Home Buyers Marketing, what is it?

By
Mortgage and Lending with self employed

Hello all, I hope every one had a great weekend. I was out Sunday, looking for some open houses and was shocked at how few I was able to find. The over abundance of homes is very visible but I had to hunt down the open houses. If you have been in this industry for more than 7 years you will know that you can't sell homes if your not showing them. I know, "But there is no one coming out to see them"  Is this really true? Or is it a self fulfilled prophesy. What I mean is if you are not showing homes, how can you really know that no one is coming out to see them? And for those three agents who were dedicated enough to be out there, just being out there is not enough. You have to be enthusiastic about what your doing! Just handing someone your business card and telling them to look around is not selling a home. Of the three agents that I met only one asked me if there was anything else that they could show me. One stayed on the computer the whole time I was there, the other was well dressed and showed the house well enough, but did not bother to follow up with some leading questions about what I was looking for. Only one agent had compelling signs out on the streets leading me directly to the home. My point is this, if your not going to put forth 100% effort, why waste your Sunday.

Listen, I am guilty of everything I am talking about here. I am not perfect, far from it. But I have come to the realization that things are not going to be like they were 5,4,& 3 years ago. In fact they will probably get worse before they get better (if I had a dime...) but that does not mean that there are not people out there who want to buy a home, and yes they are qualified, and if they are not now, they will be soon, in fact your own statistics (NAR) tell us that of the 25 or so contacts you make in a month, 23 of them will be cast aside and you will choose to keep in touch with two, of which, one will buy!  So what happens to those other 23?  Well, your same statistics tell us that of those twenty three, 48% will end up buying a home within the next six months to a year, that's almost 12 extra sales a year!!!  Remember, these are not my numbers, these are your numbers being used to prove my point.

So what do we do about it?  Ahhh, Well, I'm glad you asked.  HOME BUYERS MARKETING AND THE SCOUTING REPORT is the answer. If for some reason you have never heard of home buyers marketing or the scouting report, you need to ask.  Ask your current lender, and if she doesn't know about it, ask me!  Because of it's prohibitive costs most lenders will not make such a huge investment. GMAC however, is part of a huge conglomerate (GMC, you know, that little car company) and our leadership has mandated that every mortgage consultant be well versed in Home Buyers Marketing. 

Basically, what HBM II has done is figured out a way to capture those contacts that are sliping through the cracks, and put them in a holding pattern for you. They are given access to the MLS with your contact information and mine, as an active business partner you will also be involved in the process and be able to see what your clients are looking at when they are logged in to their secure site.  If you are interested in closing more deals this year and next or if this sounds like something that you would like to know more about please feel free to give me a call or e-mail me. Take care -Ernie

Comments (1)

Fred Griffin Florida Real Estate
Fred Griffin Real Estate - Tallahassee, FL
Licensed Florida Real Estate Broker

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Sep 12, 2016 11:42 PM