Residential Real EstateHow Today"s Buyers Want To Buy New Homes
Today"s buyer is more educated and techno-savvy then ever before. They have access to information that five years ago they could never get their hands on. They are more educated, more aware and more in touch with what they want when buying a new home. They are also very specific when asked how they want the home buying process to work. Here"s what a group of buyers from a recent focus group shared about their desires on how they wanted the home buying process to be for them while buying new construction.
Listen to me
Buyers want the sales person to listen to them. When they visit a new home subdivision and they speak to the salesperson on site, they want that salesperson to really listen to what they are saying. If they say they need a three- bedroom plus home office and that particular subdivision does not have that, they do not want to be shown a three- bedroom home with a small closet that has been converted into an office. If they say they want it, they really do mean it. They want the salesperson to listen. They don"t want to be undersold and they don"t want to be oversold. They want to be sold only what they want and need. They don"t want the salesperson to waste their time. Today"s buyer expects the salesperson to listen and to help them out and not to force them into decisions that they are not comfortable in making.
Educate me
Today"s buyer has never been more aware of all of the information that is available, they are looking for any additional information that you have. They want to be educated on how things work, what things cost and what additional features and services are available to them. They want to be provided with as much information as possible so they can make the right buying decision. They want to be educated, not sold.
Give me choices
Today"s buyer wants lots and lots of choices. Today"s buyer has to be very careful when purchasing upgrades. They want lots of choices and they want to be able to buy a home that they can customize by adding special features that suit their personal desires. For example: they may want to add hardwood floors, granite countertops, crown molding or some additional landscaping. They want the choices, they want to know what is available and they want to customize their homes. They also want to make sure they are not buying too many upgrades and being too oversold.
Show me price comparisons
Today"s buyer is very savvy and probably as aware of prices in the area as the salesperson is. What they want from the salesperson is an itemized list showing what is out there that compares to what they are buying. They want to make sure that they are making the right choice. They want to make sure that their decision is a good one and by having this information easily accessible to them, it makes the buying process easier for them. Today"s buyer wants comparable information that they can use to justify their home buying purchase.
Give me financing choices
Today"s buyer is also today"s investor. They are investing in the stock market, in real estate, in businesses and other investment tools. The typical real estate mortgage is not always the best choice for them. Today"s buyer needs many different financing options presented to them. Most buyers want to be shown many financing options.
Don"t forget me
Over 95% of all new home buyers are not contacted on a regular basis after they have seen a model home. Most home buyers today take approximately six months to make a decision. Believe it or not, today"s buyer does want some follow-up. They want follow-up to answer their questions, to be offered more choices, and to be told when new homes or models come on the market, but they don"t want to be pushed to buy. Follow-up is very important to today"s buyer.
Give me value
Today"s buyer wants value when they buy. They are usually looking at new homes because they can"t find what they want in the resale market, but remember, everyone"s definition of value is different. Today"s buyers want value in their purchase, they want value in the square footage of the home, they want value in the square footage of the land, and value in the additional upgrades and amenities within the home. Today"s buyer is very value conscience.
Sell me a great location
Location and neighborhood are still right at the top of the list for today"s buyer. Today"s buyer wants a neighborhood that is safe and secure - safe for their family and secure for their investment. Today"s buyer wants to know a lot more about the neighborhood and the location than they ever have before. They want to know about the location in proximity to their work, shopping, schools, transportation and recreation. These are very important factors in today"s home buyer"s decision.
Today"s buyer is ready, willing and able to buy now. If they see it and they want it, you can bet that they are going to get it. Today"s buyer wants a new home delivered their way!