Tag: How to get real estate referrals

How to Connect with First Time Homebuyers

Marci Sepulveda Leave a comment

For the first time in over a decade, there seems to be an influx of first-time home buyers entering the marketplace. But is it more than just anecdotal? Are more first time buyers actually in a position to purchase, and if so, what does it mean for agents?

Best First-Time Homebuyer Market Since 2006

In 2017, more than 2 million new or existing homes were purchased by first-time homebuyers, according to the First-Time Homebuyer Market Report from Genworth Mortgage Insurance, an operating segment of Genworth Financial, Inc.

The report, which measured data from the fourth quarter of 2017, revealed the number of homes purchased by first-time buyers increased nearly 7 percent from the same time in 2016, making last year the best for the first-time homebuyer market since 2006.

“The first-time homebuyer segment had one of its strongest years on record, and we expect it to continue growing in market share and driving the purchase market in 2018,” says Tian Liu, chief economist at Genworth Mortgage Insurance. “Since 2014, the segment has accounted for 82 percent of home purchases, but is still facing many headwinds.”

Unique Group with Unique Needs

First-time homebuyers are a unique group — one  that has its own set of needs that you as an agent must be prepare to address. That’s why we created the two-part training course, How to Find the Perfect Home for Your Clients.

The most common complaint that buyers will about their agents is that they were shown homes that did not fit their needs. Knowing how to find the right home for each client’s situation is a core skill that every buyer’s agent must possess.

Whether your client is a first-time homebuyer or an empty nester who is looking to downsize, you need to be prepared to understand the market — as well as how to set expectations, how to interpret the clues your client is giving you and how to eventually close the deal.

By guiding a first-time homebuyer through the sales process successfully, not only have you completed a sale and earned your commission, you may have landed a lifelong client.

Don’t miss your opportunity. Sign up for AgentEDU and learn how to find the perfect home for your clients.

AgentEDU® is a platform where agents at every level can come to watch 10-minute video courses for the many situations that successful agents must master. From essential to advanced level and everything in between, AgentEDU® courses help agents become top producers with increased earnings and a plan for continued growth.

AgentEDU® is an Agent Publishing brand. For nearly two decades, Agent Publishing has been committed to providing residential real estate professionals with the information and training required to build successful and meaningful careers in their local markets. Agent Publishing’s influence extends to every career stage and reaches agents across print, digital, events and online learning.

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How to Turn One Client Relationship into A Flood of Referrals

Marci Sepulveda Leave a comment

Learn how to turn your happy clients into lucrative lead sources that supply you with business for years to come.

Sometimes, your work speaks for itself. Other times, your clients will speak for you. The agents who build successful referral networks know how to get their clients to talk.

Just Being a “People Person” Isn’t Enough

Your professional image and personality are two big reasons clients will decide to work with you, and are important in your business, but being likable isn’t enough to earn you the kind of recommendations that will be profitable for you.

You’ll need to prove to your clients, through every interaction and every step of the home buying or -selling process, that you’re someone they want to stay in touch with.

You may think that simply calling to check in with past clients once in a while, or friending them on Facebook, will be enough to keep them thinking about you. In reality, it’s not that simple. Understanding when and how to reach out to keep client connections open is an art, one that agents who enjoy robust referral business learn to master early on.

There are many channels at your disposal. It’s up to you to know which will be appropriate (and appreciated!) with any individual client.

Be Remembered

 To be someone your clients will recommend to their friends, you’ll need to build trust and provide service so memorable they’ll think of you immediately. What do you offer that other agents can’t?

Maybe you’re a natural with luxury buyers. Maybe you specialize in a certain area or speak a language that makes you indispensable for a certain demographic of buyers. Or maybe you’ve simply found ways to make clients’ lives easier that they weren’t expecting.

Whatever your strengths are, your clients must know that you’re leveraging your skill set to the best of your ability and providing personal service based on their individual needs.

Don’t Be Afraid to Ask

 If you’ve done a great job and your clients are thrilled with the outcome, then they’ll probably be more than happy to recommend your services to others.

It’s nice when clients think of you and recommend you unprompted, but your clients are human. They’re going to move on with their lives (which will be busier immediately after buying or selling a home) and chances are they’ll need a nudge. Knowing when and how to tactfully ask for referrals is an important element of maintaining your agent-client relationship; the way that you ask is important, and you don’t want to make anyone feel pressured and leave things on the wrong note.

Are you confident in your ability to solicit referrals from your clients?

AgentEDU® is a platform where agents at every level can come to watch 10-minute video courses for the many situations that successful agents must master. From essential to advanced level and everything in between, AgentEDU® courses help agents become top producers with increased earnings and a plan for continued growth.

AgentEDU® is an Agent Publishing brand. For nearly two decades, Agent Publishing has been committed to providing residential real estate professionals with the information and training required to build successful and meaningful careers in their local markets. Agent Publishing’s influence extends to every career stage and reaches agents across print, digital, events and online learning.