Great article I just read and an idea that can be used in the Philadelphia market for those looking to purchase a Philadelphia home for sale. In the article it explains about what the consumer wants prior to purchasing a house.
It was mentioned how Borders books made one feel comfortable in the store, was able to glance through items, and now they are closed. Another retailer with the same business model is having similar issues with stores closing Nationwide, Best Buy. Why is that?
Well is was stated that consumers want information, specs, testimonials, etc…, without being sold. Now let’s take this on the level of real estate, consumers want all the information up front about a property, sometimes even to the point of wanting to see the house without any financial paperwork filed; to know if they can actually purchase the house. How can both the agent and consumer come to a meeting of minds without valuable time wasted by both parties?
First, price is not the factor in purchasing a house, monthly payments are, with the exception of “liquid cash.” Giving the consumer a break-down of monthly payments to include, taxes, and household expenses to run the household is most important. Can the consumer afford to own a house at the present time without being house poor? This can be done by emailing them a Buyers Financial Closing Cost Report.
Second, now if they are giving serious signs of moving forward, a consultation is in order. With modern technology there is no need to have people shuffle into the office. Where do people feel most comfortable? In the place they reside perhaps? I am not stating to drive to their homes to give a Buyer Presentation, get the consumer on a webinar. A great resource is Meetingburner and it is free.
Lastly, when they are ready to move forward, either email, fax, mail, or have the consumer meet you at a coffee shop or something similar, to get all the completed paperwork together prior to showing them houses.
What have you done as the professional you are? You have given the information, and hopefully built a rapport with your new client. With taking these small steps, both you and your client will be able to achieve the final goal.
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