Why This Common Sales Tactic Often Falls Short of Your Best Interests

Many homeowners are familiar with the experience: you open your mailbox and find a letter from an agent claiming they have a buyer for your home. Often, these letters arrive at suspiciously convenient times—right after your listing expires, for instance, or sometimes out of the blue. Although such messages may seem like an opportunity to quickly sell your home, they are often tactics aimed at luring you into a listing agreement. Here’s how these strategies work and why it’s usually best to steer clear of them.

The Expired Listing Letter: A Common Sales Gimmick

One of the most common scenarios occurs when a home has been on the market but hasn’t sold. As soon as the listing is removed—whether it expired, was canceled, or was withdrawn—some agents swoop in with letters claiming they have buyers lined up. This is a tactic often used by "ambulance-chasing" agents looking to prey on the frustration homeowners might feel after an unsuccessful sale. These agents are aware that you’ve shown an intent to sell and use this message to prompt a phone call.

But the reality is often disappointing: when you call, the agent will either stall, saying that the supposed buyer “just put something else under agreement,” or will pivot, offering to help you list the home on the open market. If these agents had truly interested buyers, why wouldn’t they have shown the property while it was listed? In most cases, these letters are just a way to secure your business, not to help you find the best buyer.

Randomly Dropped "Buyer" Letters: Another Common Sales Tactic

The second type of "buyer letter" is dropped off at random in neighborhood mailboxes, regardless of whether the home has ever been listed for sale. These letters often say something generic, implying that the agent has a buyer who’s specifically interested in the property. In reality, agents using this method rarely know anything about the homes they're targeting.

A prime example? I know fellow colleagues who have received these letters at their own homes, which aren't even on the market. These agents aren’t even doing the basic research to understand the property or its occupants. They’re simply hoping someone will call and engage with them. If an agent can’t take the time to learn about your home, how can they be trusted to get you the best price? This lack of attention to detail is often a red flag that they’re more focused on securing listings than representing your best interests.

Why Hard-Sell Tactics Are Rarely Effective

For agents relying on these tactics, the goal is to get you on the phone. Once they have your attention, they may use high-pressure sales techniques to convince you to list with them. However, these methods rarely benefit sellers in the long term. Buyers and sellers alike often see through these strategies, recognizing them as aggressive and insincere.

In the end, these agents are looking for a quick listing, not a carefully managed sale with your best interests in mind. Real estate transactions are significant financial decisions; you deserve to work with an agent who uses integrity, ethics, and a client-centered approach.

Why Ethical Representation Matters

When it comes to selling your most valuable asset, you deserve to work with a professional who genuinely has your best interests in mind. Selling a property involves complex decision-making, market timing, and negotiating skills. It requires an agent who values transparency and prioritizes your needs above their own commissions.

Unfortunately, not every agent adheres to these standards. That’s why it’s essential to choose an agent who will handle your sale with integrity and commitment to achieving the best outcome for you. These agents will use transparent, proven methods to market your home and connect you with qualified buyers, maximizing your chances of receiving the highest possible price.

Final Thoughts

If you receive a letter in your mailbox claiming that an agent has a buyer ready to purchase your home, take it with a grain of salt. More often than not, these are simply marketing tactics designed to get you to call. Remember, a good agent will never need to resort to questionable practices to gain your trust. They will be open, honest, and committed to representing your best interests.

If you have questions about real estate practices or would like guidance on how to choose the right agent, please feel free to reach out. I’m always here to discuss the industry and help you navigate the process with confidence.

Josh E. Santana

Licensed Real Estate Broker

📲: (978) 939-9147

📧: josh@joshEsantana.com