Tips to Attract "A-Buyers" Who Are Qualified and Motivated

What makes a buyer "qualified"?

Finding qualified buyers is crucial for real estate professionals looking to streamline the sales process and ensure successful transactions. But what exactly distinguishes a qualified buyer from the rest? Here are the key attributes to look for:

1. Financial stability

A qualified buyer has a solid financial foundation. This typically includes a good credit score, a steady income, and sufficient savings for a down payment and closing costs. Another encouraging sign is if a buyer is already prequalified for a mortgage.

2. Clear intent and motivation

Qualified buyers are motivated and ready to act. They have a clear understanding of what they want in a property and are eager to move forward with the buying process. This motivation often stems from a pressing need, such as relocating for a job, expanding for a growing family, or downsizing for retirement.

3. Realistic expectations

A qualified buyer has realistic expectations about the market and what their budget can afford. These buyers have often done their homework, comparing prices and property features, which means they are less likely to be deterred by reasonable pricing and market conditions.

4. Minimal contingencies

While all buyers might have some contingencies, qualified buyers tend to have fewer and more straightforward ones. They might require standard inspections or appraisals but are generally flexible and prepared to negotiate in good faith to close the deal.

How to attract home buyers

When it comes to the current market, there are numerous channels potential buyers can use to connect with real estate professionals. From social media and online real estate databases to traditional open houses, leads can come through a variety of sources. But in keeping with the adage that quantity does not necessarily translate to quality, agents may be all too familiar with the process of following through with prospects that don’t result in sales.

Here are some ways real estate professionals can get the most from their efforts by attracting qualified buyers who are truly motivated to make a purchase.

1. Host virtual and exclusive open houses 

Hosting virtual open houses or exclusive in-person events for fellow agents and brokers can yield better results. This approach allows real estate professionals to showcase properties to parties with a genuine interest, reducing time spent on casual inquiries. Virtual tours and 3D walkthroughs can also attract out-of-town buyers and provide a convenient option for busy professionals.

2. Optimize MLS listings and require open house RSVPs

 Ensuring MLS listings are up-to-date with detailed information and high-quality photos and videos is crucial. Additionally, requiring RSVPs for open houses can help filter out less serious buyers and provide a clearer estimate of expected attendees. This allows agents to prepare effectively and focus on interested parties.

3. Focus on data-driven targeting

Utilizing data analytics to identify and target niche markets with reliable growth is essential. This could include targeting corporate relocations, military families, or tech sector employees. Predictive analytics can help forecast buyer behavior, allowing agents to tailor their marketing strategies to attract more dedicated and motivated buyers.

4. Leverage social media and online advertising

Social media platforms and targeted online advertising are crucial for reaching potential buyers. Implementing targeted ads for qualified leads ensures that marketing efforts reach the right audience. Engaging content, such as video tours and interactive posts, can effectively showcase properties and attract serious buyers.

5. Implement CRM and lead scoring

Using a Customer Relationship Management (CRM) system and lead scoring can help real estate professionals manage and prioritize leads effectively. By scoring leads based on their engagement and readiness to buy, agents can focus their efforts on the most promising prospects, guaranteeing a more efficient sales process.

6. Offer exclusive buyer program

 Providing "exclusive" buyer programs can attract serious buyers by offering them first access to new listings and personal home search services. These programs can create a sense of urgency and exclusivity, making potential buyers feel valued and motivated to act quickly.

7. Network with relocation specialists

Building relationships with relocation specialists can provide a steady stream of motivated buyers. Relocation specialists often work with individuals and families who need to move quickly due to job transfers or other commitments, making them highly motivated to purchase a new home.

8. Consider incentives with a home sale

For leads who are seriously contemplating the purchase of a particular home, offering them additional features like a home warranty plan may help with the buying process. A home warranty plan from American Home Shield® offers valuable advantages once a purchase is completed, including knowing a property has a service plan in place in the event covered repairs or replacements of appliances and home systems are needed.

Seal the deal with American Home Shield

Both you and your clients can feel good about closing on a home when that home comes with a home warranty.  Learn more about how partnering with American Home Shield can help grow your business, attract home buyers, and provide peace of mind along every step of the sale.

Plus, check out more tips for real estate professionals, from guides to home inspections to ideas for home updates that increase value, on our Home Matters blog.

AHS assumes no responsibility, and specifically disclaims all liability, for your use of any and all information contained herein.