Real Estate 101: How to reach home buyers
Let’s talk about your #1 challenge as a real estate agent — how to reach home buyers.
The first thing you need to do is to identify the demographic of your home buyer. If you’re selling a newly renovated $1.2M Victorian home, your target buyer is probably not an E-2 in the military. That’s not a knock on a fresh recruit in the Navy. I’m just showing that you need to know where to advertise and where to spend your marketing dollars.
The second thing you need to do is to identify the psychographic of your home buyer. What do they like (house style, neighborhood type, etc.)? Where do they hang out (Facebook, Instagram, newspaper, talk radio, etc.)? Is your ideal home buyer a dreamer looking to upsize or an empty nester looking to downsize? That mindset matters when determining where to advertise and where to spend your marketing dollars.
The third thing you need to do is to understand how you should talk to your home buyer. Be bold? Be passive? Be casual? Once you understand their mindset and their way of looking at the world, you’ll have the skeleton of your messaging.
This is only the start of laying out a solid real estate marketing plan, but these points are a necessity for success. Still feeling baffled? Let’s get together and talk through a plan to ensure the right home buyers are paying attention to you.
Keith is an accomplished keynote speaker, educator, and business consultant. His blog, KP Talks, at keithparnell.com is praised as one of the top marketing and technology blogs in the industry.
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