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|  Fifteen Benefits of Working with a Buyer’s Representative Advanced tip Understanding Agency Broker tip Contract Terms for Buyer’s Representatives Qualifying the Buyer Advanced tip How Well Do You Listen? Advanced tip Who Are Today’s Buyers? Advanced tip Advanced: Psychographics —Understanding Buyer Motivation Prospecting for Buyers Working with Internet-Empowered Buyers Servicing the Buyer Advanced tips Closing the Deal Advanced tip Due Diligence and Disclosure Advanced tip Staying Safe While Showing Homes Broker tip When to Call It Quits Quiz: Buyer’s Representation Bright Ideas: Working With Buyers Code of Ethics: Working with Buyers More Resources: Working with Buyers Vendor Resources: Working with Buyers | WORKING WITH INTERNET-EMPOWERED BUYERS If you think online real estate brokerage is a passing fad, think again. The 2004 NATIONAL ASSOCIATION OF REALTORS® Technology Impact Survey Report found that:
Today's homebuyers might not rely on real estate professionals as their principal source of information, but they do need them to interpret the data, answer questions, and negotiate the transaction. Working with Internet Buyers Everything you've been taught about building successful relationships with traditional buyers can work against you online, says Internet speaker and REALTOR® Magazine Online columnist Michael Russer of Russer Communications in Santa Barbara, Calif. Q: In what significant ways do Internet-savvy buyers differ from more traditional consumers? Russer: Internet consumers are:
Russer: If they inquire about a property, give them the information they want without asking personal questions about family size and price range. You can’t start out qualifying these buyers as you normally would. It’s also important not to push Internet buyers to move faster or reveal themselves sooner than they're ready. This may be very frustrating for the buyer’s representative, but it’s essential if Internet buyers are to maintain the sense of control that’s so important to them. Working with Internet-empowered consumers is about relationships, not control. Q: What other approaches will appeal to Internet-savvy buyers? Russer: Because Internet buyers perceive that they’re doing part of the workthey traditionally see as yours, it’s essential to emphasize the value-added services you provide. You should also be ready to tailor your services and your fees to meet their needs and expectations. In some cases a fee-for-services relationship may be what is called for. Also see: Tips for High-Tech Listings in the Listing section Does the Internet Enhance Your Client Interactions? Take Michael Russer’s Internet-Enpowered Consumer Litmus Test , and find out. Buyers, next page > | |