Realtors – Unlock the Secret To “Closing” Internet Homebuyers

According to the National Association of Realtors – 69% of new homebuyers plan to use the Internet the next time they purchase a home. Now, if this doesn’t make you stand-up and take notice – then nothing else will.

To win in the Real Estate business – you must know how to market to the Internet homebuyer. Don’t get confused. The Internet Homebuyer doesn’t complete the entire transaction online – like some wild-eyed idealists predicated during the late dot-com hysteria. Instead The Internet Homebuyer uses the Interent as a critical tool for researching their next home purchase.

To these buyers, cruising neighborhoods, clipping classified listings, and relying on the realtor to gain access to MLS listings is definitely – “old school” This new wired homebuyers – move fast and close quick. Many times they know they home they want to buy – before – they talk to a realtor.

Your success depends on your ability to understand this new breed of homebuyer. Here’s a quick primer – on what makes them tick.

Information: The Wired Homebuyer is an information bloodhound. They will sift through mountains of data to find the perfect neighborhood, the perfect school district, and the perfect home. They will not take your word for it – they have to find their answers themselves.

Tip: Get in the habit of being proactive with information. Be the first Realtor to offer a email report on new listings and comunity information. If you wait – you might get one-upped by another more digitally-savvy realtor. Check out www.RealtorInternetTips.com for some good ideas. —– Anonymity: The Wired Homebuyer – hates to haggle. In fact they use the Internet to put up a wall of anonymity to make sure they can move through the homebuying process on their own terms.The Internet allows them to get educated before the start down the road to home ownership.

Tip: Respect your online prospect’s privacy. Provide them with the information they need and subtly include your contact information. A good rule of thumb is – contact your prospect in the same manner they contacted you. If they emailed you – email them back. If they called you – call them back. But under no circumstances should hunt down their number and call them – if you do – you’ll get demoted to the telemarketer bench.

Time- Starved: Like everyone – the Internet Homebuyer is running on a tight schedule. Many times – the only time they have to do the homebuying reseach is at night – after the kids are in bed. They go to websites that are easy to recognize and easy to navigate.

Tip: In my book – I talk about how important it is to make sure that your web site is listed prominently in the search engines. Take time to review of your site to make sure it is search engine friendly and easy to navigate. It just might need a “Success – Makeover” —–

Credibility: The Internet Homebuyer is a very skeptical hombre. They know that the Internet is the Wild Wild West, and they are very stingy with their trust. Before, they will part with their contact information – they want to make sure that you are absolutely legit’

Tip: Don’t expect the Internet Homebuyer to be so impressed that your resume – that they rush to the phone to call you. On the Internet – you must earn trust. I recommend that you build your reputation by having: