RelocationJune 20269 min read

Real Estate Relocation Clients: The System for Serving Out-of-Town Buyers

Relocation buyers have a deadline and a reason to buy. They are not browsing — they have a start date, a company paying part of the cost, and a limited window to find a home. The agent who serves them well earns a client for life, a referral to their employer's HR department, and a testimonial that resonates with every future relocation lead who reads it.

62%

of relocating buyers close in under 45 days from first contact

18%

higher average purchase price vs. local buyers in the same market

1–2

site visits to find and contract on a home for most relocation buyers

40%

of relocation agents receive HR referrals from satisfied clients within 12 months

The Pre-Visit Intake System

Relocation clients do not have time to educate you about their needs during a 2-day site visit. You need to know everything before they land. Run a structured intake call 1–2 weeks before arrival:

“What is your start date and target closing date?”

Sets the urgency level and tells you whether this is a 30-day or 90-day timeline.

“What city and role are you moving for?”

Identifies which employer they are coming from — a potential corporate referral relationship.

“Is your company providing a relocation benefit?”

Determines if a Relocation Management Company (RMC) is involved, which affects how commission is structured.

“What are your non-negotiables: neighborhoods, schools, commute time?”

Eliminates options before the visit. Relocation buyers who see too much leave confused.

“Have you sold your current home?”

Contingency risk. A buyer whose home is not yet sold creates timeline complications.

The Site Visit: How to Run a 2-Day Tour

Day 1 Morning

Neighborhood orientation tour

Drive through 3–4 target areas before showing any homes. Show them the lifestyle: grocery stores, restaurants, parks, schools, commute routes. Buy them coffee. Let them feel the area before they evaluate the properties.

Day 1 Afternoon

First home showings (5–7 homes)

Pre-selected, curated, within their criteria. Do not show everything — show the best examples. Leave note-taking time between each showing.

Day 2 Morning

Revisit and narrowing

Revisit the 2–3 that resonated most from Day 1. More detailed walk-through with questions answered. Bring your market data backup.

Day 2 Afternoon

Offer preparation (if they are ready)

If they found the home, write the offer before they leave. Relocation buyers who fly home without an offer often talk themselves out of it.

Working With Relocation Management Companies (RMCs)

What RMCs Are

Companies like Cartus, SIRVA, and Graebel manage corporate relocation benefits for large employers. They coordinate moving services, home sale assistance, and buyer agent referrals. If an RMC is involved, they typically refer the buyer to their preferred agent network and take a referral fee (25–40% of buyer commission).

How to Get on RMC Referral Lists

Apply directly to the preferred agent network of major RMCs. Cartus, SIRVA, and Graebel all have agent application portals. Requirements typically include production minimums (15+ transactions/year), market coverage, and references. Earning a spot delivers a consistent stream of pre-motivated buyers.

The Relocation Resource Kit

The agent who hands a relocating buyer a curated local guide is the agent they remember. Prepare a branded PDF or printed resource kit:

✓Neighborhood comparison chart (schools, walkability, commute)

✓Top 10 local restaurants by neighborhood

✓School ratings and enrollment info

✓Utility setup guide (who to call, how to transfer)

✓Local services directory (dentists, gyms, grocery stores)

✓Your vendor list (movers, handymen, lenders)

Relocation buyers search online first. Respond before your competitors do.

LeadLocker AI responds to every inbound relocation inquiry in under 60 seconds — so the buyer planning their move to your market hears from you first.

Book a Free Demo →

Key Takeaways

Relocation buyers close fast (62% in under 45 days) with 18% higher average purchase prices.
A structured pre-visit intake call eliminates wasted site visit time and aligns expectations before arrival.
The 2-day site visit structure: neighborhood tour, curated showings, revisit, then offer before they fly home.
RMCs (Cartus, SIRVA, Graebel) manage corporate relocation referrals — apply to their preferred agent networks for consistent volume.
A branded relocation resource kit (restaurants, schools, utilities, vendors) differentiates you from every other agent they spoke to.
Satisfied relocation clients refer to HR departments — one great experience can become a corporate referral account.

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