Today’s real estate buyers have a lot of hesitation; they’re often afraid of the current market conditions and what might happen in the future. This might make it hard to convince them to purchase a property.
Thankfully, Dirk Zeller of Real Geeks has a definitive process for converting more buyers.
Before you start trying to convert leads, make sure you’re focusing on the right ones. Here are some tips to get on the right track:
It’s hard to determine your buyer pool without measuring it, so make sure you’re checking your pending inventory for the week or month. It’s the best indicator of the current buyer pool. Use this information during buyer consultations to help them understand what the current market is like, and not what it will be in the future.
The DISC classification for buyers goes:
Aim for buyers who fit the last two, since the six-step process better fits their motivations, fears, and habits. Steady buyers are more likely to buy in the current market, while Compliant buyers are better at following procedures.
There are a few reasons why buyers take longer to make decisions. Learn about them and find ways to get around each. These include information overload, misconceptions about the market, and the emotional aspect of home buying.
Whatever the market conditions are is merely the current playing field; it’s up to you to adjust your strategy based on the court. Learn if the current marketplace is building a sense of apathy or urgency for your lead, then tailor your approach based on that.
This six-step process is designed especially for steady or compliant buyers who are already in the “maybe” zone. With this, they can gain a sense of clarity and make a decision, especially if the current market gives them a sense of urgency.
With their answers and the data from your pending inventory, you can craft a tailored strategy that will move them further down the sales funnel. If you do it right, you’ll convert these leads in no time.