Creazione · 20 settembre 2026
How to work out who the most likely buyer is
You do not imagine it. You read it off the people who have already bought.
Realux · 5 minute read
The answer, straight away
The likely buyer is derived from transactions that have already happened, not from instinct. You take the comparable deals of the last three or four years in the same area and band, and you look at who bought.
What comes out is almost always different from what was imagined, and that is why most campaigns produce nothing.
What to look at for each transaction
Where the buyer came from. Local, from the nearest large city, from another region, foreign.
What they did. Not the name: the kind of wealth. Family business, profession, a company sold, inherited capital.
What stage of life they were at. Second home, relocation, approaching retirement, grown children, a return.
How they arrived. An agency, an acquaintance, a professional, they already had a house nearby.
How long it took from first viewing to completion.
What you get from it
A profile written in five lines, telling you who to show the property to and through whom.
If three of the last four comparable deals were bought by foreigners introduced by a professional, you know two things: the channel is not the local portal, and you need somebody who speaks their language.
The most common mistake
Describing the buyer as a category: affluent family, investor, foreigner.
None of those three is a person, and none tells you who to call on Monday.
The question that changes the perspective
Who has already solved the problem your property solves.
If the house is perfect for somebody who wants the grandchildren to come in summer, the buyer is somebody with that need now, who has probably already looked at two other houses in the area.
How to use the seller to work it out
The owner has already solved that problem: they solved it by buying that house.
Ask why they bought it, what they were looking for then, what they looked at before choosing. The buyer profile is often a younger version of the seller, and nobody thinks to ask.
What to do with it
A list of twenty names or twenty channels, not a description.
If the analysis does not produce a list, the analysis is not finished.
Want the likely buyer profile for one of your properties?