Finding a Real Estate Niche In Your Local Market

Property agents know that the key to a successful sale is often hosting an open house. Traditionally, open houses have been in-person events held at the property, and therefore subject to limited flexibility to cater to the busy combined schedules of owners, agents and prospective buyers alike.

Finding specialized markets is crucial in today’s real estate industry. As a real estate agent, your selling success is dependent on buyer interest and location. Fine-tuning your strategy by taking advantage of niche markets can improve your return on investment (ROI).

There are other benefits to narrowing your scope and branching out from your average residential home purchases, too. Selling properties like condominiums, vacation homes, and luxury homes diversifies your sales portfolio.

For seasoned agents, finding a niche in your real estate market can be especially lucrative. Many new agents are still working on building their reputation, formulating strategies, and learning the ropes of real estate. It takes some prior knowledge and experience to be successful in niche markets.

Continue reading to find out more information about niche real estate, the value of investing in niche markets, and the process of selecting your specific niche.

What Is Niche Real Estate?

Niche real estate is a type of real estate selling that involves targeting specialized properties or groups of buyers and sellers. When you can successfully identify gaps in your location, it’s possible to fill those gaps and make your sales more profitable.

There are so many different niches in the real estate industry. It would be a challenge to list them all! Niches fall under categories and subcategories. Not all niches are alike, and some niches are better suited for agents with a particular skill set.

Common examples of niches in the real estate industry are:

• Apartment complexes
• Retail spaces
• Shopping centers
• Motels
• Sports and entertainment locations
• Offices

This is a limited list, and there are plenty more niches to choose from. You may be wondering, “Why should I enter a niche market?” Let’s explore why niche markets are valuable and how they can level up your game, whether it’s buying, selling, or leasing properties.

The Value of Niche Properties

Niche properties allow real estate agents to learn new marketing techniques, improve lead generation, and ultimately make more money. Motivated individuals who are experts in one specialized sector offer value to buyers and sellers alike.

For example, the commercial real estate market is often hard to break into for professionals. Starting local and entering the small business market may open up more opportunities. Some 85% of commercial transactions handled by the National Association of REALTORS® involve some kind of small business. Making a name for yourself in this sphere can lead to plenty of business over time.

In residential real estate, agents who learn to work with first-time buyers, real estate investors and other specialized groups create strong branding. Word-of-mouth and targeted advertising can help agents keep growing and use their experiences as a selling point for relevant customers.

Those interested in buying or selling will come to you to evaluate market conditions, conduct walkthroughs, and receive guidance. Your role becomes that much more important when you’re conducting sales within a niche market.

Process of Selecting a Real Estate Niche

Suppose you’re used to the typical run-of-the-mill sales process. In that case, it’s vital that you consider changing or adopting new ways of interacting with clients.

Based on your niche, clients will have different needs or wants regarding their property interests. For example, new buyers may require more information and assistance when it comes to their purchasing decisions. When selecting a niche, be sure to take these factors into consideration.

To help you get started, you can take steps to make the process of finding your niche simpler.

1. Do Market Research

In any type of business, analyzing the market you’re in is the first step. Break down your potential clients by demographics and consider segmenting them. Targeting these segments is crucial to your niche market success.

Having a basic understanding of the economy, populations, and job market in a given area will allow you to better serve your clients and meet their needs. For example, in recent years, trade-up homebuyers have become a massive segment of the market, taking advantage of rising home prices to leverage equity. This information could help you discover whether people in your market are looking for starter homes or looking to trade up to roomier houses.

It’s also important to know the industry’s current state in your area. Is it a buyer’s or seller’s market? Research any questions your clients may ask about the real estate niche you’re interested in. Preparation is key!

2. Find Your Passion

What was your initial reason for becoming a real estate agent? What drew you to buying or selling properties? Asking these questions will guide you toward finding the right real estate niche for you.

Maybe you own a vacation home yourself and want to assist others in that market. Perhaps you love golf and would like to see what properties are available to you on a golf course. The best part of selecting a niche is matching it to what you’re already interested in.

If you find one niche that sticks out to you, be sure to take note of it. Compiling a list of niches will make it easier for you to make that final decision and move forward in the selection process.

3. Think Geographically

Your local areas may lend themselves to a niche market. If you live on the coast, there are more than likely opportunities to sell waterfront homes or beach houses. Finding the factors that make your area attractive to buyers is critical.

Thinking in geographic terms weeds out what you can and cannot buy or sell. Take the guesswork out of finding a niche by limiting yourself to certain areas and the properties in them.

Finding the Appropriate Market Niche in Real Estate

If you’re ready to improve your ROI and succeed as a real estate agent, consider embarking on the journey of finding a real estate niche. Seasoned agents can benefit significantly from niche transactions and are better equipped to serve their clients’ tailored needs.

Meet the Author

Evelyn Long is the editor-in-chief of Renovated, a web magazine covering real estate market trends. Her writing has been published by the National Association of REALTORS®, Insights for Professionals and other online publications.