Sales generally tend to slow down as summer comes to a close, but if you keep hustling, you can make deals no matter what the season. Because it follows summer, the most active season for sales, fall does demand a few unique considerations. Here are some ideas for how to keep the wind at your back as the leaves turn red.
Target young parents
The new school year has just started. What does that mean? The start of the next one is just one year away! That’s a great point in time to emphasize to young parents or young couples who are planning to have kids soon. Target them on social media, in emails and send mailers to apartment complexes that house lots of young professionals reminding them to think about settling down in a home near good schools.
Fall-themed open houses
Advertise open houses with fall-themed snacks, such as hot apple cider and Halloween treats for kids. If it’s still warm enough for an outdoor BBQ, why not? Few things would better help a buyer envision the joy of living in the future home.
Don’t shy away from putting on a costume for your next email blast, Twitter posting or mailer. It catches people’s attention and will showcase that you’re a fun person to work with. Halloween-oriented blog posts about real estate (stories about haunted homes in the area?) are likely to be shared and bring traffic to your site.
Ask buyers open-ended questions
A useful tip for understanding what a buyer is looking for, courtesy of the Balance, is to ask open-ended questions about their preferences, rather than ones that yield “yes” or “no” answers. Ask them to describe what they value in a home and how they plan to use their living space. That will give you a much better picture of what they’re looking for.
Stay on the lookout for price reductions
Sellers who didn’t fetch the price they wanted over the summer will likely drop their prices in an attempt to get the property off their hands before winter. That presents a great opportunity to loop back with leads who may have felt there wasn’t anything in their price range earlier.
Clients looking ahead
While you should absolutely go for buyers who are looking to move into homes as soon as possible, you should also be looking ahead to those who may be considering closing in the spring or summer. This would be a good time to follow-up with leads who have signaled an interest in buying in the next year to start the process of figuring out their budget and preferences for housing.