The Home Tour
You’ve completed all of the initial steps before you start showing property, it’s now time to set-up your home tour and schedule showing appointments.
Here are the critical steps:
Less is more: The more homes you show a buyer, the more confused they get. Drill down to the specific wants and needs of your buyer. This information is gathered during ...
Posted by Constantine Isslamow
on August 12, 2009
The U.S. Federal Reserve has left interest rates unchanged at zero to 0.25 per cent, and says economic conditions likely warrant exceptionally low levels for an extended period.
I hope you find this information useful. Thanks for stopping by.
Constantine Isslamow
Broker/Manager
Posted by Constantine Isslamow
on August 12, 2009
SHOWING THE HOME
Now it's time to get them into the car and start the homes tour .... ???
Of course, that will depend on your market-inventory knowledge.
Certainly you can convert all kinds of incoming buyer calls to appointments, but if you don't know the current inventory, you're going to waste a lot of your time, the buyers time, and look very unprofessional.
Knowledge is power, do you have ...
Posted by Constantine Isslamow
on August 8, 2009
INITIAL APPOINTMENT
So congratulations, you have converted an incoming buyer call to an appointment. Now what?
Are you going to charge right out the door and start showing houses? I sure hope not.
Approach the buyer in the same fashion that you deal with a seller.
Do you have a buyer presentation? Do you have a buyer qualification process that you use?
Do you have a buyer ...
Posted by Constantine Isslamow
on August 8, 2009
CONVERT THE CALL
When you get that incoming buyer call, they are full of questions and just want answers.
How do you gain control of an incoming call? Is it by providing answers or when you ask questions? Just find out what the buyers needs are, then deliver based on those wants and needs.
Here are a couple typical mistakes I see when a buyer calls in. The agent goes into sell mode, ...
Posted by Constantine Isslamow
on August 8, 2009
PHONE CONVERSION
So what is the benefit for a potential buyer to take the time and schedule an appointment to meet with you?
"Would you see value in viewing pictures of the inside of all the homes that fit your search criteria, rather than to drive around and call agents and schedule individual appointments to see the inside of each home?"
"Would you see value in reviewing a current snapshot ...
Posted by Constantine Isslamow
on August 8, 2009
LEAD GENERATION
Buyers can be very time consuming, if you don't have a specific SYSTEM in place.
Your next series of tips will take you through a system that will funnel well qualified buyers your way, increase your conversion rates and decrease the amount of time you have to spend with them.
How are you currently generating your buyer leads? Rather than sit back and wait, our market demands ...
Posted by Constantine Isslamow
on August 8, 2009
LEAD GENERATION
Buyers can be very time consuming, if you don't have a specific SYSTEM in place.
Your next series of tips will take you through a system that will funnel well qualified buyers your way, increase your conversion rates and decrease the amount of time you have to spend with them.
How are you currently generating your buyer leads? Rather than sit back and wait, our market demands ...
Posted by Constantine Isslamow
on August 8, 2009
Working with Buyers (4)
What does the buyers home search process look like?
Median number of weeks searched: 10
Median number of homes seen: 10
How much time are you spending with your buyers? If you're spending more than 10 weeks with a buyer are they a real buyer or someone wasting your valuable time?
The length of the typical home search rose from eight weeks in 2007 ...
Posted by Constantine Isslamow
on August 8, 2009
Working with Buyers (3)
What information sources do buyers use in their home search?
87% Internet
85% Real estate agent
62% Yard sign
48% Open House
47% Print Newspaper Advertisement
30% Home-book magazine
22% Home Builder
10% Television
7% Billboard
5% Relocation Company
Evaluate your current strategies to capture buyers. How would ...
Posted by Constantine Isslamow
on August 8, 2009