How do you show first-time buyers what makes you unique?

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As a real estate agent, you know how challenging and rewarding it can be to work with first-time home buyers. They have different needs, expectations, and emotions than experienced buyers, and they rely on you to guide them through the process. But how do you stand out from the crowd and show them what makes you unique? Here are some tips to help you communicate your value proposition and build trust with first-time buyers.

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Gina Cantara

Managing Broker with Windermere Real Estate, *CRS

1 Know your niche

First-time buyers come in all shapes and sizes, from young professionals to growing families to empty nesters. You need to identify your ideal target market and tailor your services to their specific goals, challenges, and preferences. For example, if you specialize in urban condos, you can highlight your knowledge of the local market, amenities, and lifestyle. If you focus on suburban homes, you can emphasize your expertise in schools, neighborhoods, and commute options. By knowing your niche, you can showcase your relevance and credibility to first-time buyers.

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Gina Cantara

Managing Broker with Windermere Real Estate, *CRS
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I understand the competitive edge it takes to get an offer noticed in the Seattle area market. It's not always about the highest price. Terms of a contract are important- from contingencies to closing dates to even knowing which lenders can follow through on what they promise. I am interested in creating relationships built on trust so my buyers know that me and my team of experts (inspectors, lenders, contractors, insurers, etc) will deliver the best customer service in the industry and will lead to our clients achieving their dreams of homeownership.

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2 Share your story

First-time buyers want to work with someone who understands their situation and can relate to their dreams. That's why it's important to share your personal story and what motivated you to become a real estate agent. Maybe you bought your first home at a young age and learned valuable lessons along the way. Maybe you helped a friend or a family member find their perfect home and realized your passion for helping others. Maybe you have a unique background or skill that sets you apart from other agents. Whatever your story is, make sure to share it with first-time buyers and let them know why you love what you do.

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3 Educate and inform

First-time buyers often feel overwhelmed and confused by the complexity and uncertainty of the home buying process. They need an agent who can educate and inform them about the steps, the costs, the risks, and the opportunities involved. You can demonstrate your value by providing them with useful resources, such as checklists, guides, videos, or webinars, that answer their common questions and concerns. You can also offer them free consultations, workshops, or seminars that cover topics such as financing, inspections, negotiations, or closing. By educating and informing first-time buyers, you can position yourself as a trusted advisor and a problem solver.

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Chris Kirman

Vice President @ Citizens & Northern Bank | NMLS: 355354
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In my experience the current wave of first-time buyers are cautions and prefer to gather more information before entering the market. They were old enough to remember their parents going through the 2009 housing crisis and are aware of how much the market has gone up post-COVID. They want to learn and have an expectation that you and the information you provide will be available in multiple channels and formats. SMS integration and a robust digital platform is a must, but don't make the mistake of assuming they don't also want to meet in person. They expect to be able to do most everything from their mobile device but also need and value a personal interaction.

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4 Be responsive and proactive

First-time buyers expect a high level of service and communication from their agent. They want to feel that you are attentive, available, and responsive to their needs and requests. You can show them that you care by keeping in touch regularly, updating them on the progress, and following up promptly. You can also be proactive by anticipating their needs, providing them with relevant information, and suggesting solutions before they ask. By being responsive and proactive, you can build rapport and loyalty with first-time buyers.

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Michelle Chmelar

Vice President of Mortgage Lending NMLS# 65372 at Guaranteed Rate NMLS# 2611
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FTHB's like all clients, want to understand the process and what they need to do. Trying to explain everything to them in the beginning, gives them system overload! I find that it's better to discuss the process in sections, starting with the pre-approval and what I will need from them. Then, once they have found a home, I can explain about paperwork and the commitment letter, and how I, their attorney and realtor will work together to manage the process for them to work toward their closing. At each stage, I go over the expectations for what will occur next and discuss timing. I also follow up weekly, or more, as needed with updates. This way I am reaching out to them asking about status so they don't need to ask me.

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5 Ask for feedback and testimonials

One of the best ways to show first-time buyers what makes you unique is to let them hear it from your past clients. You can ask for feedback and testimonials from your satisfied customers and use them to showcase your skills, results, and personality. You can also ask for referrals and introductions to other potential first-time buyers who might benefit from your services. By asking for feedback and testimonials, you can leverage the power of social proof and word-of-mouth to attract and retain more first-time buyers.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How do you show first-time buyers what makes you unique?

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1 Know your niche

2 Share your story

3 Educate and inform

4 Be responsive and proactive

5 Ask for feedback and testimonials

6 Here’s what else to consider

Working with First-Time Home Buyers

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