Who Are The New Buyers, "The NEOs", The New Affluent Buyer?

Real Estate Agent with http://www.CapeGroup.com & http://www.REindex.com 9023635

As in all economies, studies are being produced that work hard at identifying who is buying, and how are they thinking. There is a new designation of buyer. They are called NEOs or the New Affluent. Are you one? Are you working with any? 

The new affluent buyers are content with who they are, and not dependent on who their parents were. They research and accept useful pointers from experienced full-time professionals in any area they are making decisions in. They understand that the Internet is full of mis-information and sales tactics.

They prefer verifiable information, prefer to benefit from the experience of a professional, and prefer patient professionals over quota driven closers. They appear to understand how experienced professionals benefit their process, and thus they have more loyalty.

Information is readily available from many Internet "sources" in real estate, and the new buyers understand that a source is not always the source. They also understand that a full time real estate professional can help keep their "work week" to 50 hours.  Rather than discovering and verifying which "sources" are accurate and current, the "new affluent" choose an experienced professional.

They know that duplicating what a dedicated professional is already doing every day and trying to quickly relearn what someone else has already learned over many years, is not the best use of their time. These patient and loyal buyers find better purchases, have smoother transactions, have more time for their main interests.

The Internet has misled the "old style buyer" to hope that the experiences of a real estate professional can be learned as quickly as one can find pictures of houses on the Internet. The new buyer knows that the business of real estate is becoming/has become a profession more than it has been at any point in history.



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  1. Denise Bass 05/17/2010 12:24 PM
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Candice A. Donofrio
Next Wave RE Investments LLC Bullhead City AZ Commercial RE Broker - Fort Mohave, AZ
928-201-4BHC (4242) call/text

[The Internet has misled the "old style buyer" to hope that the experiences of a real estate professional can be learned as quickly as one can find pictures of houses on the Internet]

Absolutely. And it's a challenge to help those buyers unlearn what they think they know . . . but don't. :)

May 12, 2010 01:56 AM #1
Harry F. D'Elia
RentVest - Phoenix, AZ
Investor , Mentor, GRI, Radio, CIPS, REOs, ABR

We must appeal to the new and old buyers when it comes to real estate. There is a shift in the force.

May 12, 2010 02:03 AM #2
Deborah Byron Leffler BzyBee Real Estate Lady!
Keller Williams Realty Boise - Nampa, ID

Great information!   I think it is very important to know the different styles of buyers...we have to keep up to date!!!    Inthis market you can not wing it!

May 12, 2010 02:14 AM #3
Evelyn Johnston
Friends & Neighbors Real Estate - Elkhart, IN
The People You Know, Like and Trust!

Information is available to any one at any time of the day or night, there is an abundance of it on any given subject.  If you don't easily provide what they are looking for, they will move on to somewhere else.  It is imperative to be where they are looking and give them what they are looking for...each in their own age groupl.

May 13, 2010 11:28 AM #4
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