FACT: In 1987, first time buyers represented 30 percent of the home buying public. By 1999, the percentage of first time buyers had jumped to 42 percent, or four out of every ten homebuyers.

IDEA #1: Don't overlook 42 percent of the market. Target first time buyers.

Since some first time buyer prospects live with relatives or friends or might choose an agent based on parents' or others' suggestions, why not do a special mailing to all your past clients and customers and the centers of influence which you farm? Offer your "special first time homebuyer service" to their children or other friends and relatives and ask for referrals. Since more than twenty-eight percent of first timers depend upon financial gifts or loans from relatives or friends to help them accumulate a down payment, chances are high that the giver or lender will have some influence over the agent chosen. Also be sure to market to the former first time homebuyers you've helped in the past, they may have friends who are ready to buy.

IDEA #2: Added value service can result in business. Offer information that the first time buyer needs as a reason to meet with them.

Consider including a certificate in your mailing for a free, no obligation First Time Homebuyer Personal Consultation - an hour long appointment during which you'll explain the buying process and give prospects an idea of how much home they can afford. This gives you an opportunity to determine who is a prospect, establish rapport, and perhaps schedule the first house hunting appointment. If you are doing a large mailing, you might choose instead to send tickets to a first time homebuyer seminar. This will give you an opportunity to meet with several prospects at once.

IDEA #3: Here's a sample of the letter targeting first time homebuyers which you might send to your past customers & clients. Just revise it when mailing directly to first time buyer prospects.
Remember buying your first home?

You can make it EASIER for someone you care about…

Enclosed is a certificate for a free, no-obligation first time homebuyer consultation. Simply give it to someone you know who's considering a first home purchase (maybe your child, other relative, or friend?).

I'll meet with them, explain how the home buying process works, help them determine how much house they can afford, define various types of mortgage options, answer questions they may have about today's market, and help them zero in on what's important to them in a property. Naturally, if and when they're ready to look at properties, I can arrange that as well.

Buying a first home is a big step -- exciting and a bit scary. My goal is to help first time buyers simplify the process, avoid the pitfalls, and enjoy the many benefits of owning a home. If someone you care about is considering buying, it would be my pleasure to help.

One phone call to schedule the consultation can start (and simplify) the process. Check the enclosed testimonial sheet to see what others say about my service.

You know I'll work hard to help,

Sally Salesperson

ABC Real Estate

PS Feel free to share the First Time Buyer Consultation certificate with anyone you know and please call if I can help YOU with any of your real estate needs. Now is a good time to invest in real estate.
IDEA #4: Use your First Time Buyer Consultation certificate by mailing it to parents and others who might influence first time buyers, but don't stop there. Offer it at open houses and promote it in your advertising as well.

Here's a sample to spark your own ideas:

First Time Homebuyer Consultation Certificate

This certificate entitles ____________________to a FREE, no-obligation consultation with Sally Salesperson of ABC Real Estate.

Consulting topics to include but not be limited to the following:

• Understanding the home buying process
• Determining how much home you can afford
• Recognizing the types of mortgage options
• What you'll need to apply for a mortgage loan
• Buying pitfalls to avoid
• An overview of today's new and resale home market
• How to get started

Please call 000-000-0000 to schedule this free one-hour consultation.

There is no cost or obligation.

 Copyright