Make Your Market Becoming a Buyer Insider Prep
Make Your Market Becoming a Buyer Insider
*Prep for This Week’s Session* • Test run the automated pieces of the presentation before the meeting (slides 26 -27). • Speakers for the automated pieces. Note: Every automated slide has they can be easily identified. • The Jeopardy game is in a separate Power. Point file. Have the Jeopardy game file open while you are presenting this session so you can quickly transition to the game. • Test the Jeopardy game so you can become familiar with the game board and how it functions. • The Jeopardy game is created with complex programming. Do not add or delete any slides in the game, as the game will no longer work properly. • Print the “Jeopardy Questions for Facilitators” so you will know what questions are being asked and what the answers are before they are revealed. • Set up a flip chart in the front of the room with markers so you can keep score in the Jeopardy game. in the lower right corner so *Delete this slide before presenting *
Make Your Market Let’s recap all of the strategies we’ve learned so far in the Make Your Market sessions. Here’s what we’ve covered in the past few weeks…
The SOLD Sign • Tell me how you’ve used SOLD signs to change public perception that homes are not selling. • Call the neighbors when a home has sold to let them know you’re the one who sold it. Who has done that? Let’s hear some success stories about using the SOLD sign.
The “V” Tool Tell me about your success with using this tool to demonstrate to buyers that now is the time to buy. Prices Rates
Targeted Marketing Plan for Lower-Range Buyers Marketing Plan Actions Resources Gather MLS sheets for the highest-value, lower end price range properties in your market area. This list will be used over and over again in the actions below. Your MLS Target Past Customers with Adult Children Who Could Be A First-Time Buyer 1. Review your list of past customers and sphere of influence. According to NAR, 55% of first-time home buyers find their agent through a referral. 2. Look for those who have children who could be ready to buy (i. e. , just out of college and in their first job) – especially if they could get a great deal. What successes have you had with using these strategies? 3. Call up these customers and “catch up” – re-establish rapport, ask about their children and transition to: “I can’t tell you how many people I’ve spoken to lately that wished they were buying today, and that led me to thinking about your oldest son Bobby. Wouldn’t you love to see him in his first home? Let’s get together to look at the great values out there so you can see for yourself how affordable it is for first-time buyers. I would love to have gotten a deal like this when I was buying my first home. ” Pure Gold List. Request at: Pure. Gold@weichertrealtors. net www. Weichert. One. com, , Weichert Toolkit, Associate Calling Guide Your Gold Services Manager 1. Use the highest value, lower price range list to share opportunities. Invite them in for a private consultation with your Gold Services Manager to discuss buying potential and financing options. Target Renters: Strategy #1 1. Identify rental buildings/communities in your primary market area. 2. Create property packages targeted to this group of potential buyers: a. Select three high-value, lower price range properties and print out color property highlight sheets on each. You may also want to take advantage of low cost options for marketing to renters through Weicherti. Mail. com. b. Print out the two flyers on Myth vs. Reality and Take the Plunge. Put them on top of the property highlight sheets. c. Write a personal note and invitation to discuss these opportunities and more. Put your note on top. d. Attach your business card to your note. Marketing Resource Center Direct or www. Weicherti. Mail. com home page, two flyers are at the top of the page “Own a Home for What You Pay in Rent” door hangers, (use where allowable) from Quantum 3. Deliver these personally to people living in the rental communities to share with them the opportunities in the market area. Target Renters: Strategy #2 1. Access www. Weicherti. Mail. com 2. Send a mailing out to renters (they have renter lists). The Neighborhood Activity Business Reply Card and the Real Estate Update Card are two good choices. 3. Request the contact list. All phone numbers have been checked against the Do Not Call register (Quantum scrubs the list for you). 4. Make a warm call to the renters to ask them if they received your card. . . ask about their plans for moving any time in the future. Offer your assistance. It’s a great time to meet so you can show them even more opportunities in the area. www. Weicherti. Mail. com www. Weichert. One. com, , Weichert Toolkit, Associate Calling Guide
The Move-Up Tool Have you had the chance to use this with tradeup buyers?
The Less is More Checklist Have you had the chance to use this with hesitant down-sizers?
Brought Facts to Life Have you used these strategies when presenting an offer? § Paint a picture of the market for the seller using recent past, current, and future data. § Then tell the seller about the buyer and make them “come to life” § Then present the seller with the offer
Attitude Counts Has a positive attitude helped you improve your business?
Re-connect Letters Did you use this letter when re-connecting with past clients or people you’ve had past business relationships with?
Last Two Make Your Market Sessions In our last two Make Your Market sessions we talked about getting hired by expireds. We looked at a new tool to diagnose why the home has not yet sold. Have you had a chance to use the Diagnosis Checklist and the strategies we discussed for getting hired by expireds?
Make Your Market Tools Now you can access all the Make Your Market tools on Weichert University!
This Week’s Make Your Market Session Buyers behaviors have changed in many ways through the years. In order to be successful with buyers, staying in tune with their buying behaviors and patterns is more important than ever.
Buyers are Changing What do you notice about today’s buyers that is different than buyers from a few years ago? • Feel they have choices • Are in “the driver’s seat” • Don’t have to rush to decide
Buyers are Changing Think about recent buyers you’ve been frustrated with. Understanding what today’s buyers are thinking will help you meet their needs and lessen your frustration.
Buyer Insider You need a strong understanding of what motivates today’s buyers. You need to become a Buyer Insider!
Let’s Start With a Question… What are the primary reasons today’s buyers want to buy a home? Give me a few reasons.
Primary Reasons for Buying Here are the top 5 according to the 2010 NAR Buyer and Seller Survey: 1. Desire to own a home 2. Desire to move to a larger home 3. Change in family situation 4. Job-related relocation or move 5. Affordability of homes 6. Desire to be closer to family/friends/relatives What does this tell you about home ownership?
Home Ownership is More Than an Investment Remember, people are looking for more out of a home than just a way to make money.
Is This a Myth or Reality? Most first time home buyers who bought in the past year wish they had waited. In fact, only 2% of first time buyers who bought last year wish they had waited. Today’s buyers are savvy – they act when they see low prices and low rates.
Did You Know? Did you know: • 77% of today’s buyers consider commuting costs to be important? • 88% of today’s buyers believe energy costs are of some importance? How do you help buyers who want to lessen their commute? How do you help buyers who want to lessen energy costs?
Helping These Buyers To lessen commute: • Try to find homes near major arteries • Look for homes near mass transportation To lessen energy costs: • Look for energy efficient homes
Becoming a Buyer Insider In order to become a buyer insider, you need to know two things: 1. Recent overall buyer trends 2. Your own buyers’ specific needs Both types of information will help you become a successful Buyer Insider. Today we’ll look at some recent buyer trends.
Let’s have some fun while finding out about buyer trends as we play Buyer Jeopardy. Most of the information contained in this game is taken from the 2010 National Association of Realtors Home Buyer and Seller Survey, unless otherwise noted.
Rules • The game will consist of two teams, with three people per team. • The host of the game will ask the question. Each team must wait until the question is read completely before trying to answer. • The team who wants to answer must signal before they respond. If your office has bells or noisemakers, use them. If not, simply raise your hand.
Rules • The team who gives the correct answer gets the amount of points designated to that question. This team also gets to choose the next category and point value. • Teams will not lose points for incorrect answers. • The team with the most points after every question has been asked wins the game.
Open the Jeopardy file to start the game. After Jeopardy, click to the next slide to resume the session.
Become a Buyer Insider Understanding what your buyers are looking for in their home search and in an agent is vital to your success. Use the information from this session to become a Buyer Insider!
Next Week’s Make Your Market Session When working with buyers and sellers, you need an arsenal of tools so you’re prepared to handle any situation that arises. Next week we’ll look at how you can use some of the Make Your Market tools in a whole new way.
Make Your Market: Doing the Twist: A New Approach Day: [day of week] Time: [start time] – [end time] Location: [meeting location]
- Slides: 31