Your property is ready. Now you have to let potential buyers know about it. This is the marketing phase.
This is the first, most basic and highly important tool for marketing your home. It’s time to put up the DuProprio "For Sale" sign in front of your property.
It’s great to reach as many people as possible, but it’s even better and more profitable to target potential buyers for your property. A targeted ad gets better results. Real estate websites and home sections of the newspaper are two examples of targeted marketing.
Something to keep in mind:
The Internet has revolutionized real estate. These days buyers, including those who use real estate agents, are doing their own searches online as well. With DuProprio, almost all of our online traffic comes from potential buyers. Our site offers a number of advantages:
Classified ads in newspapers and special "homes" sections also offer the opportunity to reach plenty of people. However, the information isn’t very detailed, much of it is similar. Your ad has to stand out. Use an original title. Emphasize the advantages of your property. Figure out which ads attract your attention and draw on them to write your own. As a general rule, short, simple text is best. Vary your ads and remember, new ads always generate more activity. Repetitive ads that appear every week end up being ignored.
A property often sells to buyers who are part of the seller’s circle (family members, colleagues, acquaintances). So it’s important to tell these people that you’re selling.
Throughout the selling process, you’ll have to answer questions about your property. Always have these documents handy.
Efforts to promote your property have a single goal: to get interested buyers to contact you! Most of them will contact you by phone. Be sure to answer!
A few tips...
When buyers call, ask for their information and tell them you will call them back at a given time. This way, you will have their name and number in hand.
An open house can increase the visibility of your property among potential buyers. "Open house" signs placed at strategic intersections make it easier for interested buyers to find your property. You should also announce your open house online and in the newspapers.
Greet visitors and put them at ease by offering to answer any questions, and then let them visit alone. Don’t give detailed explanations of the qualities of your property. Adapt to their rhythm. You’ll quickly see whether or not they are interested.
When they’re done, ask them how their visit went and whether there is anything they need clarification on. If the property doesn’t match their criteria, they will thank you and move toward the door without asking any questions.
If they are curious, ask to see a few rooms again and ask lots of questions, then you have potential buyers who are interested. Don’t be afraid at this stage: be direct and suggest that they buy your property!
You have to keep in mind that the people who call to visit your property are potential buyers.
If a potential buyer hasn’t followed up after three or four days, call them back to see whether they’ve made a decision. Ask them politely for details about what they liked and didn’t like. Their comments will help you correct little things in preparation for the next visit.
If you can’t change the things they don’t like (for example, the area around your yard or the location of your property), you can adjust the price to reflect what buyers are prepared to pay.