Amid the spread of COVID-19, it’s more difficult than ever to continue business as usual. While showings and open houses may be paused, there are strategies you can use to combat objections when it comes time to generate leads.
Here’s what you can do:
Keep the long game in mind. Many buyers may be backing out of the market right now due to concerns over the coronavirus. However, you can use this time to build long-term relationships that will come to fruition eventually. It doesn’t have to be about closing them now, but keep being their resource and providing valuable market information, and you’ll find less objections to stand in your way.
Focus on the positive. Interest rates are low and there’s less competition right now. Yes, showings might be a little more difficult, but doing the pre-work now (getting pre-approved, determining what they want, attending some virtual showings) will help them be prepared when they can finally shop around for homes in person.
Leverage technology. Those who were home shopping before COVID-19 halted everything may still be interested, and you can provide some comfort if you have technology that can assist them, at least in their preliminary search. Use virtual tours or videos to showcase properties, and for consultations, use Zoom to create those in-person-esque bonds that you can’t build through phone calls or texts.
Don’t ignore the truth. With the spread of COVID-19, consumers are wary about how they should proceed and what the future may hold. Embrace the truth: No one knows for sure what is going to happen. Offer the information you do have, be honest about what you don’t know and let them know that your fiduciary responsibility is to always fight for and support your clients as best as you can.
The best thing you can do right now is leverage virtual technology and keep making those calls and building connections, while still supporting the homeownership dream.
Liz Dominguez is RISMedia’s senior editor. Email her your real estate news ideas at ldominguez@rismedia.com.
Thank you for the positive message and review of strategies that work. During my career of over 20 years as a Realtor— I thought I had seen it all ! Now this virus “curveball” will demand solid resolve to keep moving forward in the business. Stand strong, carry on !
Thank you for this confirming , realistic advice! Do you have a good source or best example of a “ virtual showing “
stay well !
Very good comments. People are looking to us as one of their financial consultants as to what is happening in our area.This is my 46th. year in the business and I’ve survived 6 recessions but this is the strangest one ever. I agree that you keep in contact and keep positive but also admit that this will take a while before we really know the effect. Be honest but also positive because you can’t compare this to the 2008-09 Recession and crash. That had serious economic issues and problems in the financial markets that don’t exist today.Everything is in place for the economy to come back strong,so they need to be ready to purchase when this ends.Show your clients and prospects that you’re still working virtually and staying on top of our market for them. The article was right on target with their comments! Keep it up because we need to keep ourselves upbeat and positive also.
Do you have a short list of suggestions to publicize to showing agents & buyers via mls or written notice in home being viewed? This is where sellers want to have their home shown. Thanks
One of my listing, Seller put a cover on all the door handles, which he bought from ebay. Seller kept all the lights on & doors including the front door open/unlocked just before the showings. Seller said he will trash the covers after the showing.
I would appreciate information for Agent’s showing our listings. How to prepare your seller’s home to show. What precautions should we take as REALTORS to assist them? Any information would be appreciated.
Thank you!