| FACT:
In 1987, first time buyers represented 30 percent of the home
buying public. By 1999, the percentage of first time buyers had jumped
to 42 percent, or four out of every ten homebuyers.
IDEA #1:
Don't overlook 42 percent of the market.
Target first time buyers. Since some first time buyer prospects
live with relatives or friends or might choose an agent based on
parents' or others' suggestions, why not do a special mailing to all
your past clients and customers and the centers of influence which you
farm? Offer your
"special first time homebuyer service" to their children or
other friends and relatives and ask for referrals. Since
more than twenty-eight percent of first timers depend upon financial
gifts or loans from relatives or friends to help them accumulate a down
payment, chances are high that the giver or lender will have some
influence over the agent chosen. Also
be sure to market to the former first time homebuyers you've helped in
the past, they may have friends who are ready to buy. IDEA #2: Added value service can
result in business.
Offer information that the first time buyer needs as a reason
to meet with them. Consider including a certificate in
your mailing for a free, no obligation First Time Homebuyer Personal
Consultation - an hour long
appointment during which you'll explain the buying process and give
prospects an idea of how much home they can afford.
This gives you an opportunity to determine who is a prospect,
establish rapport, and perhaps schedule the first house hunting
appointment. If you are doing a large mailing, you might choose instead
to send tickets to a first time homebuyer seminar.
This will give you an opportunity to meet with several prospects
at once. IDEA #3:
Here's a sample of the letter targeting first time homebuyers
which you might send to your past customers & clients.
Just revise it when mailing directly to first time buyer
prospects. Remember buying your first home? You can make it EASIER for someone you
care about… Enclosed is a certificate for a free,
no-obligation first time homebuyer consultation. Simply give it to
someone you know who's considering a first home purchase (maybe your
child, other relative, or friend?). I'll meet with them, explain how the home buying process works, help them determine how much house they can afford, define various types of mortgage options, answer questions they may have about today's market, and help them zero in on what's important to them in a property. Naturally, if and when they're ready to look at properties, I can arrange that as well. Buying a first home is a big step -- exciting and a bit scary. My goal is to help first time buyers simplify the process, avoid the pitfalls, and enjoy the many benefits of owning a home. If someone you care about is considering buying, it would be my pleasure to help. One phone call to schedule the
consultation can start (and simplify) the process. Check the enclosed
testimonial sheet to see what others say about my service. You know I'll work hard to help, Sally Salesperson ABC Real Estate PS
Feel free to share the First Time Buyer Consultation certificate
with anyone you know and please call if I can help YOU with any of your
real estate needs. Now is a
good time to invest in real estate. IDEA #4:
Use your First Time Buyer Consultation certificate by mailing it
to parents and others who might influence first time buyers, but don't
stop there.
Offer it at open houses and promote it in your advertising as
well. Here's a sample to spark your own
ideas: First Time Homebuyer Consultation
Certificate This certificate entitles ____________________to a FREE, no-obligation consultation with Sally Salesperson of ABC Real Estate. Consulting topics to include but not be limited to the following:
Please call 000-000-0000 to schedule this free one-hour consultation. There is no cost or obligation. This article is excerpted from "What You Need to Know About Today's Homebuyers and Sellers," produced jointly by the National Association of Realtors and REAL Trends, Inc. To order the complete report, call NAR's Information Central at 800-874-6500. Ask for report #187-37RT. Member cost is $39.95. |
