Real Estate and the Millennials

Real estate and the Millennials Blog series by Rick Guthrie According to the Pew Research Center , in 2015, the “Millennial” generation is projected to surpass the “Baby Boomers” generation as the largest living generation. The Millennial generation is typically classed from the ages 18-34 or born around 1980 through 2000. This presents an opportunity […]

Real estate and the Millennials

Millenials how may we help?Blog series by Rick Guthrie

According to the Pew Research Center , in 2015, the “Millennial” generation is projected to surpass the “Baby Boomers” generation as the largest living generation. The Millennial generation is typically classed from the ages 18-34 or born around 1980 through 2000. This presents an opportunity to look at the way we as real estate professionals are conducting our business. Are we attracting potential first time home buyers? Are we communicating our value proposition in such a way that the Millennials are hearing it and understanding it? Do we know the struggles and challenges that a Millennial may have in the home buying process? Are we attracting enough young talent to the real-estate industry that can support our need to service this next great generation? The average age of a real-estate professional is 57 years old. So the answer to the question above is probably no.

Over this next blog series I’m going to be doing some research and strategizing on how we as real-estate professionals can not only positively impact the “Millennial” real-estate client but also attract and train “Millennial” real estate professionals.

Many researchers have found “Millennials” to have high levels of self-esteem as well as a healthy feeling of self-entitlement. They are extremely tech savvy and communicate through a wide variety of social media platforms and for the most part seem ambitious.

Some challenges include high student loan debt. Not necessarily bad credit but no established credit. There seems to be more of a trend of job and career hopping.

The fact is every generation seems to have or have had a very definable established pattern. This of course stems from who and how they were raised. What events in history have shaped their character and belief systems.

I want to spend the next few months on looking at this from a view point of, “How do I affectively create a value proposition that is attractive to the “Millennial” real-estate client. The average age of the first time home buyer is 31.

So let’s seek to understand the “Millennial”. This is going to be fun. Stick with me and blog you soon.

Rick Tip-Your Top Ten Closes

Rick Tip – Your Top Ten Closes By: Rick Guthrie Lately I’ve had agents that were frustrated about not being able to close to an appointment. Really, for the most part, that’s what we’re trying to do while we’re lead generating is close to an appointment. Everyone should have their specific script they’re using for lead […]

closesRick Tip – Your Top Ten Closes

By: Rick Guthrie

Lately I’ve had agents that were frustrated about not being able to close to an appointment. Really, for the most part, that’s what we’re trying to do while we’re lead generating is close to an appointment. Everyone should have their specific script they’re using for lead generating to their lead zone sources. But do you have a specific closing technique that fits not only you but also the situation? Have you made yourself a practitioner at closing to an appointment? Well here are the top 10 closes that most professionals are using to get that appointment.

Before I get into these let’s talk about the difference between concerns and objections. It seems that many seem to think that they are basically the same thing. We as professionals lump them together. Honesty by definition they are way different.

A concern by definition is something that causes anxiety or worry.

An objection by definition

a)     a reason or argument presented in opposition

b)     a feeling or expression of disapproval

I don’t know about you but I would like to handle a concern rather than an objection. In an objection we’ve created an argument basically.

So to lean more in the direction of concerns we need to build rapport. We need to come from an attitude of curiosity and find out what the potential client needs by asking open ended questions. Those are basically questions that do not require a yes or no.

  • Why is that important to you?
  • Describe that to me.
  • Tell me more about that.

When we get that information and build that rapport it lends the opportunity to use one of the following closing techniques to close to an appointment.

10 Different Closing Techniques

  1. The Hard Close; “Let’s Meet”
  2. The Soft Close; “I’ve really enjoyed meeting with you. Would you like to get together and discuss this further”?
  3. The Direct Close; “Can we meet today”?
  4. The Indirect Close; “Would it be okay if I got you some information to look over and then we can meet to discuss”?
  5. The Trial Close; “Have we gone over enough today that a meeting would be our next step”?
  6. The Assumptive Close; “It sounds like we should meet. Would tomorrow at 4 be okay or would 6 be better?
  7. The Negative Positive Close; “Would you be offended if I asked if we could meet to go over this”?
  8. The Take Back Close; “I’ve really enjoyed talking with you. To be honest, I’m not sure if I can help or not but I’d be honored if we could meet to find out”.
  9. The Tie Down; “Wouldn’t make sense for us to meet in the next day or so”?
  10. The Alternative Choice Close; “What works better for you? Meeting today, sometime this afternoon, or tomorrow morning?

Your technique doesn’t happen overnight. It has to be practiced and used. The more you lead generate with these tools the better you get. I suggest in the morning you get a RPP (Role Play Partner) and practice the script for the day, get warmed up and hit lead gen hard.

Hey see what happens

Blog you soon!

 

 

 

 

 

 

Lead Zone Sources

Lead Zone Sources Rick Guthrie is the Team Leader at the Keller Williams Fairfax Gateway office in Fairfax, Virginia.  Lead zone sources are the things you are strongest at.  Lead zone sources are skills that you are the strongest at aren’t necessarily the things you like doing the most.

Lead Zone Sources

Rick Guthrie is the Team Leader at the Keller Williams Fairfax Gateway office in Fairfax, Virginia.  Lead zone sources are the things you are strongest at.  Lead zone sources are skills that you are the strongest at aren’t necessarily the things you like doing the most.

lead zone sources