CHAPTER 13 Finding Buyers
The three most valuable tools for finding the right buyers for your home are 1) an aggressive online marketing plan and 2) strategic pricing. 3) an effective demographic targeted and personal direct mail campaign. You now understand the importance of pricing and how real estate is mostly technology-driven, so how do you find buyers? According to recent National Association of Realtors® surveys, 36% of home buyers first found the home they ultimately purchased on the internet. Real estate agents were consulted at the same rate as the internet, but they were not the first choice of buyers. A mere 2% found homes in the local newspaper. Fully 90% of home shoppers use the internet to search for properties using syndicated realty websites. Think about it, where do most of your searches for service providers and companies start? From the comfort of your own home at your computer desk or on your phone. The exact same thing applies when buyers are looking for real estate to purchase. A couple lying in bed next to each other looking at their phones and sharing ideas on what they've found without pressure, sound familiar? I always tell my clients that if I'm awake, I answer the phone or at the very least, respond via text message. I am fully cognizant of the fact that the most pressing questions and concerns surface as you lie in bed at night unwinding, and I make myself available accordingly. On that same note, make great ideas and plans begin in the comfort of your home at your convenience, and home shopping is no different, so the internet will be a key marketing avenue. But, even though your home can now be seen from anywhere, don’t rely on internet exposure alone.
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