Tougher Deals, Demanding Customers

The one thing that is clear from the recent economic and real estate tumult of the last year or so, is that customers for all products and services are driving a harder bargain. They want the best deal. They want discounts. They have patience for finding something that is perfect. They are willing to walk away. They have restraint. They want something practical. They are being conservative in their spending. They want good value.

And, when it comes to real estate, they want someone who is going to help them achieve all these goals…and then some.

The way that home buyers and sellers are looking at real estate transactions has evolved over the past year or so. These buyers and sellers are not likely to return to the previous purchasing and selling methods — both by choice and by the industry (tougher lending requirements, buyers wanting more for their money, etc.).

Where do you stack up?

One place that these consumers flock to is the web for reviews, comparisons, to simply check out services and compare different professionals to find one that answers their questions and concerns. They can’t compare you with other real estate professionals easily on price, but they can on how you present yourself and what you give to buyers and sellers — on value.

One way to make home buyers and sellers stay on your site and earn their trust is to pack it with relevant content that services their real estate needs. Guides to how to buy a home, how to sell a home, how to save money doing either, etc. are the type of information these consumers (your clients) are looking for when they land on your website. They want answers to their questions quickly, easily and completely.

You often can’t compete on price as you’re not selling a product. But, you can compete on service and how well you communicate, educate and inform buyers and sellers who are searching for a real estate professional to help them buy or sell a home.

Where do you fall during these consumer-directed searches?