for properties from beyond a local or regional pool, pointing to the need for a broader marketing reach. Today’s buyers seek opportunities across both state and international borders, indicating the need for a wider marketing reach. According to the National Association of Realtors, 11% of real estate agents immigrated to the United States from other countries. Brokers who refuse to market to foreign investors or ones that represent them are short-changing their sellers.