in this chapter: >the millennial buyer >the real estate transaction >business strategies
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In this chapter:
> The Millennial buyer> The real estate transaction> Business strategies> Unique considerations
3. Millennials
35
The Millennial Buyer
35
• Virtual environment is standard
• Obtain information about home-buying process from:
– New media sites/friends
– Television
The Millennial Buyer
• No standard lifestyle:– Not married and/or without children
– Alternative lifestyles the norm
– Families are broader communities
– Rapid career change
35
The Millennial Buyer: Characteristics
• Hyper connected
• Multitaskers
• Apt to crowdsourcing
• Socially oriented
• Optimistic
36
The Millennial Buyer: Expectations
• Transparency• Demonstrate value• Professionalism• Brutal honesty• Consumer centric• Educator• Proficient in technology
37
Millennial Myths
• Impatient or marginalizing of your time
• Too casual• Self centered
38
Ownership Goals
39
Ownership Goals
• Want lifestyle not home• Place emphasis on
community• Appreciate new
features/prone to upgrade
40
Buyer Counseling
• Change your mindset to a customer-centric business
• Understand Millennial mindset
• Attract e-lurkers
40
Buyer Counseling
• Focus on information dissemination and transparency
• Let them be active participant• Provide immediate feedback• Remember: interview process is real-time
40
Buyer Counseling
• Meet face-to-face first • Help align expectations
to reality• Use casual and
conversational approach
47
Buyer Counseling
• Be honest• Uncover pre-conceived
notions about process• Prove your value• Use visual representation
of process/timeline
48
Sample Home-Buying Process and Timeline
51
The Buyer Representation Agreement
• Approach discussion carefully• Provide thorough explanation and benefits • Provide copies of relevant forms upon first
contact • Explain concept of agency at first in-person
meeting
53
The Buyer Representation Agreement
• Ensure they are ready, able, and willing to buy
• Show value and action instead of sales pitch
• Follow state and local requirements
54
Community and Home Features
• Proximity to restaurants, coffee shops, bars, restaurants, shops, dog parks, gyms, and so forth
• Home office• Open concept
54
Community and Home Features
• Outdoor space• Fenced in yard (pets)• Storage• Energy-efficient appliances • Resale considerations
55
Negotiating
• Set expectations• Give as much information
and explanation as possible
• Show MLS comps
56
Negotiating
• Don’t discount anything, but provide additional insights and explanations
• State pros/cons of decision points
• Recognize emotional component
56
Financing
• Serve as traffic controller
• Explain importance
• Stress need to work with loan agent
• Provide resources
• Share factors that impact credit/financing
58
Financing
• Explain timeframe• Stress need to budget for
home repairs and maintenance
• Remember that not all potential buyers are ready or able to buy
58
Average Student Debt
58-59
Closing
• Explain what to expect
• Share in excitement
• Closing gifts
61
Closing Gifts That Keep on Giving
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Express your appreciation once a month, every other month, or every quarter.
This coupon book encourages users to be local
and shop locally.
Communication DOs
• Focus on quality, timing, and format• Get to the point• Embrace technology• Use Internet• Be sincere, authentic, relevant, valuable
65
Communication DOs
• Customize your message• Respond within 2 hours• Communicate on their
terms• Send handwritten notes
65
Communication DON’Ts
X Waste timeX Forget that face-to-face is best sometimesX Assume Millennials have home phone or TVX Fake familiarity with technologyX Send listings if they don’t fit needs and wantsX Assume anythingX Feel the need to act immediately, just respond
65
Marketing
• Be an expert in the buyer • Appeal to their sense of being special
and unique• Avoid appearance of over-promising• Use multimedia• List all ways to get in touch
67
Marketing
• Ensure Web site is up-to-date• Make it viral• Convey passion and excitement• Make it easy to get to know you• Provide valuable information• Appeal to Millennials’ parents
67
Marketing
Source: Reprinted with permission of Heather Joubran, GRI, www.heathertherealtor.com.
68-69
Marketing
Source: Reprinted with permission of Heather Joubran, GRI, www.heathertherealtor.com. 68
Networking
• Establish profiles on new media sites
• Join groups and become fans on Facebook
• Send relevant, content-rich links via Twitter
69
Networking
• Be an expert for online real estate networking sites
• Write online articles for newspaper
• Start blog• Think “out of the box” to set
yourself apart
70
Young Professionals Network (YPN)
70
• Become familiar with YPN
• Subscribe to RSS feeds• Review creative
marketing ideas and contribute resources
• Reach out to your local network
UNIQUE CONSIDERATIONS
• Tax issues• Investment/estate
planning
71
Recommend HouseLogic.com
• New consumer Web site
• Free resource• Can help buyers
increase and protect value of home
72
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