subject: Using a Pre-Purchase Package for Buyers by:Kevin Wright [print this page] In today's market, real estate professionals need to market more towards buyers. Many agents focus solely on sellers and are missing out on a great deal of business. Additionally, agents are losing sight of how to effectively advertise and market themselves. There are more effective promotional tools than just advertising in magazine ads or newspapers, which usually get seen once. This article discusses a sure fire way to help realtors get business from homebuyers in any market.
The most powerful and effective marketing tool you can use is a pre-purchase package. The purpose this package is to create a distinction in services and set you apart from other agents. If you want to compete in today's real estate market with top producers then a pre-purchase package is a real estate marketing tool you need to use. This is the single most valuable marketing piece you can use. It should be delivered to all prospective clients prior to your appointment. Nothing is more powerful than showing prospective buyers beforehand about your techniques and qualifications as a real estate professional. Firstly, the purpose of a pre-purchase package is to establish credibility as a real estate professional. Secondly, it educates the prospective client on the flow of the transaction. Lastly, it should cover the importance of pricing, home and market condition and answers to common questions. By using a package you don't need to sell yourself, it does all the selling for you.
Once the client receives your pre-purchase package, it instantly sets you apart from other agents. It conveys to the prospect that you are professional and that you know exactly what you're talking about. By the time of the appointment, the client will be more willing to work with you and more inclined to use your service to find their dream home. It's important to include pertinent disclosures and forms in the package so that the sellers will be prepared for the appointment.
Did you know that with the right package you could get 90% of all your prospective buyers to sign with you? That's 9 out of every 10 clients you set an appointment with. It's not the only benefit you'll receive. You can double your sales and referrals, but only if you use it effectively. So why aren't all agents using a proven system that can guarantee sales? It could be that they don't know about it or they're not willing to come out of their comfort zone and try new a marketing strategy. If you keep doing the same old marketing routine, then you're going to get the same results.
It was reported that the average real estate agent indicates that the average homebuyer now rates the information they get researching the Internet as more valuable then the information they receive from their local real estate agent. This should be appalling and disturbing to you as a real estate professional. It is unfortunate that many homebuyers and sellers for that matter go through the process without fully understanding what is going on. If you were a homebuyer or seller and your agent didn't explain the ins and outs of the transaction, would you work with them again or refer business their way? I sure hope not. This is why providing exceptional service is so important to all clientele.
If you decide to create your own pre-purchase package, it is good to remember that less is more. When designing a package make sure it doesn't contain too much information. The only thing the client wants to know is if you can find them the home of their dreams for the best price. The package should contain no more than 30 pages because clients don't want to read a novel they just want the facts and how you find homes. Including disclosures, such as the agency agreement for them to sign is a nice touch. It will give them ample time to review the disclosures beforehand. Sometimes the client may have the disclosures signed when you arrive if they are comfortable with the information contained in your package. I hope this information was helpful and that you incorporate these strategies into your real estate business. It will not only increase your sales and referrals, but it will allow you to give better quality service to all your clients. Good luck and much success!
About the author
Kevin Wright is a real estate marketer, business coach and mentor. He has assisted many real estate agents build a profitable business in a short period of time by using a proven system. This revolutionary system can be found at http://prelistpackage.com
