Real Estate Buyer Expectations

What makes us different from the real estate agent of yesterday?

Buyer expectations.

In past years, buyers looked to us for the information. Now the buyer calls with a list of properties to see and tell us how they will do the transaction. First it was the glossy real estate magazines that distributed listing information to the world, then came REALTOR.com, then Zillow, Yahoo, and Trulia, to name but a few. Buyers did not need an agent to look at listings…at least not at first.

Getting seen by buyers…

Today you must get your name, face, and listings out to the Internet-perusing public. You must figuratively push your way to the first page of Google and other search engines, have a business Facebook page with daily updates, and be able to text, email, and talk when necessary. A laptop is as important as your mascara, your phone is akin to an office, and your ability to multi-task screams: “I am Woman!”

Buyers are impatient…

The buyer is no different. Today’s buyer will call on a listing and if they don’t get a live voice, they will go to the next agent on the list. Capturing lead calls, texts, and emails, today, is the key to real estate success.

Digital flattery…

Once you begin to build rapport with the buyer, take the time to Google him or her up! Yes! New clients are impressed with your Internet savvy when you find them on the Net. It’s a great form of flattery and they respond well to the compliment. Don’t forget to follow up with Google Alerts for the person. Ask if they are into Social Networking, etc. All of this will determine your means of rapport-building and give you a hint as to the best and most favorite way to contact them.

Buyers may have different experiences to draw from…

Since so many people are moving to a new state, it’s important to understand from their point of view how they expect the real estate transaction to take place. Once, with the small exception of Louisiana, real estate was common law based and the differences were whether or not you would use an attorney or an escrow company, have a formal settlement or wait for the phone to ring and someone would tell you the property had recorded. Today many buyers come from states that do not allow dual agency. When coming to a state that not only allows dual agency, but is populated by large franchises who do the mega-load of listings and sales, there needs to be a sit-down and discussion.

Buyers want to be educated and informed…

Buyers want education about the transaction and how it will go, listing price ranges, selling price ranges, they want the history of the property (“how long has it been on the market”), prefer foreclosures, are fearful of short sales, but, as always… want a deal.

Buyers today are “wired”…

Today the buyer does not sit around awaiting a call from the agent. The buyers are actively driving the neighborhoods from their tablets, laptops, and desktops through Google Earth. Yes. They move that little orange man down to the address of the listing and they “snoop around”. Hopefully the neighbor had the Harley in the garage the day Google was recordng, and husband had remembered to bring in the trash can.

Retiree-buyer expectations…

Retirees want to know about healthcare facilities, families want to know about schools, second-home owners want to know about activities… the list goes on.

The Community and the ‘Hood…

Today’s buyer wants to know what makes the community, The Community. The more the real estate agent can touch those buttons, the more rapport will be built. Once it’s built, and a happy transaction occurs, that person will want to work the rest of their real estate transactions with the agent.

Today’s seller…

Today’s seller is more likely to be similar to those of the past, but they still want a high producing agent who knows their neighborhood and who will be able to bring in the buyers just described above. They want to know their agent is working every second of every day to sell their property.

The real estate agent of 2012…

Agents today must be plugged into their communities and exude energy. The consumer demands high-speed Internet, and they like their agents the same.