Get “FACE to FACE” – the Key to Success with the Online Consumer

When working with the online consumer, recognizing that we are dealing with a process and not an event is key.. Only 4% of online consumers who engage with you today are ready to buy, the other 96% are in various stages of the home buying process – a process that statistics show takes up to 210 days from inception to close. The company and/or agent that focus solely on the ready, willing and able buyer is throwing both money and true potential business away. No longer should our first question to an online consumer be, “Are you pre-qualified?” but “Where are you today in the process? How can I help you get in a position to be ready to buy?” We are the facilitators of the process, and in today’s market there are many issues that get in the way of an individual being ready to buy. Our role as facilitator is to determine what the issues are and to be the problem solver. Best way to do that? Get face to face. Invite the consumer to your office to plan for success - this is where high tech meets high touch. Demonstrate your value by creating a roadmap with the consumer of where they are today in terms of the home buying process and what you need to do together - as a team, to help them be in a position to win the deal!

Getting Face to Face with the consumer early in the process:

 Provides the opportunity to develop a relationship and loyalty
 Allows you to educate the consumer and demonstrate your value as facilitator of the process
 Helps you determine roadblocks to being ready to buy today and allows you to be the problem solver
 Enables you and the consumer to work together to create a plan for success