The Orientation Tour ... for the first-time Buyer look at property in Ocean City, New Jersey
I refer to it as "the orientation tour" to myself, but it does represent the first real insight for potential buyers to the world of "resort marketing" here in Ocean City (NJ). I usually get the husband and wife (sometimes only one of the two) via a phone call, walk-in, or referral from another client of mine (usually an owner of a property in town).
My first effort is to try to talk very little, listen and take notes, and try to ask more specific questions as we move along in our conversation. Often the call comes in from a listing that I have that really isn't the property that the potential buyer might want. Often the listing price is not what they thought it might be. So as one continues the dialogue which could be limited to 15-30 minutes, what you are trying to accomplish is quite simple: show that you know what you are talking about in as simple a way as possible; get vital information first including names, phone numbers, and email addresses; and try to identify a price range, property category, and general location in the community that appears to be of interest (although all of these could change as you move along).
Finally, one of the best ways to do a lot of this is to take a short ride around the neighborhood just talking about properties, location, etc. That might take 30 minutes to an hour depending on how much time they want to put into the process at this time. If you can't get that done now, suggest a follow-up by indicating that you will send out a great deal of information requesting that they slowly identify some properties of interest, select another date (which ususally means a future weekend when they can make the 2-3 hour trip back to our South Jersey location), and emphasize that this will be an opportunity for them to see a variety of properties, get additional information, maybe even identify a real property of interest ... but the real idea is to provide an orientation that will set the stage for the ultimate identification of a few properties, or locations, price ranges, etc.
Your next contact to the potential buyers (via email) is a crucial one where you not only send a variety of attachments (sale property information), but you also start to lay out a format which will assist them as well as you in moving them along in a type of "buying continium." dap
"Dustin A. Peters has been working in real estate in Ocean City, New Jersey (with special emphasis and expertise in the Northend and Gardens) since 1993 after a 32-year career in public education in Pennsylvania as a teacher and high school principal. He worked for French Real Estate from 1993-2011 and has continued in that same location at #1 Atlantic Avenue in Ocean City (NJ) with Keller William Realty since that time. He can be reached at "609-231-6379" by phone and "Dustin@BeachNotes.net" by email.
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