6 Types of People who are Ready to Buy

6 Types of People who are Ready to BuyOne of the best things you can to do in your lead generation is to identify people who are going through major life transitions. When you target these people, you will always have clients who are motivated to find and purchase a home immediately.

There are six major life transitions that could motivate a person to look for a realtor to help them buy or sell a home:

  • Securing a job with a steady and gainful income
  • Getting married
  • Having a baby
  • Getting a divorce
  • Downsizing when children move out
  • Death of a spouse

People going through major transitions are easy to spot. In fact, they are usually in the company of people experiencing the same transition. Have you ever noticed that people getting married and having babies usually have friends that are doing the same thing? Once you target a specific group, look around you to see where they congregate: meet-up groups, blog communities, online media, and in your local newspaper announcements, to name a few.

Here’s where the work starts. Get in touch with these people. Pick up the phone and offer to help them in their circumstance. People going through major transitions are usually dealing with a lot of emotion, positive or negative, and will have a plate full of things that occupy their thoughts and time. Your client might feel like life is unmanageable with all the change and may need some help with refocusing and gaining perspective. When you step in to help them with their real estate needs, you take a huge stress off their shoulders. What a relief when you swoop in and say, “Let me take care of this for you.”

The key to winning over clients who are undergoing a major transition is to operate from a point of service. This is about them, not you. Even though it was the part of you that was motivated for your own benefit that picked up the phone to call them, it’s now time to shift your focus. Show them that you care. Ask questions to understand your client and their needs. When people feel that you genuinely want to help and understand their situation, they will be more likely to work with you.

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