New real estate agents must understand that just 5 percent to 10 percent of prospects are ready to buy or sell right now, but it’s still important for them to remain in contact with those who are thinking about moving but don’t plan to within the next 90 days.
But how do you know who will eventually buy and who may hold off on buying for years? To narrow down prospects to those most likely to use your services down the road, first ensure they are in their target market — whether first-time buyers, empty nesters, or those interested in downtown lifestyles or condominiums.
Then, determine which prospects are considering a move due to job relocation, having children, or family downsizing. Understand that those with such reasons to move are most likely to proceed with their plans.
So you can keep in touch with these buyers, ask permission to send them an electronic newsletter with information about home buying and selling; send holiday cards for the major holidays as well as St. Patrick’s Day, Labor Day, and other less popular holidays; and make phone calls to inquire about their moving timelines.
Source: Realty Times, Brian Hilliard (09/20/07)
