Having Dozens of “Touches” is the Key to Getting Buyers Off The Fence
We tend to forget that the best way to learn is through Spaced-Repetition. When most of us are learning something new, (like in a Met Workshop), it takes exposure to the information multiple times before we get it. Why not develop a strategy that uses multiple approaches to get your Buyers off the fence?
Here’s a great step-by-step contact approach to use with buyers. (And, what a surprise, we’ve discussed it before!):
Call your Hot Buyers and let them know you wanted to e-mail them some information and talk to them about it.
E-mail the Interest Rate Formula, and 40-Year Interest Rate Trend Cup O’ Joe’s to your client.
Using the notes that are included, call your Buyers are explain to them
What they’ve already lost because the interest rate has gone up 1%.
What they could lose if it goes up another 1%, 2%, 3%, 4%.
Substantiate the possibility of it going as much as 4%, by showing the average for each 10-year period since 1965.
Call to let them know you’ve had your research team prepare a Stock Market versus Real Estate analysis and want to discuss it with them.
E-mail the Stock Market Graph Cup O’ Joe.
Call them. Using the notes included in the Cup Of Joe, review with them how:
No-one expected the Market to drop to 6,500 or recover so quickly. If the Stock Market both lost and recovered 88% of its value in just 2 years, is it possible that the real estate market could recover it’s value quickly?
Call to let your Buyer know your team has come up with a formula for Recaptured Depreciation, and you would like to discuss it with them.
E-mail the Recaptured Appreciation Cup O’ Joe to them.
Call them to discuss Recaptured Appreciation. Using our notes, explain how the real value should be at whatever the number was in 2001 multiplied by 5% per year, to 2011. This number reflects the real value. Because they can buy the home for significantly less, they are likely to see extra profit from the “recaptured depreciation”.
Call your buyers to let them know your research team has done a Replacement Construction cost evaluation that you would like to talk to them about.
E-mail them the Construction Cost Cup O’ Joe.
Call them to discuss the fact that once we begin building again, there will likely be a quick bump in prices so they are more in line with what it costs to build the home new on a similar lot in a similar location.
Get the picture? We teach you, then you teach them. That’s what we call informing and educating them so they make the best possible decision. Isn’t that what a Next Generation Agent is all about? Imagine how many touches you will have with your Hot Buyers, and how quickly their learning curve will be.
We have provided you with information for 60 or more touches with your buyers. Don’t just e-mail them out with no thought! As time allows, send the e-mails, then call to discuss them. You’ll be pleasantly surprised at how quickly your buyers move forward.