mail pieces you get each year selling a home in your area.
Prospective buyers between the ages of 18 and 34 (millennials) are predicted to become the largest home-buying group. Stan Humphries, chief economist at Zillow, reports that, “Roughly 42 percent of millennials say they want to buy a home in the next one to five years.” Believe it or not, these young adults prefer direct mail! According to National Mortgage Professional Magazine’s Millennials Prefer Direct Mail: • “Seventy-five percent of millennials believe that the direct mail they receive is valuable.” • “A whopping 92 percent of millennials are influenced to make a purchasing decision as a result of direct mail they received, as compared to only 78 percent for email.” • When asked whether they would prefer to receive promotions via email or direct mail, 90 percent of millennials stated a preference for direct mail.” Whatever format you choose for your direct mail campaign, be prepared to follow up. The goal of your direct mail campaign is to set up a face-to-face appointment. The way that will happen is to follow up via a phone call. But don’t try to sell your house over the phone. Rather, find out what your buyer needs. They might share with you that they are moving to town for a new job, going through a divorce, or downsizing after becoming empty nesters. Find out what they need to see if the house is a fit for them and then make an appointment to show the house.
OPEN HOUSES
Regardless of the numerous technical innovations that have plunged real estate sales into the world of virtual shopping, the open house remains a vital feature of the sales process. According 82
Powered by FlippingBook