RELOCATION strategy for the INCOMING BUYERS !! Having been through the process personally, I understand the emotions, expense and fear that goes into the process. But, we as Real Estate agents can make that transition easier for our Buyers.
How frightening for a homeowner, who is willing or needing to pick up their comfortable life and relocate to a completely new environment. They are faced with huge decisions, sometimes without the ability to come out and personally make the choice for their new home. Job relocation's, military reassignment, retirement, divorce can all be factors for the move. Each one creating their own set of fears and emotions for the Buyer.
Last year I had the pleasure to work with such a Buyer. Her husband had past away a few years back and she was ready to relocate and start a new life. Exciting as that sounds, it was very hard for her to let go of the memories, the friendships, the emotional attachment to the place she called home for so long and with her late husband. Even though I was not her agent in that state, I was still apart of the emotional separation she was going through. How can I help?
I found that sharing my own story of relocation, continually reassuring her of the fantastic, new and exciting place she was moving too and the new beginnings in her future. Keeping in contact with her and allowing her to feel as if she already has a friendship out here and isn't coming to a place all alone. That her first friendship will be her real estate agent. Its okay - to cross business with friendship. Its what we need to do to truly be successful.
The real emotions came for her when her house went into contract which was overwhelming. The reality sets in for that Buyer. THEY NEED YOU.... Don't think it is not your sale, not your issue. It is....
They need to have built trust in us, their new agent to know what they need, want out here. To reassure them everything is running smoothly on this end. It may require several extra steps you would not normally do for the local Buyer.
Be prepared to them find the right place out in your area. For me it took several months of property searches and listings sent to her. Then several trips to preview homes, taking multiple photos of the houses she was entrusting us to see as "great homes". Then having her trust me enough to make an offer sight unseen. That is a very big responsibility of a relocation agent. You better know your Buyer.
Once the move was happening, her home was closed, she was on the road to her new life. I stopped to think, her truck doesn't come till Monday. She will be here Saturday. She will have no food, no towels, no furniture. So off to the store for a cooler full of lunch meats, breads, sodas, microwave popcorn. Some freshly washed towels from my home. A basket full of dollar store toothpaste, shampoos etc.. I brought her some of my fold up chairs and even dog bones for the dogs coming. She was overwhelmed. She had never even thought of that stuff with everything going on...
Agents, this is just a mini article on being a Relocation Agent. There is so much more to the story. But if you are promoting yourself to be one, or would like to be - be prepared to put more into the Buyer than with a local client. Be prepared to invest more time, more emotions and perhaps even money. But I promise you this, the rewards are AWESOME !
Comments(4)