Not everyone understands the value of domain names and how a domain name can help a business. There are plenty of smart business owners that don’t really care about domain names, especially those that cost more than the annual registration fee.
There are many people who do understand what a domain name can do for a company, and some of these people will pay what it takes to acquire great domain names to help their businesses. When you find a decision maker that appreciates good keyword domain names, you should do what it takes to generate additional sales from that buyer.
There are quite a few people I’ve done multiple deals with who aren’t domain investors. They are in different industries (or serve different markets), and when I purchase a domain name I think might help their business, I give them a heads’ up before I let others know. Even though I’ve come to expect a bit less than what I estimate the “fair market value” is, I know that I will be paid quickly, and there won’t be any issues with the domain transfer.
Sometimes with some of these buyers, I will let them know about a domain name that is available (either on the market or I had inquired and received a price), and I will let them buy the domain name directly from the owner, receiving a finder’s fee as compensation. Most of the time this is because it’s a very high value and/or quite specific domain name and I don’t want to chance that I’ll buy it and the buyer will change his mind.
When you find a person or company that appreciates valuable keyword domain names, you should always ask that person if they buy domain names often and if they would be interested in knowing about other domain names in the future. When you are answering inbound inquiries, it’s most likely someone needing a domain name for something specific. When you find a buyer via outbound channels, you might find yourself in a serendipitous situation that contributes to additional sales.