Diane Vespucci directly addresses camera: My very first customer was a first-time homebuyer. That was 14 years ago, and she's still a customer of mine. That experience prompted me to build a niche working with first-time homebuyers. I'm Diane Vespucci, a sales associate with RE/MAX 100 Realty in St. Augustine. Currently, about 35 to 40 percent of my business comes from first-time buyers. Let's take five minutes to talk about how I built this niche so that you can do the same. Make sure the first-time homebuyer niche is right for you. You have to be patient and understand how little these homebuyers know about the process. Sure, they may start a home search on the internet, but that doesn't mean they know how to choose the right house or that they understand what they can afford. Also, working with first-time homebuyers may not be the most financially rewarding. But the feeling you get when you hand the keys to first-time buyers is like no other. Still want to work with first-time buyers? Here's how I market to them. First, I joined a networking group where I learned how to hold seminars. I started putting on educational sessions to teach these buyers the process of buying a home. Education is so important when working with these buyers, and homebuyer seminars did just that. Three years ago, I was approached by the owner of the St. Augustine News Journal to write a monthly column on real estate, this is where I cover topics such as overcoming the fear of buying your first home, how to find a good loan officer and more. Many times, buyers will call me after they read the article. I always refer them to a loan officer to determine how much home they're qualified to buy and any potential stumbling blocks in the home buying process. That leads me to my next must-do when working with first-time homebuyers. You have to build your team of seasoned home inspectors, loan officers and other affiliated professionals who can guide these buyers through the process with ease. People are interested in remaining with you if they know their time frame and you become partners in the process. An evaluation with a mortgage advisor clarifies their budget and time frame. If someone isn't ready to buy right away, I still keep in touch every three weeks. I text them, send emails, pass along information about mortgage rates and so on. As they get closer to when they are ready to buy, I will increase my connections. I also stay in touch with the mortgage advisor. Other than the seminars, I use Realist, NAR's Realtor Property Resource and my own rentals list to target first-time buyers. When I first got involved in real estate, one mortgage advisor got angry when I asked questions. But I need to know what I'm talking about so I can relay information to the buyers accurately. All real estate professionals should have a basic understanding of the process. So, I look for mortgage professionals who encourage questions. I also stay educated about new financing programs for first-time homebuyers. The truth is, you need to have patience and provide a personal touch when working with first time buyers. You have to want to help people. Believe me, once you get the satisfaction of helping a first-time homebuyer close on their first home, you'll be hooked.