When selling to home buyers, one of the most common mistakes agents make is selling only to the “conscious.” Visit our official site We Buy Houses.
The problem is this: someone who thinks they want to buy a house and is confident enough to actually already have an agent to go to a home-buyer seminar. Let’s face it, everyone in the united states has a landlord who practices real estate on the hand of a dog’s-former-owner roommate. Through selling to the unconscious, individuals who have not yet taken any steps towards actually purchasing a home that you stand to obtain a much larger pool. Although these leads take longer to incubate into closings, your CRM system (Top Producer, ACT, etc.) will track this. Pre-sale leads sold at work with you can be “milked for referrals” simply by staying in touch once every 21 days (three-week contacts provided the highest number of referrals leads statistically).
A more enticing seminar title to “catch upstream” by promoting a “Credit Score Seminar” in your promoting to home buyers.
As a qualified marketer, we have conducted a range of marketing studies for home buyers. When we offered a “First Time Buyer Seminar” or even just a “Home Buyer Seminar,” we had about 15 visitors, out of which only 2-3 leads were generated on average. As we ran the same advertisement for a “Credit Score Seminar” we had more than 20 attendees, out of which on average 16 people took the next step to get pre-approved for a mortgage or start looking at the house.
Of course, this is an excellent excuse to work with a car dealer, who may be a fantastic source of referrals.
Another common problem that we see when selling to home buyers through agents or brokers is delivery of the message. Everything marketing is about post, media and call for action. In general, direct mail is too expensive to produce a positive ROI, while the rental section includes small classifieds (tip: the rental section hits the “unaware” with headlines such as “$2k / mo 2bed mortgage to own”). Flyers posted at apartment buildings are another great option.
The simple fact is that almost everyone wants a new house, a smaller home or a bigger home than they have. The task as professionals in a less competitive market is to make certain people know how inexpensive it can be, or how much they can save in the case of going down.