THE ILLUSIVE BUYER...
I don't know about you but I am finding that the whole real estate market has changed in the last year or so. Not just the attitude of buyers and sellers but the whole way of doing business has changed.
IT ALL BEGINS THIS WAY...
A lead comes in from a popular website:
BUYER: I want to see the house at such and such Lane on Saturday at 12:00
AGENT: Great, can I show you other houses in that community? There is another one that may work.
BUYER: No thanks!
AGENT: How about other houses in that price range? We are having a lot of activity on a street nearby.
BUYER: No thanks---I only want to see that one.
The conversation ends as quickly as it began and this is usually in the form of an email--no phone conversation, no text even. In fact, the phone number was never given out even when requested.
Usually these leads come through popular national websites...However, more and more the same dismissive attitude is coming from all buyers no matter from where they come.
POSSIBLE REASONS FOR THIS ATTITUDE...
In my opinion, buyers today do not feel the need to develop an agent/broker relationship.
There are so many options for them and it begins with the accessibility to listing information.
Anywhere you look, there is a source of information about properties in any given area. The information may not be updated or even accurate but that does not mean much to the world of buying real estate--
BUYER: "Not available?--no problem. I will keep looking!"
AGENT: "let me send you more accurate listings in your range; I have several that come to mind"
BUYER: (if there is a response) " No, will do my own searching. I like to work with the listing agent on a property."
This is almost exactly what is said, and this is not on the phone--usually by email message.
HOW TO OVERCOME THE "SHUTDOWN" BY THE BUYER....
Most buyers will engage in a conversation if you open with an informative approach:
"I know you will probably want to look on your own for a property, however, I have access to information that you can't find online. I know about listings that have not been added to other websites."
"Let me tell you what is happening in this market right now--" and then give them the most current tid-bit you can come up with: "houses on this street (or this area) have increased in value by 30% in the last 6 months"
"This street has become the most sought after street in the town--buyers with young families are moving here and they love the "cul de sac" at the end of the road."
"Did you know there are 3 parks in the area--all are nature preserves with nature trails that you will have access to if you are a property owner here."
Information on a local market is not readily available and is the one crucial thing that these national websites cannot supply.
Relying on professional and licensed agents to help a buyer find a home can become the norm again. As local experts we are the only way a buyer can make a real informed decision when buying a home. We can make a difference when we let the buying public know that we hold the key to informed buying.
BE AN INFORMED AGENT, A LOCAL EXPERT!
**ALL INFORMATION AND CONTENT IN THIS BLOG IS ORIGINAL TO PAULA I. HATHAWAY. The views expressed herein are my personal views and do not reflect the views of Douglas Elliman Real Estate
Paula I. Hathaway, Senior Broker Associate, Douglas Elliman Real Estate
Southamtpon Village Real Estate Specialist since 1995; Also Specializes in North Sea, Noyac, Water Mill and Bridgehampton, New York
Diamond , Gold and Chairman's Circle Awards; Top Producer since 2005
Click here to see my Hampton's website to see all my listings; please email me or call me for all your real estate needs in Southampton, Bridgehampton and Watermill: http://www.elliman.com/paulahathaway
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