Today it seems that more buyers are trying to camouflage themselves and downplay their interest in real estate, often telling agents they’re “just looking”.
The buyers have changed, the times have changed and the market has changed, yet real estate agents are taught to do things the way they did 35 years ago. It’s insane.
The key today is to use your marketing to educate customers, not sell them. It is suggested to make sure Agents today have reports on their websites to download, hosts webinars, and use drip campaigns to periodically send e-mail reports that can address a buyers’ main fears when it comes to buying a home.
Here’s a tip – Do not try to sell in these e-mails & do not try to close in these e-mails. Make sure you’re doing nothing but educating.
Drip e-mail campaigns, social media, and other marketing strategies all can help agents build trust with customers as well. Facebook has over 500 million active users. How can you not be apart of it?
But in building trust and educating the buyer about home ownership, that may sometimes require agents to walkaway from prospects. There are times when I firmly believe some people shouldn’t buy a house at a particular time. We have to be OK with that and we have to help people make that decision. And hope that when it really is time, they come back to you.
And thank you for making me Your Orange County Real Estate Connection.
Michael Caruso, Broker ABR ABRM CLHMS CRB CRS GREEN GRI
Past President, Orange County Association of Realtors (949) 753-7900