Buyers are gold in this market. A smart agent, even those who in the past have just listed homes for sale but did not work with buyers, are now expanding their services and working hard to gain more buyers as clients. Not so easy in this market so how do you impress and retain?
A few tips to make you stand out as their choice of representative:
- Hold Open Houses. Be prepared with knowledge of area, your resume, booklets in the home that not only tell about the home features, area, schools, etc. but be sure to include your resume as well. Be informed about the home and competitive listings on the market as well.
- When showing homes for the first time to a new customer be sure to have a preliminary meeting to overview their tour of homes. Have a buyer book prepared that gives them great information as well as let's them know how organized you are as an agent. Things to include in the buyer's book are: Three ring binder which has a plastic cover so you can insert a decorative cover your contact information. Tabs with sections - Tour, Maps, Considering, Forms, Misc Information. Material to include in these sections are the tour sheet where you have lined up in order of the showings that has the short pertinent information about the property (address, sq ft, age, area, room count, amenities & comment area. Maps of the areas you will be showing highlighted for the location of the property. Tax rate information for the different cities. Forms - blank forms for purchase, and addendums, etc. for their review and to become familiar. You can have them reference these forms if you discuss some portions of the contract such as option period, etc.. I have a section where I have a business card insert sheets that holds my card, title company, inspector, mortgage company, etc. business cards for reference.
- Homes that are currently rented. These have tenants that may turn to future buyers. Send mailouts to these homes regarding your services, make the materials professional and have value added services such a valuation expert. Keep them updated on the market and wonderful rates.
- Buyer seminar - set up a meaningful seminar for buyers that you have a mortgage vendor, appraiser, inspector and yourself as speakers. Plan for success by ads in papers, Internet, tenants on leased homes being invited. Organized with snacks and good location. Handouts, short but informative speaker overviews of topics that will be helpful for buyer purchases. FOLLOW UP!!
Be proactive of not only meeting but retaining buyer's to turn into your clients. Professional outreach and proper preparation will impress and have them won over.