Cultivate relationship with first-time buyers

ORLANDO – July 6, 2009 – It’s critical for real estate professionals to foster continuing relationships with today’s young clients who bought their first home, says Chris Kaucnik, marketing director for Home Warranty of America Inc.

Today’s first-time buyers could be ready to move up in as little as six years as their families begin to bloom. A Realtor who maintains a relationship with young customers can then help them move into their third stage of ownership: the dream home.

Kaucnik says that Realtors must continually send targeted and consistent communication to first-time owners. To do so, agents should keep detailed notes on each household to personalize communications and make them more effective.

Ways to reach out include, if appropriate:

• Invite first-time buyers to keep in touch via social networking – which can also lead to referrals. Also invite customers to subscribe to blogs or news articles.

• Forward links of articles that may be of interest.

• Pay attention to any residential improvements the customers want to make to the home and respond with vendor recommendations.

• Email first-time homebuyers when a bigger property in their neighborhood goes on the market or is sold, since that could start a dialogue about moving up.

Source: RISMedia (07/01/09) Kaucnik, Chris

© Copyright 2009 INFORMATION, INC. Bethesda, MD (301) 215-4688

Questions, comments or suggestions on this article? Have a news tip? Send a letter to the editor to: Newseditor@floridarealtors.org.