In this market, accommodating buyers that are frustrated at being priced out of their dream neighborhood is a common occurrence. In today’s real estate sales tips, we’ll take a look at this increasingly common speedbump to sales, and tactics for helping buyers open up to new possibilities…
Need or Want?
Buyers come-in wanting it all, and the reality they can’t afford it can often be overwhelming. Help put buyers on the right path by separating needs from wants. School district, commute time, and yard space for kids and pets may be true must-haves, while other items on the list may be more flexible. Seek these out and narrow your focus there.
After you determine what your client cannot live without, help them make a concrete list of favorite features. Be as specific as possible: Rather than ‘amenity-packed’ uncover what they really need, such as walking distance to coffee, groceries, or a dog park.
Weed Out Expensive Features
Also note features buyers don’t care about to maximize bang-for-the-buck. If a buyer doesn’t care about school district, why fork-out for it? If they work from home, why look in high-dollar metro districts – branch out. Features that are unattractive to other buyers (sub-par school district, suburbs) may be a feather in your cap.
Take baby steps from your buyer’s favored area, showing them added value and getting them more comfortable with the idea, until you find a neighborhood with similar features but affordable price point.
Among common real estate sales tips, explain to your buyer the benefits of settling on a starter neighborhood that will allow them to resell and purchase their dream home later on. This can be done simply through price appreciation, or through updates/renovations for more hands-on homeowners.
Sales stalled? Shift your sales game into a higher gear with these and other real estate sales tips and tricks from Properties Online today.