Blog Education Know how to identify ideal clients with these 6 questions.

Know how to identify ideal clients with these 6 questions.

By Melissa Dorman, October 19, 2018

Before I launch into how to find the perfect client, let’s first address that no perfect client will come if you are not  providing excellent value as an agent. 

Are you really an expert? 

You need to become a local expert who knows the market in and out and who can guide the transaction to success with minimal interruption in the client’s life.

Now let’s identify, which clients you do not want to serve?

Assume the opposite of the image of a perfect client you have in your mind and think about what market segments you aren’t prepared to serve. For example, many people would cringe at doing walk throughs in dilapidated properties. If that’s you, then maybe investors are not your ideal client because they will be looking for run down houses to addd value to make a profit.

How can you identify if a client is a fit or not?  

Finding the right client is asking the right questions:

  • Identify their level of readiness to perform. Are they “just looking” for now?
  • Examine if your values align. Are they looking to get a steal or do they have realistic expectations for the market?
  • Do they look to you for direction or oppose you at every turn?

What are the attributes/qualities of an ideal client?

An ideal client is the one who is fun and easy going and respect your level of expertise and value you can provide to them. Your values align and their is mutual trust. They respect your time and are also loyal when they find the right home, they know who to call to write the offer. One of the hardest things to learn in any service business is when to fire a client. The pythagorean theorem proposes that 80% of our profits will come from 20% of our efforts. Likewise, 20% of your clients will eat 80% of your time…. if you let them. So be ready to fire client’s and put that energy into the 20% of client’s who make up 80% of your profits. Firing a bad client will save you money, not mention stress.

Do your systems and skill level attract the ideal client?

For example, if you want an easy-going, luxury clients, are your systems set up for that? Are you prepared to wine and dine? Do you have admin support so they are well cared for? You need to know what you want, but you also need to look at what expectations the perfect client would have.

How can you attract an ideal client with an amazing lead generation system?

Don’t expect every customer will be an all cash, quick close, and will go referring you to all his acquaintances. To gain such a client base, you must be the type of agent that the ideal client is attracted to. Be an expert. Have systems in place to support a smooth transaction. Provide proactive responses that cut off problems before they start. Give them something to tell their friends about.

Melissa Dorman is a Licensed Broker with Yascha Group at Living Room Realty in Portland, OR. Follow Yascha Group  on Facebook.

Melissa Dorman


Ten years ago, Melissa was living in a slum in Kolkata, India, helping over 200 women escape of sex-trafficking by providing alternative work at a social business. It was there she discovered her passion for financial education as a means of empowering people to move out of poverty. After graduating from UCLA with a Masters, Melissa spent 5 years working as a Social Worker; assisting clients facing homelessness, in jail, or at a psychiatric facility. As much as she loved the work, imagining saving for retirement on the meager salary of a social worker was becoming grim. That's when Melissa discovered "passive income." In no time, she fell in LOVE with real estate as a vehicle for wealth. Soon after, Melissa began locating off-market multi-family properties to purchase through creative financing strategies and win-win opportunities. Two years into investing, Melissa quit her day-job as a Social Worker to become a full time broker and investor. Initially she was drawn to people in difficult circumstances, so she developed extensive experience assisting families facing foreclosure, short sales, and probate. Melissa is well versed in helping her client's overcome complex real estate challenges. Currently Melissa is teamed up with Super Broker, Yascha Noonberg at Living Room Realty. Together they assist client's to achieve their real estate dreams, including how to strategically buy and sell a personal residence to maximize profits. Far from the slums of Kolkata, her greatest passion now is empowering other working professionals to develop passive forms of income through buying multi-family properties in Portland.
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