Consideração (27 months before closing)

Introduce yourself and allow the customer to browse. Build a foundation for a long-term relationship.
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Leads nessa etapa estão...

  • Apenas pensando em comprar
  • Provavelmente não estão falando com outros agentes
  • Atentos a notícias e informações relacionadas a imóveis
  • Buscando informações entre amigos, familiares e on-line

What should we do...

  • Atenda imediatamente, mas não venda
  • Deixe claro que você está disponível para perguntas
  • Não apresse o engajamento, deixe que eles venham até você
  • Use a tecnologia para rastrear e engajar a longo prazo

in brief

be known, but let them be free

ONLINE SURVEY (11 months before closing)

Ser encontrado onde os leads estão, online. Comunique-se em seus termos e ajude-os na busca por informações.

Leads nessa etapa estão...

  • 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
  • Não está pronto para escolher um agente, mas precisa de conhecimento

What should we do...

  • Be found online
  • Certifique-se de que o seu site é uma fonte de informação, não de venda ou marketing
  • Comunique-se como eles querem. Não apresse uma reunião.
  • E-mail com informações relevantes para gerar confiança e permanecer no 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

Informações que os consumidores conseguem online

  • Detalhes sobre o mercado imobiliário
  • Informações sobre bairros e escolas
  • Condições específicas do mercado
  • Tips for buying a house
  • O que valem os imóveis na sua área

in brief

aumentar sua presença online

TRANSAÇÃO(1 mês antes do fechamento)

Fornecer serviço e orientações excepcionais. Dê aos clientes um motivo para promover você.

Leads nessa etapa estão...

  • 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

  • Assistance finding a home
  • Suggestions for home inspectors and financing companies
  • Clarification of inspection reports and contract details
  • Help negotiating terms of sale

Sellers Need

  • Assistance in pricing their home
  • Help marketing their property to buyers
  • A liaison between themselves and buyers
  • Support with contracts and negotiations

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

say they would use the same agent again

Stay in touch

Simple gestures are a great way to show a customer you care. Here are several ways to continue your relationship and increase the likelihood of referrals and future business with your customers.
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bottom line

generate repeat business

Start selling more homes, engage in the journey today

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