Consumers start their home search online and aren't looking for an agent, they are looking for a house. We Realtors need to understand this to be effective in our business.
80% of buyers start their search for a home (not an agent) on the internet. 75% plan to buy in 120 days or less.
70% of these buyers don't have a Realtor.
Show buyers the homes that they like and they will buy them.
As Realtors, we provide information and educate our clients on the Real Estate market. We don't sell houses, we educate buyers and sellers.
Buyers don't want to be persuaded to buy the house you want to sell. Buyers want their agent to find the house that fits their needs and wants.
If you are a Realtor your advertising should focus on homes and properties and not you and your personality. I think your clients can see quickly your dedication and knowledge, but they won't find you if your advertising isn't about homes and land in your area.
In Real Estate we tend to focus on the agent, their abilities and past accomplishments and not always the homes we sale. I realize that agents that have the best homes at the correct prices will produce the most sales. That is why I am not interested in listing overpriced homes, or homes that do not appeal to the buyers in the market.
I want to represent buyers and sellers, but I have no problem taking my client to the best home regardless of the agent or agency. If the home is a fit for the client then I have done that part of my job correctly. Sellers that ask why I didn't you show my home need to understand that the buyer picks the criteria of the homes that they want to see.
If the buyer wants a Log Style home and you own a Victorian, I won't show them your home. If the buyer says single story, I will not take them to your 3 story home.
Many buyers in this market are only driven by price. These buyers will buy homes that don't appeal to the average buyer if they are priced to overcome the obstacle.
Homes that are priced correctly, easy to show, neat and clean are always the first to sell.
If you can't be easy to show, or neat and clean, you can always fix it with the price.
Steve, Great post. The one thing I have learned is that no matter how great a relationship you have with a client it is always about them. They want what they want.