Finding and Working with Actual Buyers

Quick Facts To Consider

• 87% of buyers used the Internet to research their options in 2008.
• 1000% more buyers find the home they buy on the Internet than in a newspaper.¹
• 3200% more buyers find the home they buy on the Internet than in a home book.²
• 90% of Internet buyers found their agent online.³
• Truly motivated buyers in this market buy because: price decreases (67%); lower rates help them move to better area (39%); worried that rates will rise (22%); lower rates help them buy larger home (10%); move to more affordable area (9%)⁴

Buyer Characteristics In A Challenging Market

• They want up-to-the-moment, MLS market data and trending so they can make informed decisions.
• They want accurate, detailed community and school information.
• Most buyers aren’t really motivated buyers, but just reluctant tire-kickers waiting for prices to hit bottom so they can perfectly time the market.
• Many buyers are overwhelmed by their options and, feeling no real urgency, will waste your time exploring their options if you allow it.
• Many buyers have their own homes on the market – often overpriced – and can’t seriously consider buying until they sell.

What This Means For You

To find and convert motivated buyer prospects into buyer clients who BUY you need to:

• Have a compelling, “sticky” Web site that effectively captures buyer leads and generates inquiries (even better, multiple targeted Web sites and domains).
• Provide local MLS market info and trending to: build trust, create rapport, get appointments, gauge motivation, create urgency to buy, enable informed decisions.
• Provide detailed Community and School Reports to highlight and sell the benefits of your area.
• Provide up-to-the-moment property alerts for homes that meet your prospects’ and clients’ criteria so they can act fast if necessary.
• Craft and communicate timely marketing messages and incentives that directly address the main reasons motivated buyers act in these market and mortgage conditions.
• Develop niche marketing messages and incentives that target special buyer types who benefit from this kind of market: first-timers, second home buyers, empty nesters, investors, etc.
• Increase your listing inventory (hopefully with competitively priced listings) so you have direct access to more motivated buyer prospects.

Click the links above to find out how Top Producer products can help you do all this and more.

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