How To Connect with Gen-X and Gen-Y Buyers

"Different generations require different approaches." says Bernice Ross, Real Estate Coach and author. "Are you still marketing your business with personal brochures, glamour shots of yourself taken more than a decade ago, and other agent-centric approaches? If so, it's time to shift gears to fit the demands of the next generation of buyers and sellers."

The Baby Boomers, born before 1965, look to you as a "trusted advisor", one who can guide them through the buying and selling process.

"In contrast," says Ross, "those in Gen X and Gen Y (born after 1964), don't value expertise in the same way. A major source of friction between older agents and younger clients has to do with how older agents approach this important issue."

Ross says that you need to be a "trusted resource" to the younger buyers who are not looking for someone to advise them on what to do. In this role you offer your expertise by supplying the necessary information for the client to make the buying or selling decisions.

"The power of this trusted resource approach is that it works with all generations." states Ross. "While the boomers may appreciate the fact that an agent has searched out and compiled the information they need, Gen Xers may appreciate being directed to where they can find the information. Those from Gen Y may prefer to do their own research, but they tend to check with their friends rather than searching exclusively on their own."

As the trusted resource, an agent closes the deal by leaving the final decisions up to the client...."It's your house. It's your decision. What would you like to do?"

Read the full article at Inman News.

photo credit: zen