This competitive, fast changing market will create lots of opportunities for real estate agents who evolve along with the needs of the consumer.  At EquityScout.com we believe that an important principle is establishing your niche. 

Successful real estate investors will always need real estate agent.  This is a segment that won’t erode; in fact it will continue to grow.  And that’s not the only reason why real estate investors make great customers.  Consider the following: 

1) Real estate investors make up a niche market that needs a specialized set of skills from a real estate agent.  The field is getting more crowded by the day.  The first source of competition are those 1.3 million fellow agents out there.  Add to that the technology companies that are popping in by the day and you have a hyper-competitive market.  But as in all fields, when things get tough for the generalists the specialists manage to survive and thrive.  What kind of client are you specializing in? 

2) Real estate investors are repeat customers.  Most businesses thrive on long-term relationships, and real estate investors are customers who come back.  Again and again.  Investors value trust, whether from a lender, a contractor, or an agent.  Trust is comforting - build that relationship and you'll see them again.  This applies to all customers, of course, but you won't have to wait for an investor to pack up and move before he'll be calling you again.  Your next deal may come the following week.   
 
3) Real estate investors are in the market.  Investors are out there following trends, making contacts, and collecting information.  Your client will be looking to you for leads, but this can be a two-way street.  Invariably, investors come up with leads that don't turn out to be viable investment opportunities, but which may turn into listings for you. 

4) Real estate investors can teach you something.  You're good at what you do, and your investor clients should learn from you.  Likewise, if you're working with smart investors you should learn from them as well.  A lot of agents are wondering how to get off of the sidelines to start building real estate equity themselves; if this describes you then you might benefit from working with successful investors.

5) Real estate investors can be easier to work with.  I include this last point with some trepidation.  I know there are some investors who are a royal pain to deal with.  But generally speaking, savvy investors are looking at the bottom line, want good advice, and you won't have to cut through a layer of emotional attachment to get them to make good decision.  If you've ever had to play amateur psychologist to convince a seller that she needed to paint over her beautiful work-of-art wall sized mural to sell her house then you know what I'm talking about. 

It's a jungle out there, but real estate agents who move now to upgrade to a client base that requires a specialized skill set will prosper and thrive, even as competition drives many of the recent entrants out of the profession.