Consideration (27 months before closing)
Introduce yourself and allow the customer to browse. Build a foundation for a long-term relationship.Leads at this stage are...
- Just thinking about buying li>
- They are probably not talking to other agents li>
- Attention to news and information related to real estate li>
- Seeking information from friends, family, and online li>
What should we do...
- Answer immediately, but don't sell li>
- Make it clear that you are available for questions li>
- Don't rush engagement, let them come to you li>
- Use technology for long-term tracking and engagement li>
in brief
be known, but let them be free
ONLINE SURVEY (11 months before closing)
Be found where the leads are, online. Communicate on their terms and help them search for information.Leads at this stage are...
- Looking online, but still far from buying
- Exploiting what they want and what they can afford
- More likely to communicate via the web and email
- You are not ready to choose an agent, but you need knowledge
What should we do...
- Be found online
- Make sure your site is a source of information, not sales or marketing
- Communicate as they want you to. Don't rush a meeting.
- E-mail with relevant information to build trust and stay on the radar
Buyer Behavior
searching online during the home-buying process
who performed online research visited an agent's website
registered on a website to receive listing alerts
Most Popular Websites
used by consumers when searching for homes online
Information that consumers get online
- Details about the real estate market
- Neighborhood and school information
- Specific market conditions
- Tips for buying a house
- What real estate in your area is worth
in brief
increase your online presence
ACTIVE SEARCH(4 months before closing)
It's time to meet potential customers face to face and show them why you are the best choice. But don't lose them before you get here.Leads at this stage are...
- Ready to visit homes in person with a li> agent
- Aware of what they want and what they can afford li>
- Want details about the purchase process li>
- Need recommendations based on li> experience
What should we do...
- Be available to meet in person and visit residences
- Offer recommendations based on your criteria
- Provide details about the home-buying process
- Quick Reply
- Found a house they Liked
- Family Reason
- Retirement
- Tired of Paying Rent
- Expecting a Child
of buyers choose their agent in one day, and 2/3 of them only interview one agent
1-2-3
The three main that buyers look for in an agent
- Honesty and Trust
- Local Knowledge
- Reputation
in brief
buyers at this stage already have an agent in mind
TRANSACTION(1 month before closing)
Provide exceptional service and guidance. Give customers a reason to promote you.Leads at this stage are...
- Ready to tour homes in-person with an agent
- Aware what they want and what they can afford
- Want specifics about the buying process
- Need recommendations based on experience
What should we do...
- Be available to meet in person and tour homes
- Offer recommendations based on their criteria
- Provide specifics on the home buying process
- Respond quickly
average time it takes to negotiate a home purchase
84% use the internet to determine home prices
Buyers Need
Sellers Need
bottom line
give them a reason to work with you again
POST-SALE(2+ months before closing)
Keep in touch with your customers to ensure repeat business and referrals.Leads in this stage are...
- Comfortable in their day-to-day
- Not thinking about real estate
- Appreciate information about their home's value
- Likely to buy again in 5 to 7 years
What you should do...
- Use automation tools to stay in touch
- Provide gentle reminders of their home's value and market conditions
- Connect with them on Social Media
- Ask for referrals